Feasibility Analysis of a Potential

Convention Center in Lake County, Indiana

July 9, 2018
July 9, 2018

Mr. Bill Hanna

President & CEO
Northwest Indiana Regional Development Authority
9800 Connecticut Drive
Crown Point, Indiana 46307

Dear Mr. Hanna:

Conventions, Sports & Leisure International (CSL), with assistance from Sycamore Advisors, has completed a report related to a feasibility analysis for a potential Convention Center in Lake
County, Indiana. The study was commissioned by the Northwest Indiana Regional Development Authority (NWIRDA), with participation by the 19 municipalities within Lake County. The attached
report presents our research, analysis and findings and is intended to assist the NWIRDA and other project stakeholders in evaluating the viability of facility development.

The analysis presented in this report is based on estimates, assumptions and other information developed from industry research, data provided by study stakeholders, surveys of potential facility
users, discussions with industry participants and analysis of competitive/comparable facilities and communities. The sources of information, the methods employed, and the basis of significant
estimates and assumptions are stated in this report. Some assumptions inevitably will not materialize and unanticipated events and circumstances may occur. Therefore, actual results achieved
will vary from those described and the variations may be material.

The findings presented herein are based on analysis of present and near-term conditions in the Lake County area as well as existing interest levels by the potential base of users for a convention
center project. Any significant future changes in the characteristics of the local community, such as change in population, corporate inventory, competitive inventory and visitor
amenities/attractions, could materially impact the key market conclusions developed as a part of this study. As in all studies of this type, the estimated results are based on competent and
efficient management of the potential facility and assume that no significant changes in the event markets or assumed immediate and local area market conditions will occur beyond those set
forth in this report. Furthermore, all information provided to us by others was not audited or verified and was assumed to be correct.

The report has been structured to provide study stakeholders with a foundation of research to provide decision makers with the information necessary to evaluate issues related to potential future
decisions concerning the proposed development of a Convention Center and should not be used for any other purpose. This report, its findings or references to CSL may not be included or
reproduced in any public offering statement or other financing document.

We sincerely appreciate the assistance and cooperation we have been provided in the compilation of this report and would be pleased to be of further assistance in the interpretation and
application of our findings.

Very truly yours,

CSL International

2
TABLE OF CONTENTS EXECUTIVE SUMMARY
1. INTRODUCTION
4
11
2. LOCAL & REGIONAL ANALYSIS 16
3. COMPARABLE ANALYSIS 33
4. INDUSTRY TRENDS 63
5. MARKET DEMAND ANALYSIS 74
6. PROGRAM ANALYSIS 94
7. SITE/LOCATION ANALYIS 97
8. COST/BENEFIT ANALYSIS 113
9. FUNDING ANALYSIS 124
APPENDIX: FUNDING SOURCES MEMORANDUM 131

3
EXECUTIVE SUMMARY

4
EXECUTIVE SUMMARY
Conventions, Sports & Leisure International (CSL), with the assistance of Sycamore Advisors, was retained by the Northwest Indiana Regional Development Authority
(NWIRDA), with participation by the 19 municipalities within Lake County, to conduct a feasibility study associated with a potential convention center.

The attached report presents our research, analysis and findings and is intended to assist the NWIRDA and other project stakeholders in evaluating the viability of
facility development. The full report should be reviewed in its entirety to gain an understanding of the study's methods, limitations and implications.

INTRODUCTION & METHODS

With the recent closures of the Star Plaza Theatre and the Radisson Hotel and Conference Center in Merrillville, many within the community believe that Lake County
now lacks the proper facilities to accommodate high economic impact event activity, including conventions, conferences and tradeshows of all sizes. This loss of
share in the regional event marketplace represents the impetus for this study, and an important study objective is to investigate whether a Lake County convention
center could recapture lost business, while also attracting new economic impact generating events to Lake County.

The feasibility study contracted for this engagement consists of a detailed set of research and analysis designed to generate informed conclusions regarding a
potential convention center in Lake County as to market demand, building program, event and market performance levels, order-of-magnitude construction costs,
financial operations, economic impacts and funding.

The study process consisted of detailed research and analysis, including a comprehensive set of market-specific information derived from the following:

1. Experience garnered through more than 1,000 convention, event and hospitality facility planning and benchmarking projects throughout the country.
2. Local market visits at the outset of the project, including community and facility tours, and discussions with study stakeholders.
3. In-person and telephone interviews, meetings and focus groups with nearly 100 local Lake County area individuals including NWIRDA representatives, County
government, South Shore Convention and Visitors Authority, representatives from each of the 19 communities within Lake County, local hoteliers and business
leaders; and, other visitor industry and community stakeholders.
4. Benchmarking research and analysis of facility data and interviews conducted with 33 competitive/regional and 18 comparable convention center facilities.
5. Completed telephone interviews with over 120 potential users of a convention center in Lake County, representing nearly 1,700 rotating events.

5
EXECUTIVE SUMMARY
MARKET DEMAND

A detailed set of research and analysis was conducted for this study to form conclusions about market demand and opportunities for a potential convention center in
Lake County. Based on interviews of meeting/event planners, which includes corporate/independent meeting planners, state/regional association and SMERF (social,
military, educational, religious, fraternal) event planners, and key past users of the Radisson Hotel at Star Plaza, we have made the following observations and
preliminary recommendations:
• Given Lake County’s local market characteristics and the event profiles of other comparable convention facilities in similar markets, it is believed that the primary
non-local event markets for a convention center in Lake County would be events hosted by state and regional groups, in addition to corporate and other types of
event activity from the Chicago/Northwest Indiana greater metropolitan area and throughout the state of Indiana. This demand represents an opportunity to
enhance and diversify demand for hotel room nights, inject new spending into the region and introduce Lake County to a wide array of event attendees unfamiliar
with the area.
• Overall, survey results suggest that the level of unmet demand from rotating state and regional convention and conference markets is moderate to strong. Existing
convention and event facilities in Lake County are unable to accommodate the majority of state/regional markets that are interested in the Lake County destination.
• With the loss of the both the Star Plaza and the Radisson Hotel at Star Plaza, significant local demand exists for an event space that could accommodate a number
of civic gatherings and local consumer shows, as well as small meetings, banquets, and receptions. These and other events have been forced to look for space at
venues outside of Lake County or within sub-optimal event venues within Lake County.
• Based on survey results and experience with past projects, demand would suggest an opportunity for 55,000 to 75,000 square feet of sellable space with a 35,000 to
45,000 contiguous exhibition hall. For optimal market capture, the Center would need to be attached to a 225- to 275-room hotel property (assuming a 70 percent
committable room block rate from the hotel for convention center events) and be in close proximity to approximately 400 to 450 committable hotel rooms.
• Should White Lodging develop any new hotel & conference center product to replace the closed Radisson Hotel, the market opportunity for a potential convention
center may be impacted. The impact of such a development could either be favorable or unfavorable for a potential Lake County convention center project,
depending on a variety of factors/issues.
• Key challenges of the Lake County destination (and a primary reason for non-local event planners’ disinterest) include its non-centralized location (within the state)
and the number of event planning groups are primarily oriented in and around the Indianapolis metropolitan area.
• Based on responses of interested event organizers, it will be important to position a potential convention center in Lake County with strong highway/ transportation
access, and near restaurants and nightlife options.

6
EXECUTIVE SUMMARY
SPACE PROGRAM & CONSTRUCTION COSTS Alignment of Facility with Event Types
1. CONVENTION CENTER SPACE
Flat Floor / Business-Focused
The market supportable program represents (70,000 SF sellable, approx. 145,000 GSF) Conventions (with exhibits)

a convention center facility that would be A. Exhibit Hall:

Conventions (without exhibits)
Tradeshows
optimized in terms of size and finish to Public/Consumer Shows
Conferences
address the majority of Lake County and • 40,000 SF subdividable, column-free, concrete floor Meetings
Banquets
Northwest Indiana’s measured market • 30 to 35-foot ceiling height, utility floor grids, state- Receptions

demand and to maximize economic impacts. of-the-industry loading/access

Meetings
Civic meetings/assemblies

Based on the analyses, key aspects of a B. Ballroom: Entertainment / Spectator-Focused

Concerts (touring)
market supportable facility program for a • 17,000 SF subdividable, column-free, carpeted, Concerts (local/community)
Family Shows
potential Lake County convention center are upscale Ice Shows
Boxing/MMA
presented to the immediate right.
• 25 to 30-foot ceiling height Professional/Minor League Sports (tenant)
Professional/Minor League Sports (exhibitions)
Rodeos
The exhibit to the far right presents a visual C. Breakout Meeting Rooms: Tractor Pulls / Motocross
Broadway/Musicals
representation of how the assumed • 13,000 SF of breakout meeting space, subdividable, Theatricals/Plays
Opera
convention center program would align with carpeted, upscale space Ballet / Dance Productions
the typical product requirements and
Entertainment/Leisure / Participant-Focused
preferences of variety event types. Basketball tournaments, camps/clinics
2. OTHER REQUIREMENTS
Convention center space, such as that Volleyball tournaments, camps/clinics
Gymnastic meets, camps/clinics
suggested for a Lake County project, is • Headquarters Hotel: Wrestling meets, camps/clinics
Cheer/dance competitions, camps
typically the most versatile facility product in attached/adjacent 225-room or larger full-service hotel Futsal tournaments, clinics
Table tennis tournaments
the event industry—hosting a wide diversity of with national brand Indoor soccer tournaments, camps/clinics
event types and customer/attendee bases. Pickleball tournaments, camps/clinics
• Primary Supporting Hotel Rooms: Open recreation
Civic events
400 or more quality hotel rooms within walking distance Festivals/fairs
The analysis suggests that hypothetical Graduations/commencements

development costs (hard, soft and site costs) • Secondary Supporting Hotel Rooms: Cultural/heritage events

for a new convention center in Lake County 700 or more quality hotel rooms within ½ mile Legend:
Strong alignment with facility =
could approximate $58.0 million. Moderate alignment with facility =
Weak alignment with facility =

7
EXECUTIVE SUMMARY
SITE ANALYSIS

As important as size and configuration, the location and site of a convention center can have a significant impact on the facility’s operational success and its ability to
generate new visitation and associated economic impact in a host community. An assessment of potential site/locations within Lake County was conducted to
determine what general areas might be best suited as a host site/location for a convention center in Lake County.

For a convention center project, proximity to quality hotel inventory is the single most important factor. Without a sizeable, quality hotel property that is attached or
adjacent, a convention center will be extremely limited in its ability to attract non-local conventions and tradeshows. Without this type of hotel support, the convention
center will function more as a “local” venue, such as a community center or civic center. Given the nature of the Lake County destination and its lack of a traditional
downtown central business district (offering a pedestrian-friendly environment with walkable restaurants, bars, nightlife, entertainment, retail with character, etc.), the
importance of planning for mixed-use development in a larger district containing the convention center will likely be greater with any Lake County site.

Throughout the study process, with the assistance of the Study Committee and through the research and community outreach process, a large number of site/location
ideas were forwarded to the project team. It was apparent that the large number of possible sites/locations that were initially cataloged were widely varied in terms of
their suitability and strengths as a host site for any potential convention center project. In fact, many of them were considered to have one or more fatal flaws that
should remove them from consideration. As such, a first step in the analysis was to establish a set of Qualifying Criteria to remove from the final analysis prospective
site/locations possessing fatal flaws or important weaknesses. In order to advance to the final site analysis step, each of cataloged site/location ideas must have passed
or met each of the Qualifying Criteria. Fundamentally, the Qualifying Criteria limited consideration of sites/locations to the northern half of the Lake County and those
in or near established areas of commerce. Based on industry best practices and our experience with projects throughout the country, this is logical and appropriate,
given the significantly higher concentration of visitor amenities (including the ability to leverage multiple proximate hotel properties), population base (in-county and
regional), and transportation accessibility in north County relative to south County.

Of the nine sites that qualified for the final round, the following five ranked as the strongest potential sites/locations for a convention center in Lake County: former
Radisson/Star Plaza site, Century Mall, Hobart Silverstone, Kennedy Ave & I-94, and Majestic Star Casino. The specific location, characteristics, and
strengths/weaknesses of these sites, along with the other four site finalists, are detailed within the full report.

The five highest ranked sites could offer the greatest combination of strengths and smallest impactful weaknesses among the site/location finalists. All five possess
good accessibility, visibility, location proximity to population bases and/or visitor industry amenities, and ancillary economic development opportunities. The former
Radisson/Star Plaza site, in particular, would benefit from the addition of multiple hotel products (including a mix of full-service and focused-service properties) being
planned by White Lodging in adjacent/proximate parcels.

8
EXECUTIVE SUMMARY
ESTIMATES OF PERFORMANCE AND COST/BENEFIT

An analysis was conducted to estimate potential utilization and costs/benefits associated with a convention center in Lake County. Initially, based on the results of the
market demand and building program analyses, modeling and analysis was performed to generate performance estimates for a potential convention center.
Performance estimates for a potential convention center have been presented over a 20-year projection period. A stabilized year of operation is assumed to occur by
the fifth full year of convention center operation. All dollar figures are represented in terms of 2018 dollars.

The development and operation of a potential convention center in Lake County would be Stabilized 20-Year
expected to generate quantitative benefits to Lake County and its residents. Based on the Key Performance Estimates Year 1 Total
analysis, key annual and 20-year cumulative utilization and cost/benefit metric estimates Events 273 5,291
include those indicated to the right. The quantified economic impact estimates represent Event Days 363 6,985
spending that is estimated to be “new” to Lake County as generated by the construction Utilization Days 485 9,306
and operation of a potential convention center. The new Lake County spending is Operating Revenue $1,888,822 $36,363,528
generated through the construction period and then from in-facility spending and out-of- Operating Expenses $2,334,421 $46,037,400
facility spending by non-local convention center attendees Hotel Room Nights 47,549 894,310
Direct Spending $19,499,604 $394,287,668
In addition to the quantifiable benefits associated with a potential convention center in Lake Total Economic Output $32,289,307 $653,718,859
County, there are a number of likely new benefits that cannot be quantified. In fact, these Personal Income (Earnings) $11,001,523 $222,644,112
qualitative benefits tend to be a critical factor in the consideration of public and private Employment (full & part-time jobs) (1) 449 761
investment in facilities of this nature. These include issues pertaining to quality of life Tax Revenue (2) $2,222,010 $44,341,695
(through attracting events that would not otherwise travel to Lake County, as well as
hosting civic, entertainment and private events), ancillary economic development (1) 20-year Employment estimate represents the peak year during the period.

facilitation, employment opportunities, community pride, and other such items. (2) Tax Revenue includes 5% County Innkeepers Tax, 1.5% County Income Tax, and 7% State Sales Tax.

The quantitative impact figures do not include economic impact that could be generated by other facility elements at the greater site (such as potential new hotel,
restaurant, retail, residential and other such elements that could be developed in addition to the convention center itself). Some of the quantified economic impacts
associated with convention center attendance would be quantitatively captured by some of these potential other facilities, but substantial additional economic impact
could be generated by any additional mixed-use elements that are developed at, or near, the site. The net effect of a calculation of quantified economic impact could
hypothetically be several times greater in magnitude (depending on the level of investment and development that is ultimately realized at, or near, the site).

9
EXECUTIVE SUMMARY
FUNDING ANALYSIS

An analysis was conducted for the purpose of summarizing various public and private sector funding opportunities that could represent possible sources of funding to
develop a potential convention center in Lake County and meet any on-going operating requirements and capital reserves. The funding analysis presented herein is not
intended to be an exhaustive review of all potential sources, but rather a review of the most likely funding sources that may be available specific to this project.

While there are multiple revenue sources which could potentially be used to help support capital expenditures related to a convention center in Lake County,
realistically, two revenue streams likely are the most feasible: (1) a Food & Beverage Tax; and (2) existing TIF revenues (assuming the final site is in a TIF District). The
analysis used to arrive at these two revenue streams (1) excluded property taxes as a primary source of security; (2) excluded public sector revenues (such as water and
sewer fees) restricted to other uses; and (3) assessed the relative ease in creating or accessing the revenue stream and a lack of prior claims to the revenue streams.

(1) Food & Beverage Tax. Under existing law, Lake County’s fiscal body may authorize a 1% Food and Beverage Tax by ordinance without additional legislation from the
Indiana General Assembly. Once the tax is adopted, “The entire amount received from the taxes imposed by a county under this chapter shall be paid monthly by the
treasurer of state to the treasurer of the Northwest Indiana Regional Development Authority.” Funds must be deposited in the ‘development authority fund’ and may be
used for legally authorized purposes, including economic development projects in Lake County. LSA's 2018 fiscal impact statement for HB 1099 (which did not pass this
session) included Food & Beverage Tax revenue projections for each county in Indiana, based on the collections of the current counties and municipalities that impose
the tax. For Lake County, LSA estimated $9.4 million in revenues for calendar year 2019 and $9.8 million in 2020. It should be noted that if Lake County implements the
Food & Beverage Tax and desires to use those revenues to secure a bond issue, bondholders and rating agencies may require a backup source of funding, at least until
the County has several years of actual revenues from this source.

(2) Existing TIF Revenues. There are currently 54 different Tax Increment Financing districts within Lake County. For calendar year 2015, the most recent year for
which data is available online, the Indiana Department of Local Governments reported revenues of $66.47 million from all 54 TIF districts, based on an incremental
assessed value of $1.657 billion. Individual TIF district revenues vary widely, with eight districts reporting no revenues in 2015 while the Whiting Allocation Area
reported $15.46 million and two districts in Hobart reported revenues of over $4 million each. If the site selected is in an existing TIF district that has capacity (i.e.,
available revenues), those revenues could become available for this project.

Other options considered include the County’s Economic Development Tax ($27.7 million county-wide in 2017; Lake County allocation was $8.5 million, but these
revenues are currently dedicated to existing projects); an increase in the Innkeeper’s Tax, with allocation of the new revenues to this project (this would require approval
of the Indiana General Assembly); and the creation of a Community Revitalization and Enhancement District, where Lake County could capture the incremental growth
in state sales tax and income tax in the area and use it for the convention center project if the site meets the statutory criteria.

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1. INTRODUCTION

11
1. INTRODUCTION: Project Background
Conventions, Sports & Leisure International (CSL), with the assistance of Sycamore Advisors, was retained by
the Northwest Indiana Regional Development Authority (NWIRDA) to conduct a feasibility study associated
with a potential convention center in Lake County, Indiana. With the recent closures of the Star Plaza Theatre
and the Radisson Hotel and Conference Center in Merrillville, many within the community believe that Lake
County now lacks the proper facilities to accommodate high economic impact event activity, including
conventions, conferences and tradeshows of all sizes. This loss of share in the regional event marketplace
represents the impetus for this study, and an important study objective is to investigate whether a Lake
County convention center could recapture lost business, while also attracting new economic impact
generating events to Lake County.

The study process consisted of detailed research and analysis, including a comprehensive set of market-
specific information derived from the following:

1. Experience garnered through more than 1,000 convention, event and hospitality facility planning and
benchmarking projects throughout the country.
2. Local market visits at the outset of the project, including community and facility tours, and discussions
with study stakeholders.
3. In-person and telephone interviews, meetings and focus groups with nearly 100 local Lake County area
individuals including NWIRDA representatives, County government, South Shore Convention and Visitors
Authority, representatives from each of the 19 communities within Lake County, local hoteliers and
business leaders; and, other visitor industry and community stakeholders.
4. Benchmarking research and analysis of facility data and interviews conducted with 33
competitive/regional and 18 comparable convention center facilities.
5. Completed telephone interviews with over 120 potential users of a convention center in Lake County,
representing nearly 1,700 rotating events.

12
1. INTRODUCTION: Scope of Work
The feasibility study contracted for this engagement consists of a detailed set
of research and analysis designed to generate informed conclusions regarding
a potential convention center as to market demand, building program, event
and market performance levels, order-of-magnitude construction costs,
financial operations, economic impacts and funding.

An outline of the scope of work is provided below.

PHASE 1: ANALYSIS OF MARKET DEMAND

1. Site visit, tours, meetings
2. Local market conditions
3. Competition analysis
4. Comparable analysis
5. Industry characteristics and trends
6. Potential user telephone surveys
7. Indicated building program

PHASE 2: ANALYSIS OF SITE, COST/BENEFIT & FUNDING

1. Program refinement and development options
2. Event/use levels analysis
3. Site/location analysis
4. Preliminary construction cost and financial operations analysis
5. Economic impact analysis
6. Funding analysis
7. Preparation of report

13
1. INTRODUCTION: Acknowledgements
CSL would like to thank the following individuals and organizations for their participation in this study effort:

CONVENTION CENTER STUDY STEERING COMMITTEE:

B.R. Lane - Resolute Consulting
Bill Hanna – Northwest Indiana Regional Development Authority
Bill Sheldrake - Policy Analytics, LLC
Chris White - The Times Media Co.
Daniel Dernulc - Lake County Council
Dewey Pearman - Construction Advancement Foundation of Northwest Indiana
Erika Dahl - South Shore Convention and Visitors Authority
Heather Ennis - Northwest Indiana Forum
Katie Holderby - South Shore Convention and Visitors Authority
Leah Konrady - One Region
Mike Schrage - Centier Bank
Randy Palmateer - NW Indiana Building & Construction Trades Council
Sherri Ziller - Northwest Indiana Regional Development Authority
Speros A. Batistatos - South Shore Convention and Visitors Authority
Ted Bilski – Lake County Council
Tom Keon - Purdue University Northwest
Ty Warner - Northwestern Indiana Regional Planning Commission

14
1. INTRODUCTION: Acknowledgements
CSL would like to thank the following individuals and organizations for their participation in this study effort:

COMMUNITY STAKEHOLDER PARTICIPATION:

Aemish Patel - Best Western NWI Inn Deann Patena – Fair Oak Farms Mark McLaughlin - City of Hammond
Africa Tarver - Planning & Development, City of Hammond Denarie Kane - City of Hobart Matt Reardon - MCR Partners
Amy Gross - Cedar Lake Deno Yiankes - White Lodging Matt Saltanovitz – Indiana Economic Development Commission
Andrea Pearman - Diversified Marketing Donald Babcock - NIPSCO Mayor Dave Uran - City of Crown Point
Andrew Kyres - First Financial Bank Dustin Anderson - Town Manager, Town of Munster Mayor Joe Stahura - City of Whiting
Anthony Schlueter - City of Crown Point Ed Mamrila - Vision Hospitality Mayor Brian Snedecor - City of Hobart
Ben Bochnowski - Peoples Bank Greg Vitale - Munster Parks and Recreation Department Mayor Karen Freeman Wilson – City of Gary
Bill Laird - Town of Merrillville Gus Olympidis - Family Express Corp. Megan Menacher - South Shore Convention and Visitors Authority
Bob Novick - City of Lake Station Harley Snyder - HSC Michael Flannery - Purdue University Northwest
Brian L. Poland - City of Hammond Harry Vande Velde - South Shore Leadership Mike Hrinyo - City of Whiting
Bruce Spires - Town of Merrillville Jeff Good - Good Hospitality, Porter County Commissioner Mike Noland - NICTD
Cal Bellamy - Krieg Devault Jeff Strack - Strack & Van Til Milton Reed - City of East Chicago
Chancellor William Lowe - Indiana University Northwest Jill Murr - Town of Cedar Lake Paul Labovitz - Indiana Dunes National Lakeshore
Chris Kaemerer - Ramencon Convention Jim Lefrense - Majestic Star Casino Phil Taillon – City of Hammond
Chuck Hughes - Gary Chamber of Commerce John Cain - South Shore Arts President Randy Niemeyer - Cedar Lake Town Council
Commissioner Jerry Tippy - Lake County John Diederich - Peoples Bank President Richard Hardaway - Merrillville Town Council
Councilmember Christine Cid - Lake County John Mengel - ArcelorMittal President Rick Ryfa - Griffith Town Council
Councilmember Eldon Strong - Lake County Justin Mount - Chief of Staff, Senator Donnelly Representative Earl Harris
Councilmember Elsie Brown-Franklin - Lake County Karen Lauerman - Lake County Economic Alliance Rick Flutka - South Shore Convention and Visitors Authority
Councilmember Shawn Pettit - Town of Merrillville Kathy Degiulo-Fox - Town of Highland Rinzer Williams - Genesis Convention Center
Dan Botich - SEH Inc. Kay Nelson - NWI Forum Rodney Philipine - Majestic Star Casino
Dan Klein - Former Mayor, Crown Point Kevin Smith - Smith Sersie Law Firm Scott Olthoff - CORE Construction
Dan Nita - Horseshoe Casino Larry Fabina - ArcelorMittal State Representative Julie Olthoff
Dan Vicari - Gary-Chicago International Airport Luke Weinman - South Shore Convention and Visitors Authority Sue Reed - Crossroads Chamber of Commerce
Danielle Sparavalo - South Shore Convention and Visitors Authority Lynn Eplawy – Gary Jet Center Tom DeGiulio – Town Manager, Town of Dyer
Dave Rayn - Lakeshore Chamber of Commerce Mark Heintz - Hammond Civic Center Tom Keilman - BP
Dave Schafer – Town of Munster Mark Lopez - Chief of Staff - Congressman Visclosky Tom Vanderwood - Town of Munster

15
2. LOCAL & REGIONAL ANALYSIS

16
 2. LOCAL & REGIONAL: Key Market Demographics
The exhibit below illustrates the location of Lake County and its proximity to nearby markets. Additionally, the exhibit demonstrates the markets and land area captured
within 30-, 90- and 180-minute estimated driving distances from the former Star Plaza Theatre site in Merrillville (this site was selected due to its central location within the
County). These distances will be utilized throughout the report for analyzing and comparing demographic and socioeconomic variables.

Neighboring the northeast portion of Illinois, much of Lake County is less than an hour’s drive away from downtown Chicago. The County is located at the confluence of
three major interstates (65, 90 and 94) and less than three hours away from major population centers such as Detroit to the east, Indianapolis to the south, Milwaukee to the
north and St. Louis to the west.

As shown, the estimated 2018 population within a 30-minute drive of the former Star Plaza Theatre site is approximately 707,000, which is an estimated 4.6 percent increase
over the 2000 population within that radius. This increase, as well as the population growth in markets captured by 90- and 180-minute radii, is less than the estimated 11.0
percent increase throughout the state of Indiana and the 16.4 percent increase throughout the U.S.
Lake State of
Distance Demographic Variable County 30-minute 90-minute 180-minute Indiana U.S.
from Lake Market
Market County* Drive Time Population
Population (2000) 484,564 676,294 8,100,025 19,206,852 6,080,485 281,421,906
Chicago, IL 42 mi. 0:50 9,551,000 Population (2010) 496,005 701,821 8,223,198 20,092,955 6,483,802 308,745,538
South Bend, IN 71 mi. 1:15 320,100 Population (2018 est.) 495,069 707,224 8,411,350 20,641,723 6,746,689 327,514,334
Indianapolis, IN 142 mi. 2:10 1,988,800 % Change (2000-2018) 2.2% 4.6% 3.8% 7.5% 11.0% 16.4%
Milwaukee, WI 140 mi. 2:10 1,575,800
Population (2022 est.) 491,870 708,732 8,526,330 21,028,709 6,932,143 341,323,594
Grand Rapids, MI 154 mi. 2:20 1,038,600
% Change (2018-2022) -0.6% 0.2% 1.4% 1.9% 2.7% 4.2%
Fort Wayne, IN 123 mi. 2:30 429,800
Madison, WI 190 mi. 3:05 641,400
Avg. Household Inc. (2018 est.) $ 67,913 $ 71,041 $ 83,341 $ 80,321 $ 68,971 $ 80,675
Cincinnati, OH 254 mi. 3:50 2,157,700 Avg. Household Inc. (2022 est.) $ 76,226 $ 79,744 $ 94,289 $ 90,742 $ 78,326 $ 91,585
Louisville, KY 255 mi. 3:55 1,278,400 % Change (2018-2022) 12.2% 12.3% 13.1% 13.0% 13.6% 13.5%
Detroit, MI 257 mi. 3:55 4,302,000
St. Louis, MO 308 mi. 4:35 2,811,600 Median Age (2018, in years) 38.8 39.0 36.8 37.5 38.1 38.2
Evansville, IN 266 mi. 4:40 315,700
Columbus, OH 315 mi. 4:50 2,021,600 Businesses (2018 est.) 14,769 21,515 286,053 699,265 215,008 11,611,226
Employees (2018 est.) 203,368 277,700 4,256,951 10,475,195 3,247,434 152,829,200
Employee/Residential Population Ratio 0.41:1 0.39:1 0.51:1 0.51:1 0.48:1 0.47:1
Source: Google Maps, ESRI, 2018.

17
 2. LOCAL & REGIONAL: Key Market Demographics
As shown in the heat maps below, the population within Lake County is generally dispersed throughout its land area, and retail trade sales are strong in select pockets
located in Merrillville, Schererville, Hobart and East Chicago. It should be noted, however, that certain block groups within the County have a sizable difference in the land
area covered, providing somewhat deceiving population and retail sales density indications.

When looking at the six most likely cities to host a potential Convention Center, shown in the exhibit to the right, it is important to note that the cities of Gary and Hammond
currently possess the greatest population centers within the county, with nearly 75,400 and 78,400 residents, respectively. However, both communities have experienced
population declines since 2000, a trend that is expected to continue into the year 2022. Crown Point has experienced substantial population growth since 2000 (39.2 percent)
and is the only community that is estimated to grow by 2022.
County Population By Block Group County Retail Sales By Block Group

Crown East
Demographic Variable Point Chicago Gary Hammond Hobart Merrillville

Population (2000) 21,705 32,414 102,746 83,048 25,537 30,533

Population (2010) 27,827 29,698 80,294 80,830 29,059 35,246
Population (2018 est.) 30,211 28,951 75,383 78,394 28,694 36,305
% Change (2000-2018) 39.2% -10.7% -26.6% -5.6% 12.4% 18.9%

Population (2022 est.) 30,650 28,337 73,044 76,644 28,273 36,211

% Change (2018-2022) 1.5% -2.1% -3.1% -2.2% -1.5% -0.3%

Avg. Household Inc. (2018 est.) $ 90,177 $ 41,021 $ 41,933 $ 50,079 $ 66,445 $ 62,055
Avg. Household Inc. (2022 est.) $ 102,158 $ 45,178 $ 45,711 $ 56,041 $ 75,056 $ 68,878
% Change (2017-2022) 13.3% 10.1% 9.0% 11.9% 13.0% 11.0%

Median Age (2018, in years) 41.4 32.2 38.0 34.6 39.8 38.0

Businesses (2018 est.) 1,235 687 1,780 1,801 1,163 1,915

Employees (2018 est.) 17,755 14,617 25,134 31,447 16,115 25,835

Employee/Residential Population Ratio 0.59:1 0.50:1 0.33:1 0.40:1 0.56:1 0.71:1

Source: Google Maps, ESRI, 2018.

18
2. LOCAL & REGIONAL: Largest Area Employers
The breadth and characteristics of the inventory of corporations and employers can provide an indication of the general potential for corporate meeting activity within the
Lake County market. Often, the major employers and industries in a local market are an important source of facility usage with regard to corporate meetings, banquets
and other similar uses, all of which are important to maintain the utilization and financial viability of a convention center. Indirectly, the size of a local corporate base also
tends to be correlated with the level and breadth of supporting community amenities (i.e., hotels, restaurants, transportation infrastructure, etc.), which are relevant
when considering non-local events. Listed below are some of the largest employers and the top twelve industries with the most employees in Lake County. Most of the
major employers fall within the top four industries of health care and social assistance, manufacturing, retail trade, and accommodation and food services.

Major Employers in Lake County City Industry Employees

Franciscan St Margaret Health Hammond Health Care and Social Assistance 30,199
Franciscan St Margaret Health Dyer Manufacturing 24,875
Community Hospital Munster Retail Trade 22,872
Horseshoe Hammond Hammond Accommodation and Food Services 16,244
Methodist Hospital Northlake Gary Educational Services 14,922
Ameristar Casino Hotel East East Chicago Construction 10,692
Majestic Star Casino & Hotel Gary Waste Management and Remediation 8,749
Franciscan St Anthony Health Crown Point Public Administration 7,693
US Steel Corporation Gary Transportation and Warehousing 6,927
ArcelorMittal East Chicago Other Services (excluding Public Administration) 6,325
Wholesale Trade 6,234
Arts, Entertainment, and Recreation 5,912

Source: STATS Indiana, Indiana Department of Workforce Development, Lake County Indiana
Economic Alliance, 2018. U.S. Census Bureau, Center for Economic Studies, 2015.

19
 2. LOCAL & REGIONAL: Rail Developments
The Northern Indiana Commuter Transportation District’s (NICTD) West Lake Corridor project is a proposed nine-
mile extension of the existing South Shore Line (SSL) which would effectively connect Dyer, Indiana to downtown West lake Corridor Route Map
Chicago. The new train would run from Hammond to Dyer with four stations along the route: Hammond Gateway
Station, South Hammond Station, Munster Ridge Road Station, and Munster/Dyer Main Street Station. The capital
cost of the project stands at $665.3 million, half of which will be funded by RDA, State and local funds totaling
$332.7 million. The NICTD applied for a Federal Transit Authority Core Capacity Full Funding Grant Agreement for
the rest of the cost. To the right is a map of the proposed double-line track showing how the West Lake Corridor
would connect to the SSL.

In addition, the eastward line that connects Gary to Michigan City will be converted from a single track to a double
track line that will improve the flow of passengers between Downtown Chicago and Michigan City. Below is map
of the SSL’s double track that outlines the beginning and end of the proposed construction. Both projects are
being reviewed for federal funding, and plan to be completed within the next five years.

SSL’s Proposed Double-Track from Gary to Michigan City

Source: Northern Indiana Commuter Transportation District (NICTD) & South Shore Line (SSL), 2018.

20
2. LOCAL & REGIONAL: Lake County Hotel Inventory
As shown, there are 27 hotel properties throughout Lake County that offer at least 80 sleeping rooms. Many of these are situated near heavily frequented roadways,
including 12 hotels located near the confluence of Highway 30 and Interstate 65 (some are not illustrated because they offer less than 80 rooms). Ameristar East Chicago
represents the market’s largest single property, offering nearly 290 sleeping rooms, and it is estimated that there are just over 4,300 total sleeping rooms in the County.
1 Ameristar East Chicago 290 15 Extended Stay America Merrillville 105
2 Econo Lodge Hammond 161 16 Ramada Inn Hammond 100
1 3 Majestic Star Casino & Hotel 150 17 Homewood Suites Munster 99
2 3 4 Motel 6 Hammond Chicago Area 132 18 Springhill Suites Munster 99
16 5 Americas Best Value Inn Merrillville 129 19 Fairfield Inn & Suites Hammond 94
6 Hilton Garden Inn Merrillville 124 20 Home2 Suites Merrillville 91
7 Motel 6 Merrillville 124 21 Hampton Inn & Suites Munster 91
Over 4,300 total hotel sleeping 8 La Quinta Inn Merrillville 121 22 Hampton Inn & Suites Schererville 89
rooms in Lake County 9 Hampton Inn & Suites Hammond 117 23 Comfort Inn Hammond 86
10 Holiday Inn Express Hammond 116 24 Courtyard by Marriott Hammond 85
11 Best Western Northwest Indiana Inn 112 25 Holiday Inn Express Schererville 82
19 24 12 Clarion Inn Merrillville 112 26 Staybridge Suites Merrillville 81
23 10 11
9 13 Fairfield Inn & Suites Merrillville 112 27 Staybridge Suites Schererville 81
21 4
14 Red Roof Inn Merrillville 108
17
18 LaPorte
County
8 23%
5
27 15 7
25
22
12 6 26 20
13 Breakdown of 7,500 hotel Porter
County Lake County
14 rooms in Northwest
22% 55%
Indiana by County
Source: South Shore Convention and Visitors Authority, 2018.

21
 2. LOCAL & REGIONAL: Lake County Event Facilities
There are currently seven primary event facilities within Lake County that could possibly compete for segments of group business with a potential Convention Center facility.
However, each facility features limitations that negatively impact their ability to host a diverse profile of group business, and none offer more than 25,000 square feet of total
sellable space which limits the ability to accommodate events with significant economic impact. The exhibit below ranks the event facilities in Lake County by total sellable space
and highlights the event space and challenges of each.
3 Genesis Convention Center (Gary)
1 Seven thousand-seat arena offering 24,500 square feet of flat floor space and six ancillary meeting and banquet rooms offering a total of
17,200 square feet of space. The Center serves primarily as an arena facility and is in need of significant capital repairs and improvements.

7 Avalon Manor (Merrillville)

2 Banquet facility offering approximately 16,500 square feet of meeting and banquet space. The Avalon has received a portion of business that
6 was dispersed with the closing of the Merrillville Madison. However, the Avalon lacks significant breakout meeting space and an onsite hotel
property, and A/V set-up can also be difficult.

3 Horseshoe Casino Hammond

1 The Venue, a multi-purpose space for performances and gatherings, includes 14,900 square feet of contiguous space. The Casino’s
Steakhouse Ballroom offers 2,400 square feet of event space. The Venue is primarily a concert facility, and there is no onsite hotel.

The Patrician (Schererville)

4 Facility featuring a 10,000-square foot banquet hall and 14,500 square feet of sellable event space. The facility lacks significant breakout
meeting space and an onsite hotel property.

Halls of St. George (Schererville)

5 Banquet facility offering 13,600 square feet of event space throughout four rooms. The facility lacks significant breakout meeting space and
an onsite hotel property.

Ramada Hotel and Conference Center (Hammond)

4 5 6 Offers an 8,000-square foot ballroom in addition to three breakout meeting rooms totaling 1,400 square feet. The Ramada is a select service
property, and lacks significant contiguous space.
2
7 Ameristar East Chicago
Houses a 5,400-square foot conference room that can be separated into two equally sized rooms. The property lacks overall event space.

Former site of the Radisson in Merrillville

Source: SCVA website, 2018.

22
2. LOCAL & REGIONAL: Radisson Hotel at Star Plaza (Closed 2016)
FACILITY: Radisson Hotel at Star Plaza (Now Closed)
City, State: Merrillville, Indiana
Owner: White Hospitality
Operator: White Hospitality
Facility Specs: Total Sellable Space: 24,700 sf
Ballroom Space: 12,200 sf
Meeting Space: 12,500 sf
Largest Contiguous Space: 12,200 sf
HQ Hotel Rooms: 330

Notes: • Opened in 1969, the Radisson Hotel at Star Plaza served as Northwest Indiana’s
primary event and conference facility for 48 years until its demolition in early 2017.
• The Hotel’s largest ballroom could accommodate approximately 1,000 delegates for
assemblies, and approximately 600 to 700 for banquets.
• The facility was located at the intersection of I-65 and U.S. 30 and adjacent to the now
demolished Star Plaza Theater. The hotel, the Theater, nearby restaurants, and various
colleges and businesses helped stimulate the local economy and were instrumental in
transforming the area around it into a retail and hospitality corridor.
• The site’s owner is now considering options to redevelop the area and potentially add a
new hotel property, indoor and outdoor event space, and mixed-used commercial
development.
• Former management report that the venue primarily hosted low-rated SMERF and
state association groups. More regional and corporate groups were often seeking
larger and/or higher scale hotel brands.
• Primary competitors to the Radisson (per former sales personnel) included the Grand
Wayne Convention Center, Indianapolis convention hotels, the Century Center, and the
Blue Chip Casino.

Source: Facility Management, 2018.

23
 2. LOCAL & REGIONAL: Area Hotel Performance
Based on data collected and provided by Smith Travel Research and the SSCVA, the average annual occupancy in Lake County hotels has ranged from a high of
approximately 65 percent in 2013 to a low of just under 59 percent in 2014. The average daily rate hotel room rate (ADR) has moderately increased from approximately $81
to nearly $89 over this time period.

Further, the exhibit to the right highlights Lake County’s hotel performance relative to competitive markets throughout the state and region. As shown, Lake County ranks
relatively favorably relative to its peers. More populated areas such as Chicago South and Marion County run significantly higher hotel occupancies than Lake County and
other similarly sized communities.

Lake County Hotel Industry Statistics Comparison of Hotel Industry Statistics

(Sorted by Hotel Occupancy)
Occupancy ADR
100% $150 2016 Occupancy 2016 ADR
90% 70% $120
$125
80%
60% $100
70%
$100 50%
Occupancy

60% $80

Occupancy
ADR
50% $75 40%

ADR
$60
40% 30%
$50
30% $40
20%
20%
$25 $20
10%
10%
0% $0 0% $0
2013 2014 2015 2016 2017 (1)

N
N

N
IL
N

IN
N
IN
ea

,I

,I
,I

,I
,I

,I
Ar

h,
y,
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ty

ty

ne

ty
ty

ty
ut
nt
t

un
un

un

un
un

un
t

ay
es

So
ou
Co

Co

Co
Co

Co

Co
W
w

tC

o
th

rt

ag
ke
e

ph

n
e

er

ar
u

ng
rt

io
Fo
rt

ic
So

La
se
Po

kh

ar
(1) – Includes data through September of 2017.

Po

Ch
Jo
Gr

M
El
n

La
ga

La
Source: SCVA, 2018.

St
hi
ic
M

24
2. LOCAL & REGIONAL: Avg. Hotel Occ. & ADR by Month
It is also interesting to note the seasonal patterns associated with hotel occupancy and average daily hotel room rates. A summary of the average hotel occupancy rates
and ADR during the five-year time span between 2013 and 2017 is presented in the exhibit below. As shown, the Lake County market experiences its peak season during
the summer months and significantly declines during the fall and winter months.
Lake County Hotel Industry Statistics
Occupancy ADR
90% $90

80% $88

$86
70%
$84
60%
$82
50%
$80
40%
$78
30%
$76
20%
$74

10% $72

0% $70
ch

ri l

r
t
ay

ne

r
y

ly

r
ry

be

be

be
be
ar

Ju

gu
ua

Ap

M
ar

Ju
nu

to

em
em

m
Au
br

Oc

ce
Ja

ov
Fe

pt

De
Source: STR Reports, 2018.

Se

N
25
2. LOCAL & REGIONAL: Hotel Occ. & ADR by Month
As shown, a similar peak-and-valley pattern has occurred each year since 2013, with occupancy and rates peaking during the period between the beginning of May and the
end of September. Occupancy rates and ADR tend to be at their lowest from November through January.

Occupancy ADR
90% $100

80% $90

$80
70%
$70
60%
$60
50%
$50
40%
$40
30%
$30
20%
$20

10% $10

0% $0
Jan '13

Apr '13

Apr '15

Apr '16
Mar '13
May '13
Jun '13
Feb '13

Jul '13
Aug '13
Oct '13
Nov '13
Jan '14

Apr '14
Sept '13

Dec '13

Mar '14
May '14
Jun '14
Feb '14

Jul '14
Aug '14
Oct '14
Nov '14

May '15
Jun '15

May '16
Jun '16

Apr '17
Sept '14

Dec '14
Jan '15
Mar '15
Feb '15

Jul '15
Aug '15
Oct '15
Nov '15
Sept '15

Dec '15
Jan '16
Mar '16
Feb '16

Jul '16
Aug '16
Oct '16
Nov '16
Sept '16

Dec '16
Jan '17
Mar '17
May '17
Jun '17
Feb '17

Jul '17
Aug '17
Sept '17
Note: Reports for December of 2015 and April of 2017 not available, so averages for these months in other years were used.
Source: STR Reports, 2018.

26
2. LOCAL & REGIONAL: Chicago Metro Area Facilities
Given the nearby proximity of Lake County to Competitive Convention/Conference Facilities (Sorted Alphabetically)
Chicago and the greater marketplace, a Largest
review was conducted of key convention, Total Sellable Contiguous Miles from
conference and meeting facilities that could Name Sq. Ft. Space Sq. Ft. Lake County, IN
pose some level of competition to a potential Chicago Marriott Downtown Magnificent Mile 61,200 19,200 43.1
new convention center in Lake County. Crowne Plaza Chicago O'Hare Hotel and Conference Center 37,900 23,300 57.1
Donald E. Stephens Convention Center 861,100 567,000 56.1
Detailed research was conducted to
Fairmont Chicago, Millennium Park 46,900 16,000 43.2
inventory competitive conference facilities
within 60 miles of the proposed Lake County Hilton Chicago 208,100 40,100 40.7
convention center. The exhibit to the right Hilton Chicago/Oak Brook Hills Resort and Conference Center 30,900 13,400 54.8
presents a summary of the competitive Holiday Inn North Shore (Skokie) 14,500 11,700 53.9
facilities offering greater than 10,000 square Hyatt Regency Chicago 186,700 70,000 43.1
feet of contiguous event space, sorted Hyatt Regency O'Hare 84,800 26,800 56.1
alphabetically by facility name. Marriott Marquis Chicago 86,400 24,800 40.1
McCormick Place and Lakeside Center 2,463,100 840,000 38.7
Total sellable space is comprised of rentable Navy Pier 232,100 170,100 42.1
exhibit, meeting, ballroom and multipurpose
Palmer House Hilton 94,400 16,900 42.6
flat floor event space, but does not include
any common area spaces such as pre Pheasant Run Resort 66,000 38,300 73.8
function or lobby space, or back-of-house Radisson Blu Aqua Hotel, Chicago 21,600 12,000 43.1
and other support spaces. Renaissance Schaumburg Convention Center Hotel 142,400 97,200 68.2
Sheraton Grand Chicago 93,900 35,100 42.1
Swissotel Chicago 47,000 14,000 43.2
The Westin Hotel at O'Hare 46,100 11,700 56.6
The Westin Lombard Yorktown Center 37,100 17,900 56.3
Tinley Park Convention Center 70,200 39,900 32.9

Source: Chicago, Meeting Professionals Guide, facility websites, 2018.

27
2. LOCAL & REGIONAL: Chicago Metro Area Facilities
Competitive Convention/Conference Facilities (Sorted by Total Sellable Space)
The exhibit to the right presents a summary Largest
of the competitive facilities offering greater Total Sellable Contiguous Miles from
than 10,000 square feet of contiguous event Name Sq. Ft. Space Sq. Ft. Lake County, IN
space, sorted by square footage of total McCormick Place and Lakeside Center 2,463,100 840,000 38.7
sellable space. The median of the facilities’ Donald E. Stephens Convention Center 861,100 567,000 56.1
total sellable space is 70,200 square feet. Navy Pier 232,100 170,100 42.1
The average total sellable space among the
Hilton Chicago 208,100 40,100 40.7
facilities is 84,600 square feet, but this does
Hyatt Regency Chicago 186,700 70,000 43.1
not include clear outliers such as the
McCormick Place and Lakeside Center and Renaissance Schaumburg Convention Center Hotel 142,400 97,200 68.2
the Donald E. Stephens Convention Center. Palmer House Hilton 94,400 16,900 42.6
Sheraton Grand Chicago 93,900 35,100 42.1
As shown, beyond the market’s primary Marriott Marquis Chicago 86,400 24,800 40.1
convention center (McCormick Place and Hyatt Regency O'Hare 84,800 26,800 56.1
Lakeside Center), there are a variety of Tinley Park Convention Center 70,200 39,900 32.9
exhibition, conference and meeting facilities Pheasant Run Resort 66,000 38,300 73.8
offered throughout the greater metropolitan
Chicago Marriott Downtown Magnificent Mile 61,200 19,200 43.1
area—many integrated as a part of hotels.
The amount of competition in the Chicago Swissotel Chicago 47,000 14,000 43.2
market is significant and could impede on Fairmont Chicago, Millennium Park 46,900 16,000 43.2
the ability for a potential new convention The Westin Hotel at O'Hare 46,100 11,700 56.6
center in Lake County to attract event Crowne Plaza Chicago O'Hare Hotel and Conference Center 37,900 23,300 57.1
business. The Westin Lombard Yorktown Center 37,100 17,900 56.3
Hilton Chicago/Oak Brook Hills Resort and Conference Center 30,900 13,400 54.8
Radisson Blu Aqua Hotel, Chicago 21,600 12,000 43.1
Holiday Inn North Shore (Skokie) 14,500 11,700 53.9
Source: Chicago, Meeting Professionals Guide, facility websites, 2018.

28
2. LOCAL & REGIONAL: Chicago Metro Area Facilities
Competitive Convention/Conference Facilities (Sorted by Square Feet of Largest Contiguous Room)
The exhibit to the right presents a summary Largest
of the competitive facilities offering greater Total Sellable Contiguous Miles from
than 10,000 square feet of contiguous event Name Sq. Ft. Space Sq. Ft. Lake County, IN
space, sorted in descending order by the McCormick Place and Lakeside Center 2,463,100 840,000 38.7
amount of contiguous square footage in each Donald E. Stephens Convention Center 861,100 567,000 56.1
respective facility’s largest rentable space. Navy Pier 232,100 170,100 42.1
Renaissance Schaumburg Convention Center Hotel 142,400 97,200 68.2
The median size of the facilities’ largest
Hyatt Regency Chicago 186,700 70,000 43.1
contiguous space is 24,800 square feet,
whereas the average size of the facilities’ Hilton Chicago 208,100 40,100 40.7
largest contiguous space is 36,800 square Tinley Park Convention Center 70,200 39,900 32.9
feet. The average does not include outliers Pheasant Run Resort 66,000 38,300 73.8
like the McCormick Place and Lakeside Sheraton Grand Chicago 93,900 35,100 42.1
Center and the Donald E. Stephens Hyatt Regency O'Hare 84,800 26,800 56.1
Convention Center. Marriott Marquis Chicago 86,400 24,800 40.1
Crowne Plaza Chicago O'Hare Hotel and Conference Center 37,900 23,300 57.1
Chicago Marriott Downtown Magnificent Mile 61,200 19,200 43.1
The Westin Lombard Yorktown Center 37,100 17,900 56.3
Palmer House Hilton 94,400 16,900 42.6
Fairmont Chicago, Millennium Park 46,900 16,000 43.2
Swissotel Chicago 47,000 14,000 43.2
Hilton Chicago/Oak Brook Hills Resort and Conference Center 30,900 13,400 54.8
Radisson Blu Aqua Hotel, Chicago 21,600 12,000 43.1
The Westin Hotel at O'Hare 46,100 11,700 56.6
Holiday Inn North Shore (Skokie) 14,500 11,700 53.9
Source: Chicago, Meeting Professionals Guide, facility websites, 2018.

29
2. LOCAL & REGIONAL: Chicago Metro Area Facilities
Competitive Convention/Conference Facilities (Sorted by Distance)
The exhibit to the right presents a summary Largest
of the competitive facilities offering greater Total Sellable Contiguous Miles from
than 10,000 square feet of contiguous event Name Sq. Ft. Space Sq. Ft. Lake County, IN
space, sorted in ascending order by the Tinley Park Convention Center 70,200 39,900 32.9
driving distance in miles from the location of McCormick Place and Lakeside Center 2,463,100 840,000 38.7
Lake County’s previous primary Marriott Marquis Chicago 86,400 24,800 40.1
convention/conference product (the former Hilton Chicago 208,100 40,100 40.7
Radisson Hotel in Merrillville).
Navy Pier 232,100 170,100 42.1
Most of the competitive facility inventory Sheraton Grand Chicago 93,900 35,100 42.1
resides within 30 to 60 miles of Lake County. Palmer House Hilton 94,400 16,900 42.6
Hyatt Regency Chicago 186,700 70,000 43.1
This level of potential competition is Chicago Marriott Downtown Magnificent Mile 61,200 19,200 43.1
considered significant; however, the Lake Radisson Blu Aqua Hotel, Chicago 21,600 12,000 43.1
County destination brand is significantly Fairmont Chicago, Millennium Park 46,900 16,000 43.2
differentiated from other nearby Swissotel Chicago 47,000 14,000 43.2
communities and destinations and also Holiday Inn North Shore (Skokie) 14,500 11,700 53.9
offers much more favorable hotel, facility
Hilton Chicago/Oak Brook Hills Resort and Conference Center 30,900 13,400 54.8
rental and sales tax rates for
Hyatt Regency O'Hare 84,800 26,800 56.1
planners/attendees, which would be
expected to mitigate certain aspects of Donald E. Stephens Convention Center 861,100 567,000 56.1
competition. The Westin Lombard Yorktown Center 37,100 17,900 56.3
The Westin Hotel at O'Hare 46,100 11,700 56.6
Crowne Plaza Chicago O'Hare Hotel and Conference Center 37,900 23,300 57.1
Renaissance Schaumburg Convention Center Hotel 142,400 97,200 68.2
Pheasant Run Resort 66,000 38,300 73.8
Source: Chicago, Meeting Professionals Guide, facility websites, 2018.

30
 2. LOCAL & REGIONAL: Statewide Convention Facilities
Twelve convention facilities throughout the region were identified that fall within the competitive spectrum for various rotating convention, conference, banquet, meeting,
corporate, tradeshow, public/consumer show, and other such events. A significant portion of the facilities below are convention centers and therefore offer significant
amounts of high-finish ballroom and meeting space. Several major cities in Indiana have some type of convention center.

Total Largest Distance To

Sellable Contiguous Lake County
Key Facility City, State Sq. Ft. Sq. Ft. Miles 5
11
1 Indiana Convention Center & Lucas Oil Stadium Indianapolis, IN 789,600 558,000 143
2 French Lick Resort Casino French Lick, IN 103,300 31,600 242 4
3 JW Marriott Indianapolis Indianapolis, IN 102,300 40,000 143
4 Grand Wayne Convention Center Fort Wayne, IN 76,300 48,700 123
5 Century Center South Bend, IN 70,800 24,500 66
6 Old National Events Plaza Evansville, IN 61,700 36,300 267
7 Horizon Convention Center Muncie, IN 41,500 23,400 170 7
8 Indianapolis Marriot East Indianapolis, IN 41,400 11,500 149 8
9 Indianapolis Marriott Downtown Indianapolis, IN 39,000 21,000 143 3 9
1
10 Belterra Casino Resort Florence, IN 32,600 12,800 260
11 Blue Chip Casino Michigan City, IN 25,100 12,000 32
12 Monroe County Convention Center Bloomington, IN 20,800 12,200 183 12

10
AVERAGE 117,000 69,300 160
2
AVERAGE (1) 55,900 24,900 162
1: Facilities’ average excluding Indiana Convention Center & Lucas Oil Stadium

Source: Facility management, 2018.

6

31
2. LOCAL & REGIONAL: Conclusions
Important aspects of the Lake County and Northwest Indiana destination and its existing and planned competitive facilities as they relate to the potential opportunity for
developing a new convention center include:

• Lake County, Indiana is situated at the border of Indiana and Illinois. It is within close driving distance to the Chicago Metro Area, where more than 9.5 million people
live, as well as Chicago’s two international airports. Additionally, the area is within a four-hour driving distance of other major metropolitan areas such as
Indianapolis, (IN), Milwaukee, (WI), Cincinnati, (OH), and Louisville, (KY).
• There are approximately 4,300 sleeping rooms within Lake County, which accounts for approximately 55 percent of Northwest Indiana’s inventory of 7,500 rooms. The
County’s most significant concentration of properties is located at the intersection of I-65 and Hwy-30, and the 290-room Ameristar East Chicago is currently the
County’s largest property.
• Lake County hotel demand experiences its peak season during the summer months and significantly declines during the fall and winter months. A convention center
product could positively impact spring and fall months, both of which are shoulder periods in market. Lake County hotel properties have maintained relatively stable
occupancy and average daily rate (ADR) levels.
• The healthcare, service and steel industries remain as prominent drivers in Lake County’s economy. According to GIS analysis (provided by Esri), the retail industry
generates its highest sales in select pockets located in Merrillville, Schererville, Hobart and East Chicago.
• The West Lake Corridor project represents a significant opportunity to attract residents, employees and businesses from the Chicago and greater Illinois markets to
the Northwest Indiana region. Commuter rail extension projects represent significant opportunity to continue to grow and diversify Lake County’s economy. Future
population, corporate and economic growth attributed to this project could provide further support for a potential convention center product.
• The closing of the Radisson Hotel at the Star Plaza has left a void in the Northwest Indiana and Lake County marketplace in terms of convention/conference facility
product. There are now currently seven event facilities within Lake County with flat floor event space that could potential pose limited competition for certain small
events with a potential convention center facility. However, each facility features limitations that negatively impact their ability to host a diverse profile of group
business, and none offer more than 25,000 square feet of total sellable space which limits the ability to accommodate events with significant economic impact.
• There are a variety of exhibition, conference and meeting facilities offered throughout the Chicago/Northwest Indiana greater metro area—many integrated as a part
of hotels. The amount of competition in the Chicago market is significant, but Lake County’s hotel and facility rental costs could serve as a competitive advantage over
Chicago-based prices. Twelve convention facilities throughout the state of Indiana were identified that fall within the competitive spectrum for various event activity.
In general, there are limited sizeable convention facility products in north Indiana, with the Century Center in South Bend representing the only facility in the northern
third of the state that offers a single room greater than 20,000 square feet.

32
3. COMPARABLE ANALYSIS

33
3. COMPARABLE ANALYSIS: Convention Facilities
Certain inferences can be made by reviewing comparable convention facilities operating in markets throughout the country of a similar size and/or geographic
positioning to Lake County. The facilities reviewed were selected based on their characteristics, total space offered and the size and location of the markets in which
they are located. The exhibit below presents a summary of the 18 selected comparable convention center facilities and markets analyzed, sorted by largest contiguous
space. As shown, the sellable space inventories range from the 145,200 square feet featured at the Renaissance Schaumburg Hotel and Convention Center to the
26,400 square feet housed within the Sugar Land Conference Center in Sugar Land, TX. In all, the facilities analyzed average 69,400 square feet of total sellable space
and 40,600 square feet of largest contiguous space. There is also an average of 780 hotel sleeping rooms within ½-mile of the reviewed facilities.
Multipurp./ Largest Hotel Rooms
Exhibit Meeting Ballroom Total Contiguous HQ Hotel within
Facility Market SF SF SF SF SF Rooms 1/2-Mile

Renaissance Schaumburg Hotel & Convention Center Schaumburg, IL 97,200 8,200 39,800 145,200 97,200 500 1,167
Ontario Convention Center Ontario, CA 69,300 26,100 19,600 115,000 69,300 1,257 2,279
Overland Park Convention Center Overland Park, KS 58,500 14,100 25,000 97,600 58,500 412 1,232
Tinley Park Convention Center Tinley Park, IL 58,100 5,300 18,700 82,100 58,100 192 641
Infinite Energy Forum Duluth, GA 50,000 12,800 21,600 84,400 50,000 156 421
Greater Tacoma Convention & Trade Center Tacoma, WA 49,500 12,400 13,400 75,300 49,500 162 645
Arlington Convention Center Arlington, TX 48,600 8,500 30,000 87,100 48,600 311 770
Grand Wayne Convention Center Fort Wayne, IN 0 17,500 58,400 75,900 48,500 496 496
Northern Kentucky Convention Center Covington, KY 46,200 13,300 22,800 82,300 46,200 547 1,334
Old National Events Plaza Evansville, IN 36,300 12,100 14,600 63,000 36,300 241 241
St. Charles Convention Center St. Charles, MO 27,600 7,000 22,200 56,800 35,700 296 574
Mid-America Center Council Bluffs, IA 24,500 5,300 18,500 48,300 24,500 286 692
Sharonville Convention Center Sharonville, OH 20,500 24,200 14,100 58,800 20,500 512 1,058
Blue Water Convention Center Port Huron, MI 0 4,500 25,500 30,000 20,000 149 149
Utah Valley Convention Center Provo, UT 19,600 10,000 16,900 46,500 19,600 329 338
Davis Conference Center Layton, UT 18,400 2,700 22,400 43,500 18,400 147 918
Sugar Land Marriott Town Square Sugar Land, TX 0 10,900 15,500 26,400 15,500 300 649
Vancouver Conference Center Vancouver, WA 0 8,500 21,900 30,400 14,100 226 381

Average 41,600 11,300 23,400 69,400 40,600 360 780

Note: Facilities sorted by largest contiguous space.
Source: Facility management, 2018.

34
 3. COMPARABLE ANALYSIS: Demographics
The table below compares the population, average household income, and corporate base present within the 30-minute drive time, 90-minute drive time and 180-
minute drive time of the venues in the 19 identified markets. Markets are sorted by their 90-minute drive time metrics.

POPULATION AVG. HOUSEHOLD INCOME CORPORATE BASE

Market County 30-minute 90-minute 180-minute Market County 30-minute 90-minute 180-minute Market County 30-minute 90-minute 180-minute
Ontario, CA 2,153,382 2,626,837 17,875,128 23,359,171 Tacoma, WA $80,089 $81,908 $98,890 $91,598 Ontario, CA 54,056 75,338 602,924 782,925
Schaumburg, IL 5,313,828 2,078,009 10,794,416 16,859,113 Ontario, CA $78,051 $85,164 $92,342 $93,127 Schaumburg, IL 180,774 87,322 369,054 587,705
Tinley Park, IL 5,313,828 1,649,127 9,660,052 20,177,006 Sugar Land, TX $124,465 $105,724 $91,983 $84,892 Tinley Park, IL 180,774 47,474 336,083 700,794
Lake County, IN 495,069 707,224 8,411,350 20,641,723 Tinley Park, IL $86,287 $77,842 $91,153 $81,438 Lake County, IN 14,769 21,515 286,053 699,265
Arlington, TX 2,009,543 3,129,014 7,697,877 11,687,712 Schaumburg, IL $86,287 $104,487 $89,262 $83,539 Arlington, TX 61,773 118,935 247,039 374,945
Sugar Land, TX 762,890 2,204,227 7,087,224 12,440,265 Arlington, TX $84,872 $81,922 $88,438 $81,601 Duluth, GA 31,331 73,365 241,450 472,170
Duluth, GA 911,881 1,723,522 6,555,348 13,260,083 Provo, UT $83,511 $85,305 $85,612 $82,898 Sugar Land, TX 16,723 82,358 224,221 395,779
Port Huron, MI 160,304 131,820 4,504,551 8,990,820 Layton, UT $93,954 $81,846 $85,107 $80,771 Tacoma, WA 1,375 38,802 165,338 297,832
Tacoma, WA 41,652 1,132,058 4,358,685 7,904,407 Lake County, IN $67,913 $71,041 $83,341 $80,321 Port Huron, MI 5,239 4,561 150,096 302,017
Covington, KY 167,765 1,264,640 4,089,930 13,536,254 Vancouver, WA $85,339 $84,888 $83,096 $83,513 Covington, KY 4,500 47,938 137,360 436,865
Sharonville, OH 824,286 1,420,524 3,968,008 13,984,142 Duluth, GA $84,348 $95,163 $81,949 $72,184 Sharonville, OH 32,720 53,038 128,754 452,581
St. Charles, MO 396,448 1,473,716 3,114,691 6,553,511 St. Charles, MO $93,397 $87,069 $78,778 $71,375 Vancouver, WA 15,217 67,104 114,503 243,924
Vancouver, WA 470,604 1,563,428 3,090,271 6,584,531 Overland Park, KS $106,634 $82,652 $77,705 $70,721 St. Charles, MO 10,684 56,764 107,239 235,582
Overland Park, KS 594,874 1,501,544 2,826,876 5,945,537 Council Bluffs, IA $68,233 $79,303 $77,223 $74,987 Overland Park, KS 22,252 55,060 98,351 216,332
Layton, UT 349,839 692,698 2,697,916 3,328,048 Covington, KY $75,661 $77,139 $75,048 $70,588 Layton, UT 8,080 20,350 78,362 102,122
Provo, UT 602,610 615,501 2,551,477 2,997,313 Port Huron, MI $65,275 $64,912 $74,767 $72,610 Provo, UT 14,770 16,207 74,504 89,430
Fort Wayne, IN 375,621 423,345 1,928,933 17,726,886 Sharonville, OH $76,265 $78,925 $73,224 $70,719 Fort Wayne, IN 12,499 14,459 65,263 579,016
Council Bluffs, IA 95,284 806,541 1,502,253 5,355,894 Fort Wayne, IN $69,380 $68,990 $64,049 $70,725 Council Bluffs, IA 3,048 27,325 56,220 206,881
Evansville, IN 184,584 296,774 993,617 9,143,281 Evansville, IN $63,008 $67,688 $61,660 $68,316 Evansville, IN 6,887 10,279 33,683 310,133

Average 1,151,600 1,374,100 5,294,300 11,101,900 Average $83,600 $81,000 $81,400 $77,900 Average 36,800 49,800 179,500 377,100

Rank (Out of 19) 10 14 4 2 Rank (Out of 19) 17 16 9 10 Rank (Out of 19) 11 14 4 3

Source: Esri, 2018.

35
2. COMPARABLE ANALYSIS: ½ Mile Hotel Rooms By Chain Scale
Next, we assessed the downtown hotel rooms through segmenting by hotel classification type. Smith Travel Research (STR) utilizes “chain scale segments” to categorize
branded hotels into seven different groups based on the actual average room rates. The seven different categories include “Luxury”, “Upper Upscale”, “Upscale”, “Upper
Midscale”, “Midscale”, “Economy”, and “Independent”. The exhibit below summarizes the comprehensive collection of the hotel inventory within ½-mile of each market’s
convention facility.
Upper Upscale Upscale Upper Midscale Midscale Economy Independent
Ontario, CA
Average Upper Upscale = 211
Covington, KY
Median Upper Scale = 195
Overland Park, KS
Schaumburg, IL
Average Upscale = 221
Sharonville, OH
Median Upscale = 246
Layton, UT
Arlington, TX
Average Upper Midscale = 172
Council Bluffs, IA Median Upper Midscale = 159
Sugar Land, TX
Tacoma, WA Average Midscale = 39
Tinley Park, IL Median Midscale = 0
St. Charles, MO
Fort Wayne, IN Average Economy = 78
Duluth, GA Median Economy = 0
Vancouver, WA
Provo, UT Average Independent = 57
Evansville, IN Median Independent = 0
Port Huron, MI

0 500 1,000 1,500 2,000 2,500 3,000 3,500

Source: CVBs, Google Earth, 2018.

36
3. COMPARABLE ANALYSIS: Market/Facility Ratios – Extrapolation
The exhibit below presents a market and facility ratio analysis for the Lake County market, using the average ratio of exhibit, meeting, ballroom, largest contiguous
space and total sellable space each to population of 30-, 90- and 180-minute drives surrounding the comparable markets reviewed. As it is also useful to utilize other
visitor industry-related metrics to gain an understanding of the potential supportable program of event space within the Lake County market, we have also included a
ratio analysis utilizing the average number of rooms within one-half mile and the headquarter hotel inventory among the comparable facilities and markets.

Based on the extrapolation, a Convention Center in Lake County could potentially support approximately 162,200 square feet of sellable event space, based on the
population within 90 minutes of the former site of the Radisson at Star Plaza in Lake County. However, a facility of this size would also require nearly 800 headquarter
hotel rooms and over 1,600 hotel rooms within ½-mile of the potential facility.

Population-Based Extrapolations Corporate-Based Extrapolations

30 90 180 30 90 180
County Minutes Minutes Minutes County Minutes Minutes Minutes

Exhibit Space to Population 77,100 24,300 88,400 89,900 Exhibit Space to Corporate Base 72,400 21,600 88,000 89,100
Meeting Space to Population 20,200 9,200 28,200 24,500 Meeting Space to Corporate Base 18,900 8,100 28,300 24,700
Ballroom Space to Population 37,900 24,200 60,400 55,500 Ballroom Space to Corporate Base 36,400 21,500 60,800 56,000

Sellable Space to Population 122,300 53,700 162,200 155,000 Sellable Space to Corporate Base 115,600 47,600 162,400 155,000

Largest Contiguous Space to Largest Contiguous Space to

Population 73,200 31,600 91,800 85,900 Corporate Base 68,800 27,900 91,500 85,200

Headquarters Hotel Rooms to Headquarters Hotel Rooms to

Population 471 281 798 751 Corporate Base 458 251 810 763

Hotels within 1/2 Mile to Hotels within 1/2 Mile to Corporate

Population 1,269 482 1,639 1,772 Base 1,243 432 1,652 1,783

37
3. COMPARABLE ANALYSIS: Tinley Park Convention Center
FACILITY: Tinley Park Convention Center
City, State: Tinley Park, Illinois
Owner: Village of Tinley Park
Operator: MID-CON Hospitality
Facility Specs: Exhibit Space: 58,100 sf
Meeting Space: 5,300 sf
Ballroom Space: 18,700 sf
Largest Contiguous Space: 58,100 sf
HQ Hotel Rooms: 192
Hotel Rooms Within ½ Mile: 641

Notes: • Built in 2000 along I-80 and I-355, the Tinley Park Convention Center has hosted an
array of local, state, regional, and (since its expansion) national events.
• The Village of Tinley Park built the original convention center in 2000 for $10
million in bonds repaid with money from the village's Oak Park Avenue tax
increment financing district, which captures a share of the property tax revenues
from downtown Tinley Park and the convention center and hotel area.
• Money from a two percent hotel tax increase and the TIF pay the debt service for a
recent $22 million expansion of the Center, as well as payments for maintenance
and capital improvements to the building.
• A 2008 agreement established that MID-CON Hospitality would operate and
manage the convention center on behalf of the Village. The new agreement called
for the Village to pay the hotel operator a “Facility Maintenance Cost Sharing”
payment of $675,000 in two equal installments each year over the ten-year
agreement. That payment along with annual capital improvement expenditures of
up to $185,000 that the Village supports brings the total the Village has paid the
hotel operator to $5,572,500 as of April 30th, 2017.
• A recent report indicates that the Center’s event mix is comprised of approximately
49 percent corporate business, 25 percent SMERF, 8 percent association, and 7
Source: Facility Management, 2018. percent weddings, 5 percent consumer shows, and 6 percent “other”.

38
3. COMPARABLE ANALYSIS: Schaumburg Convention Center
FACILITY: Renaissance Schaumburg Hotel and Convention Center
City, State: Schaumburg, Illinois
Owner: Village of Schaumburg
Operator: Renaissance Hotels
Facility Specs: Exhibit Space: 97,200 sf
Meeting Space: 8,200 sf
Ballroom Space: 39,800 sf
Largest Contiguous Space: 97,200 sf
HQ Hotel Rooms: 500
Hotel Rooms Within ½ Mile: 1,167

Notes: • Opened in July of 2006 to attract visitors to Schaumburg and support and
enhance the local economy, the Schaumburg Convention Center features nearly
100,000 square feet of concrete floor exhibit space, 40,000 square feet of
carpeted multipurpose space and 8,200 square feet of breakout meeting space
distributed throughout 12 meeting rooms.
• After the Village purchased the land, construction of the $156 million facility
began in 2004. To repay the debt sold for the project, the Village has allocated
approximately $6.9 million on an annual basis using a mix of funds collected
from a five percent amusement tax, a two percent hotel tax and a 0.45 percent
food and beverage tax.
• Renaissance Hotels manages the Village-owned Convention Center for
management fee that has ranged from approximately $1.4 million to $1.6
million per year.
• The Center hosted a total of 85 events and 200,000 attendees in 2017. This
generated approximately 74,300 total hotel room nights and building occupancy
of 64 percent.
• Including operations of the attached hotel and restaurant, the Renaissance
Schaumburg Hotel and Convention Center generated an $5.2 million profit in
Source: Facility Management, 2018. 2016. The Center itself generated $19.1 million in revenue.

39
3. COMPARABLE ANALYSIS: Grand Wayne Convention Center
FACILITY: Grand Wayne Convention Center
City, State: Fort Wayne, Indiana
Owner: Allen County Capital Improvement Board
Operator: Allen County Capital Improvement Board
Facility Specs: Exhibit Space: 48,500 sf
Meeting Space: 17,500 sf
Ballroom Space: 10,000 sf
Largest Contiguous Space: 48,500 sf
HQ Hotel Rooms: 496
Hotel Rooms Within ½ Mile: 496

Notes: • Construction for the Grand Wayne Convention Center was finished in
November 1985 with a total price tag of $12 million. The Fort Wayne-
Allen County Convention and Tourism Authority issued bonds to pay for
the center, debt that the organization paid off fifteen years ahead of
schedule amidst criticism for the initial issuing of the bonds.
• A $30 million expansion, completed in 2005, was funded by three-
quarters of a 7 percent hotel tax. A tax increment financing district
established for the area has paid for the needed infrastructure
improvements.
• The 2005 expansion of Fort Wayne's downtown Grand Wayne Convention
Center became the linchpin for a downtown development project that
includes a minor league baseball stadium, a 900-space parking garage
and a 250-room Courtyard by Marriot.
• The Center is subsidized by the local Innkeepers tax, which provided
over $3.7 million in funds in 2016.
• Officials report that the Center hosted 316 events in 2016 and generated
Source: Facility Management, 2018. approximately 23,000 hotel room nights.

40
3. COMPARABLE ANALYSIS: Old National Events Plaza
FACILITY: Old National Events Plaza
City, State: Evansville, Indiana
Owner: Vanderburgh County
Operator: SMG
Facility Specs: Exhibit Space: 36,300 sf
Meeting Space: 12,100 sf
Ballroom Space: 14,600 sf
Largest Contiguous Space: 36,300 sf
HQ Hotel Rooms: 241
Hotel Rooms Within ½ Mile: 241

Notes: • Located in downtown Evansville, the Old National Event Plaza

offers 63,000 square feet of sellable space with an additional 2,500
seat auditorium.
• The project was partially funded by the creation of a downtown TIF
district, and one quarter of a local eight percent hotel tax.
• Owned by Vanderburgh County, who tasks SMG with managing the
Plaza.
• As part of a downtown convention hotel project, Old National Bank
won naming rights of the facility in 2013 and paid two installments
of $175,000 in 2014 and 2015.

Source: Facility Management, 2018.

41
3. COMPARABLE ANALYSIS: Arlington Convention Center
FACILITY: Arlington Convention Center
City, State: Arlington, Texas
Owner: City of Arlington
Operator: City of Arlington
Facility Specs: Exhibit Space: 48,600 sf
Meeting Space: 8,500 sf
Ballroom Space: 30,000 sf
Largest Contiguous Space: 48,600 sf
HQ Hotel Rooms: 311
Hotel Rooms Within ½ Mile: 770

Notes: • Opened in 1985.

• Arlington is located midway between Dallas and Fort Worth, with
the Convention Center situated in the heart of the Entertainment
District among the Rangers Ballpark, AT&T Stadium and Six Flags.
• Request for Proposal of Development of a Headquarters Hotel and
Expansion was issued in November 2014 by the City of Arlington.
Development scope includes a 1,000-room full-service hotel,
additional meeting, ballroom, exhibit and break-out space within
the convention center as well as development of supportable
retail, restaurant, entertainment and parking facilities around the
center
• Hosted an average of 165 events in the past 3 years of operations
with an average of approximately $3.7M in annual event revenue.

Source: Facility Management, 2018.

42
3. COMPARABLE ANALYSIS: Blue Water Convention Center
FACILITY: Blue Water Convention Center
City, State: Port Huron, Michigan
Owner: St. Clair County
Operator: SMG
Facility Specs: Exhibit Space: 0 sf
Meeting Space: 4,500 sf
Ballroom Space: 25,500 sf
Largest Contiguous Space: 20,000 sf
HQ Hotel Rooms: 149
Hotel Rooms Within ½ Mile: 149

Notes: • The Blue Water Area Convention and Visitor Bureau’s offices will
also be housed within the Center.
• The public-private development project also included a $10.5
million renovation of the Thomas Edison Inn, which reopened as a
149-room DoubleTree Headquarter Hotel in August 2013. The hotel
includes a restaurant that services the Convention Center’s
catering needs.
• The development project also includes a new $4 million privately
funded culinary institute that plans to partner with the Blue Water
Convention Center.
• The St. Clair County Board of Commissioners issued $9 million in
bonds to fund construction for the Center.
• The Center is managed by SMG, a Pennsylvania-based
professional management company.

Source: Facility Management, 2018.

43
3. COMPARABLE ANALYSIS: Davis Conf. Center & Hilton Garden Inn
FACILITY: Davis Conf. Center & Hilton Garden Inn
City, State: Layton, Utah
Owner: Davis County
Operator: Western State Lodging
Facility Specs: Exhibit Space: 18,400 sf
Meeting Space: 2,700 sf
Ballroom Space: 22,400 sf
Largest Contiguous Space: 18,400 sf
HQ Hotel Rooms: 147
Hotel Rooms Within ½ Mile: 920

Notes: • Just three years following the Center’s 2004 opening, the County broke ground for an
expansion that nearly doubled the Center’s size. In May 2008, the Center opened a new
18,400-square foot exhibit hall and an additional 7,000-square foot junior ballroom,
which have the ability to open into each other.
• Following the expansion, the facility offers 18,400 square feet of exhibit space, 22,400
square feet of ballroom space and 2,700 square feet of meeting space. Total sellable
space is 43,400.
• The Davis Center is attached to the Hilton Garden Inn which offers 145 sleeping rooms,
and additional outdoor event space, including the Solstice Courtyard and Cirrus Atrium.
• The Conference Center is owned by Davis County, but operated by Western States
Lodging, which also owns and operates the attached Hilton Garden Inn. A public/private
partnership was established to make the Conference Center and hotel a reality.
• Since its opening, the Davis Conference Center has hosted an average of 600-700 events
per year. Government-related events make up approximately 32% of all events.
• Typical organizations that hold events at the Davis Conference Center include: Utah State
Office of Education Conference, Evergreens and Things, Boy Scouts of America Auction,
F-16 Commanders Conference, Layton Christian Academy, Shipley Associates Sales
Retreats, US Foods, Pfizer, Avalanche International Karate Tournament, Utah State
Insurance and America Online Conference.
Source: Facility Management, 2018.

44
3. COMPARABLE ANALYSIS: Greater Tacoma Convention & Trade Center
FACILITY: Greater Tacoma Convention & Trade Center
City, State: Tacoma, Washington
Owner: City of Tacoma
Operator: City of Tacoma
Facility Specs: Exhibit Space: 49,500 sf
Meeting Space: 12,400 sf
Ballroom Space: 13,400 sf
Largest Contiguous Space: 49,500 sf
HQ Hotel Rooms: 162
Hotel Rooms Within ½ Mile: 645

Notes: • Opened in 2004, the Greater Tacoma Convention and Trade Center
is located in downtown Tacoma, accessible via Interstate 705, and
is located 20 miles south of the Seattle-Tacoma International
Airport.
• There are two hotels within one block of the GTCTC—the 320-room
full-service Hotel Murano (formerly the Tacoma Sheraton) and the
162-room Courtyard by Marriott.
• The approximate 50,000-square foot exhibit hall reflects a state-of-
the-industry design—column-free, with subdivisibility via a
moveable air wall and independent loading in the rear and public
access in the front.
• In recent years of operations, the Center has averaged a $2.4
million operating deficit.
• The Center features 400 on-site parking spaces.

Source: Facility Management, 2018.

45
3. COMPARABLE ANALYSIS: Overland Park Convention Center
FACILITY: Overland Park Convention Center
City, State: Overland Park, Kansas
Owner: City of Overland Park
Operator: Global Spectrum
Facility Specs: Exhibit Space: 58,500 sf
Meeting Space: 14,100 sf
Ballroom Space: 25,000 sf
Largest Contiguous Space: 58,500 sf
HQ Hotel Rooms: 412
Hotel Rooms Within ½ Mile: 1,232

Notes: • The Center opened in 2002 at a cost of $46.5 million

• In 2003 the 412-room Sheraton Overland Park Hotel, was
completed. The hotel is connected to the Center and provides an
additional 18,000 square feet of ballroom space and 3,700 square
feet of meeting space.
• The Convention Center hosts approximately 450 events annually,
approximately 60 percent of which are meetings and seminars.
• In a recent year of operations, revenue for the Center was
estimated at $4.76 million, while operating expenses totaled $4.40
million. As a result, the Center ended the year with an operating
profit of approximately $360,000, or $3.70 per sellable square foot
of space.

Source: Facility Management, 2018.

46
3. COMPARABLE ANALYSIS: Utah Valley Convention Center
FACILITY: Utah Valley Convention Center
City, State: Provo, Utah
Owner: Utah County
Operator: Spectra
Facility Specs: Exhibit Space: 19,600 sf
Meeting Space: 10,000 sf
Ballroom Space: 16,900 sf
Largest Contiguous Space: 19,600 sf
HQ Hotel Rooms: 329
Hotel Rooms Within ½ Mile: 338

Notes: • Opened May 2012.

• The $41 million building is LEED certified and offers complimentary Wi-
Fi services as well as on-site catering, electric and A/V services.
• A 330-room Marriott Hotel is located adjacent to the Center, offering
over 22,000 square feet of additional event space.
• In 2013, the Center’s first operating year, 233 events were held with
nearly 110,000 total attendees. This included 15 major conventions that
brought in a total of $450,000 in revenue and $2.5 million in economic
impact.
• Meetings are the most commonly hosted events at the Center,
accounting for 49 percent of all events in 2013.
• December was the Center’s highest grossing month in 2013 due to the
large number of corporate holiday banquets hosted. These parties
resulted in $300,000 of revenue for the Center.
• Total gross revenue for 2013 was nearly $2.9 million, and the Center
Source: Facility Management, 2018.
finished the year with a net loss of $77,000.

47
3. COMPARABLE ANALYSIS: Vancouver Conference Center
FACILITY: Vancouver Conference Center
City, State: Vancouver, Washington
Owner: Downtown Redevelopment Authority (DRA)
Operator: Downtown Redevelopment Authority (DRA)
Facility Specs: Exhibit Space: 0 sf
Meeting Space: 8,500 sf
Ballroom Space: 21,900 sf
Largest Contiguous Space: 14,100 sf
HQ Hotel Rooms: 226
Hotel Rooms Within ½ Mile: 381

Notes: • The Vancouver Conference Center and Hilton Vancouver Washington is a multi-
functional facility that opened in June 2005 across from Esther Short Park.
• The facility is part of redevelopment and revitalization efforts of the City of
Vancouver that began in the early 2000s with the construction of numerous
condominium structures surrounding Esther Short Park and around the
Uptown Village neighborhood . These include future development of a new
library, Marriott hotel and approximately 250 additional condominiums.
• The City of Vancouver and Clark County estimated that they were losing
approximately $500 to $950 million in retail and entertainment dollars annually
to other communities. Therefore, they decided to construct the 226-room Hotel
and Center as one vehicle to drive new visitation to the community.
• Approximately $64.1 million in tax-exempt revenue bonds are the primary
funding source for the project. It is estimated that the DRA bonds will be repaid
through revenues generated through gross operating revenues of the Center,
proceeds from special taxes due to the Center, proceeds of a lodging tax, and
investment earnings on amounts in certain funds established under the
Indenture.

Source: Facility Management, 2018.

48
3. COMPARABLE ANALYSIS: Infinite Energy Forum
FACILITY: Infinite Energy Forum
City, State: Duluth, Georgia
Owner: Gwinnett County
Operator: AEG
Facility Specs: Exhibit Space: 50,000 sf
Meeting Space: 12,800 sf
Ballroom Space: 21,600 sf
Largest Contiguous Space: 50,000 sf
Arena: 13,000 seats
Performing Arts: 708 seats
HQ Hotel Rooms: 156
Hotel Rooms Within ½ Mile: 421

Notes: • Located approximately 30 miles northeast of Atlanta in Duluth, Georgia. Due to its
distance from a major metropolitan market relative , CSL conducted in-depth interviews
with facility and Gwinnett CVB officials to learn about operational and historical nuances
of the facility, and to understand what the future vision is for the Forum.
• Gwinnett Civic and Cultural Center opened originally in 1992 and changed its name to the
Gwinnett Center after the Arena and Ballroom opened in 2003 at a total cost of $91M,
100% publicly funded. The funds for these repayments consist of a significant portion of
countywide hotel tax collection revenues (approximately 70 percent of the annual hotel
tax collections contribute toward the debt service).
• In 2015, the facility’s name was again changed to Infinite Energy Forum. The naming
rights agreement entails $18 million to be paid by Infinite Energy to Gwinnett County over
20 years.
• Over several recent years of operations, the Forum has averaged approximately 380
events, 550 event days and 222,000 total attendees. Meetings make up nearly 50 percent
of the total number of events, while larger events such as convention/tradeshows and
public/consumer shows make up six and 11 percent of events, respectively.

Source: Facility Management, 2018.

49
3. COMPARABLE ANALYSIS: Mid-America Center
FACILITY: Mid-America Center
City, State: Council Bluffs, Iowa
Owner: City of Council Bluffs
Operator: Caesars Entertainment
Facility Specs: Exhibit Space: 24,500 sf
Meeting Space: 5,300 sf
Ballroom Space: 18,500 sf
Largest Contiguous Space: 24,500 sf
Arena: 9,000 seats
HQ Hotel Rooms: 286
Hotel Rooms Within ½ Mile: 692

Notes: • Opened in 2002 at a total cost of $75M (51% publicly funded, 49%
privately funded).
• Includes concert venue with fixed seating for 7,000, and a total
capacity of 9,000.
• Caesars Entertainment subsidizes annual operating losses with
revenues gained from their nearby Horseshoe Casino.
• Held approximately 280 events with total attendance of 221,900 in
a recent year of operations.
• Total gross revenue of $1,637,968 and $2,435,766 in expenses in a
recent year of operations with a total net loss of $915,517.

Source: Facility Management, 2018.

50
3. COMPARABLE ANALYSIS: St. Charles Convention Center
FACILITY: St. Charles Convention Center
City, State: St. Charles, Missouri
Owner: Saint Charles County Convention and Sports Facilities Authority and
the City of Saint Charles
Operator: Global Spectrum
Facility Specs: Exhibit Space: 27,600 sf
Meeting Space: 7,000 sf
Ballroom Space: 22,200 sf
Largest Contiguous Space: 35,700 sf
HQ Hotel Rooms: 296
Hotel Rooms Within ½ Mile: 574

Notes: • The Saint Charles Convention Center is a $35 million multi-functional facility
that opened in April 2005.
• In a recent year, the Center hosted 463 events and attracted 190,000 people,
generating approximately 20,000 room nights. Specifically, the Center hosted
10 conventions, 25 tradeshows, 19 consumer shows, 98 banquets, 287 meetings
and 24 miscellaneous events.
• There are over 2,100 hotel rooms in the greater St. Charles area. Major
properties include a 296-room Embassy Suites Hotel that is attached to the
Center.
• The $36 million Hotel and Convention Center unite sales and marketing staff to
centralize promotions of both facilities.
• Largely viewed as a result of the Center’s success, approval for a $55 million
tax increment financing subsidy was recently approved to fund a $385 million
economic development project to be located a few blocks from the Center. This
complex is to include an 18-floor residential tower, several condominium
buildings with lower-floor shops and restaurants and offices, a 10 to 14-story
hotel, a movie theater and an outdoor ice rink.
Source: Facility Management, 2018.

51
3. COMPARABLE ANALYSIS: Sharonville Convention Center
FACILITY: Sharonville Convention Center
City, State: Sharonville, Ohio
Owner: Hamilton County
Operator: City of Sharonville / Spectra
Facility Specs: Exhibit Space: 20,500 sf
Meeting Space: 24,200 sf
Ballroom Space: 14,100 sf
Largest Contiguous Space: 20,500 sf
HQ Hotel Rooms: 512
Hotel Rooms Within ½ Mile: 1,058

Notes: • Opened in 1994.

• Located approximately 15 miles north of downtown Cincinnati near
the intersection of I-75 and I-275, the Sharonville Convention
Center is northern Cincinnati’s primary convention, conference and
event facility.
• Sharonville’s location, less than 20 miles north of downtown
Cincinnati, offers a complementary sub-destination that appeals to
a variety of convention and meeting groups interested in
affordability and convenience.
• The Sharonville Convention Center hosted 58 events in 2016, and
averaged 59 events each year between 2013 and 2016.
• In 2016, the convention center’s total operating revenues were
$1,756,000 with total operating expenses of $1,796,094.

Source: Facility Management, 2018.

52
3. COMPARABLE ANALYSIS: Ontario Convention Center
FACILITY: Ontario Convention Center
City, State: Ontario, California
Owner: City of Ontario
Operator: SMG
Facility Specs: Exhibit Space: 69,300 sf
Meeting Space: 26,100 sf
Ballroom Space: 19,600 sf
Largest Contiguous Space: 69,300 sf
HQ Hotel Rooms: 1,257
Hotel Rooms Within ½ Mile: 2,279

Notes: • The Ontario Convention Center is located between the LA/Ontario International Airport
and Interstate 10. There are 11 hotels within three blocks of the convention center
totaling approximately 2,100 guestrooms. While there is a significant inventory of hotel
rooms, many of these rooms are located in limited service hotels, rather than full service
properties.
• Expansion plans for the convention center were developed by HMC Architects that adds
more exhibit space to the south end of the convention center as well as more meeting
and ballroom space. The expansion would include 70% sellable space with the rest as
storage, circulation, and exiting space.
• The City of Ontario resumed operations of the Ontario International Airport in late 2016
and is expanding non-stop flights to Austin, San Antonio, Denver and Chicago and
international flights to China. The airport has also solidified advertising sponsorships
totaling $350,000 annually and $7.6 million over ten years. Along with that funding, the
airport was also given a $6.3 million grant by the Federal Aviation Administration’s
Airport Improvement Program to repair the intersection of two taxiways.
• Historic Ontario Downtown Euclid Avenue is planning a modernization project to
redevelop Downtown Ontario in 2018. Six hotel properties totaling 650 hotel rooms within
10 miles of the convention center and the Plemante Project which includes the Element
Hotel, restaurants, and other entertainment businesses are all a part of the
modernization plan that will take two to three years to complete.
Source: Facility Management, 2018.

53
3. COMPARABLE ANALYSIS: Northern Kentucky Convention Center
FACILITY: Northern Kentucky Convention Center
City, State: Covington, Kentucky
Owner: Commonwealth of Kentucky
Operator: Northern Kentucky Convention Center Corporation
Facility Specs: Exhibit Space: 46,200 sf
Meeting Space: 13,300 sf
Ballroom Space: 22,800 sf
Largest Contiguous Space: 46,200 sf
HQ Hotel Rooms: 547
Hotel Rooms Within ½ Mile: 1,334

Notes: • Situated in the middle of a growing business and entertainment

district, the Northern Kentucky Convention Center opened in 1998.
• Boone County voters approved a one percent hotel tax increase in
2017 to support an expansion of the Center, which is estimated to
generate between $1.2 million and $1.5 million annually
• The Northern Kentucky Convention Center’s total departmental
revenues for fiscal year 2016-2017 as of June 2017 were
$3,911,448 while total departmental expenses were $2,969,263.
• Management estimates that the Center generates approximately
37,000 hotel room nights per year.
• Facility management recently added a 5,500-square foot training
center and auditorium to help the community attract a large
medical device and research company.

Source: Facility Management, 2018.

54
3. COMPARABLE ANALYSIS: Sugar Land Marriott Town Square
FACILITY: Sugar Land Marriott Town Square
City, State: Sugar Land, Texas
Owner: City of Sugar Land
Operator: Crestline Hotel
Facility Specs: Exhibit Space: 0 sf
Meeting Space: 11,100 sf
Ballroom Space: 15,500 sf
Largest Contiguous Space: 15,500 sf
HQ Hotel Rooms: 547
Hotel Rooms Within ½ Mile: 1,334

Notes: • The Sugar Land Marriot Conference Center opened in 2003 and features 300
guest rooms and a 600 stall parking garage.
• The Center and parking garage is the prominent component of Sugar Land
Town Square, a 32-acre pedestrian-oriented, master-developed, main-
street city center and business district that also includes restaurants, retail,
entertainment, office space, condominiums, among other amenities.
• Total project costs for the Center were approximately $54.8 million funded
through a public-private partnership. The City’s $19.3 million portion of the
funding was generated by $10 million in certificates of obligation, funded by
a local hotel occupancy tax, $1 million generated by a 0.25 cent sales tax
targeted toward economic and community development programs and
another $8.3 million of issued debt that is to be paid back by continued
collections of the aforementioned sales tax. The remaining $35.5 million
was privately funded.
• Crestline Hotels was contracted by the City to manage and operate the
Center and hotel for a term of 20 years and receives a base mgmt. fee of
three percent of gross hotel and Center revenues as well as an incentive fee
equal to 15 percent of annual operating profit.
Source: Facility Management, 2018.

55
 3. COMPARABLE ANALYSIS: Comparable Facility Events

COMPARISON OF EVENT AND ATTENDANCE LEVELS

CSL also conducted an extensive Total Events
benchmarking analysis of the operational By Event Type Facility A Facility B Facility C Facility D Facility E Facility F Facility G Facility H Facility I Averages
performances of several of the compared Conventions/Tradeshows 41 74 34 40 19 17 48 -- 22 37
venues. This consisted of comparing the Public/Consumer Shows 24 6 35 29 13 16 52 -- 48 28
events levels, types of event activity,
Banquets 65 201 81 35 53 0 65 -- 57 70
operational revenues/expenses and
operational profit/loss associated with Meetings 176 303 112 46 135 78 183 -- 159 149
each of the facilities. Based on requests Other 23 24 26 18 25 90 168 -- 62 55
for confidentiality that are commonly made Total 329 608 288 168 245 201 516 95 348 311
by facilities providing this type of data, the
names of the facilities/cities have not been Total Attendance
By Event Type Facility A Facility B Facility C Facility D Facility E Facility F Facility G Facility H Facility I Averages
specifically attributed to the data that are
listed. Conventions/Tradeshows 66,753 -- 89,870 74,659 24,994 23,360 -- -- 35,620 52,543
Public Shows 95,098 -- 138,177 93,992 23,487 29,000 -- -- 102,000 80,292
Banquets 26,104 -- 40,668 9,312 13,407 0 -- -- 18,735 18,038
Meetings 37,845 -- 52,067 15,393 40,135 44,813 -- -- 22,095 35,391
Other 39,937 -- 51,757 133,814 19,655 70,355 -- -- 34,431 58,325
Total 265,737 -- 372,539 327,170 121,678 167,528 241,514 -- 212,881 244,150

Source: Facility Management, 2018.

56
3. COMPARABLE ANALYSIS: Comparable Facility Operations
In terms of financial performance, on average, convention facilities operate at a loss of approximately $699,700, with average revenues at $2.4 million and
expenses at $3.2 million. The convention centers reviewed also average a coverage ratio of 79 percent.

COMPARISON OF FINANCIAL OPERATIONS

Net Net Operating Rev. per Exp. per

Operating Operating Operating Inc./(Loss) per SF Coverage SF of Tot. SF of Tot.
Facility Revenue Expense Income/(Loss) Tot. Sel. Space Ratio Sel. Space Sel. Space
Facility A $4,514,555 $5,559,044 (1,044,488) (21.14) 81.2% $91.39 $112.53
Facility B $1,327,785 $1,756,371 (428,586) (6.75) 75.6% $20.91 $27.66
Facility C $1,908,691 $2,183,512 (274,821) (8.30) 87.4% $57.66 $65.97
Facility D $2,546,412 $2,182,612 363,800 17.00 116.7% $118.99 $101.99
Facility E $1,379,358 $1,853,542 (474,184) (17.12) 74.4% $49.80 $66.91
Facility F $4,440,396 $6,232,657 (1,792,261) (15.58) 71.2% $38.61 $54.20
Facility G $2,574,420 $2,504,725 69,695 1.50 102.8% $55.36 $53.87
Facility H $874,661 $1,626,607 (751,946) (35.64) 53.8% $41.45 $77.09
Facility I $635,552 $1,070,849 (435,297) (18.60) 59.4% $27.16 $45.76
Facility J $2,893,856 $2,585,052 308,804 12.71 111.9% $119.09 $106.38
Facility K $1,940,934 $3,814,200 (1,873,266) (14.17) 50.9% $14.68 $28.85
Facility L $239,235 $1,278,990 (1,039,755) (57.76) 18.7% $13.29 $71.05
Facility M $5,678,457 $5,325,913 352,544 6.21 106.6% $99.97 $93.77
Facility N $2,292,268 $2,341,268 (49,000) (1.03) 97.9% $47.96 $48.98
Facility O $1,125,833 $1,634,113 (508,280) (22.20) 68.9% $49.16 $71.36
Facility P $4,656,669 $7,368,760 (2,712,091) (43.12) 63.2% $74.03 $117.15
Facility Q $4,426,206 $5,215,646 (789,440) (4.67) 84.9% $26.16 $30.83
Facility R $631,765 $704,743 (72,979) (3.48) 89.6% $30.08 $33.56
Facility S $1,623,145 $2,261,735 (638,590) (19.18) 71.8% $48.74 $67.92
Facility T $2,756,581 $3,751,441 (994,860) (9.41) 73.5% $26.08 $35.49
Facility U $1,342,453 $3,450,102 (2,107,649) (26.44) 38.9% $16.84 $43.29
Facility V $511,480 $7,368,760 (1,194,580) (27.46) 30.0% $11.76 $39.22
Facility W $1,554,304 $5,215,646 (2,104,208) (27.72) 42.5% $20.48 $48.20
Facility X $1,756,000 $704,743 (40,094) (0.68) 97.8% $29.86 $30.55
Facility Y $2,259,727 $2,261,735 (749,897) (9.11) 75.1% $27.46 $36.57
Facility Z $6,778,369 $3,751,441 790,039 8.09 113.2% $69.45 $61.36

Average $2,410,400 $3,230,900 (699,700) (11.94) 79.0% $46.05 $57.99

Median $1,908,700 $2,341,300 (573,400) (9.11) 75.1% $38.61 $53.87
Source: Facility Management, 2018.

57
3. COMPARABLE ANALYSIS: Comparable Facility Operations

COMPARISON OF FINANCIAL OPERATIONS (1 of 2)

Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility
A B C D E F G H I J K L M N
Operating Revenues

Facility rent $760,234 $641,889 $343,124 $912,946 $594,232 $1,911,005 $478,350 $410,888 $206,447 $676,530 $722,301 $121,369 $1,223,581 $958,034

Food service (net) $2,576,424 $277,593 $1,194,306 $1,248,398 $700,726 $1,733,000 $1,522,641 $575,365 $265,036 $1,597,491 $1,091,534 $41,994 $2,988,446 $1,206,217

Contract service/other $1,177,897 $408,303 $371,261 $385,068 $84,400 $796,391 $573,429 ($111,592) $164,069 $619,835 $127,099 $75,872 $1,466,430 $128,017
Total Operating
Revenues $4,514,555 $1,327,785 $1,908,691 $2,546,412 $1,379,358 $4,440,396 $2,574,420 $874,661 $635,552 $2,893,856 $1,940,934 $239,235 $5,678,457 $2,292,268

Operating Expenses:

Salaries and benefits $3,045,252 $1,052,983 $1,410,302 $1,193,231 $1,090,662 $3,156,174 $1,362,516 $647,770 $578,441 $1,360,065 $1,681,424 $608,917 $3,073,840 $1,008,024

Contract labor $78,739 $0 $0 $120,000 $5,902 $313,036 $157,600 $0 $134,150 $102,540 $187,004 $54,646 $370,628 $225,117

Utilities $512,393 $295,223 $0 $173,048 $254,533 $657,797 $157,954 $0 $95,522 $195,898 $694,453 $161,012 $139,013 $195,347

Repair & maintenance $0 $115,573 $0 $89,632 $86,130 $377,992 $140,897 $0 $84,597 $85,599 $358,159 $137,480 $152,517 $99,359
General &
administrative $759,250 $112,992 $46,039 $420,265 $323,478 $1,308,447 $7,994 $0 $128,004 $0 $262,927 $90,422 $2,393 $297,489

Supplies $1,163,409 $92,852 $0 $141,181 $53,921 $310,273 $283,093 $0 $17,443 $42,950 $90,422 $11,551 $495,015 $30,602

Insurance $0 $86,748 $0 $45,255 $36,276 $108,938 $44,400 $0 $32,692 $0 $88,480 $214,963 $149,325 $29,584

Other $0 $0 $727,171 $0 $2,640 $0 $350,271 $978,837 $0 $798,000 $451,331 $0 $943,182 $455,746

Total Operating
Expenses $5,559,044 $1,756,371 $2,183,512 $2,182,612 $1,853,542 $6,232,657 $2,504,725 $1,626,607 $1,070,849 $2,585,052 $3,814,200 $1,278,990 $5,325,913 $2,341,268

Net Operating
Profit/(Loss) ($1,044,488) ($428,586) ($274,821) $363,800 ($474,184) ($1,792,261) $69,695 ($751,946) ($435,297) $308,804 ($1,873,266) ($1,039,755) $352,544 ($49,000)

Source: Facility Management, 2018.

58
3. COMPARABLE ANALYSIS: Comparable Facility Operations
Facility rent is on average the largest component of facility revenue while salaries and benefits is the largest expense.

COMPARISON OF FINANCIAL OPERATIONS (2 of 2)

Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Average
O P Q R S T U V W X Y Z
Operating Revenues

Facility rent $312,100 $1,247,611 $957,230 $44,751 $685,043 $1,316,881 $736,891 $862,451 $969,792 $970,848 $847,895 $1,910,247 $800,872

Food service (net) $595,692 $1,661,827 $657,411 $14,614 $1,240,639 $266,052 $568,278 ($350,970) $549,095 $484,805 $0 $2,651,165 $975,299

Contract service/other $218,041 $1,747,231 $2,811,566 $572,399 ($302,537) $1,173,648 $37,284 $0 $35,417 $300,347 $1,411,832 $2,216,957 $634,179
Total Operating
Revenues $1,125,833 $4,656,669 $4,426,206 $631,765 $1,623,145 $2,756,581 $1,342,453 $511,480 $1,554,304 $1,756,000 $2,259,727 $6,778,369 $2,410,350

Operating Expenses:

Salaries and benefits $1,143,022 $4,874,827 $1,874,874 $265,993 $1,005,694 $1,844,171 $1,717,793 $0 $2,053,542 $1,062,268 $1,687,610 $2,414,083 $1,585,134

Contract labor $50,365 $0 $1,963,907 $0 $373,480 $253,565 $329,413 $0 $0 $281,795 $429,081 $677,282 $234,933

Utilities $149,393 $587,729 $649,489 $37,019 $182,347 $597,975 $0 $255,901 $542,894 $92,569 $333,045 $747,605 $296,468

Repair & maintenance $32,601 $537,346 $148,556 $15,869 $52,425 $629,567 $91,111 $237,835 $337,282 $102,185 $76,740 $286,787 $164,471
General &
administrative $13,000 $240,928 $309,079 $101,448 $562,554 $426,163 $691,714 $1,072,150 $421,201 $22,150 $275,142 $1,483,067 $360,704

Supplies $59,106 $487,835 $103,784 $11,672 $61,195 $0 $395,152 $1,796 $159,321 $48,902 $118,344 $233,414 $169,740

Insurance $0 $0 $55,072 $73,134 $22,190 $0 $0 $34,613 $88,881 $159,593 $40,361 $78,199 $53,412

Other $186,626 $640,095 $110,885 $199,609 $1,850 $0 $224,919 $103,765 $55,391 $26,632 $49,302 $67,893 $245,159
Total Operating
Expenses $1,634,113 $7,368,760 $5,215,646 $704,743 $2,261,735 $3,751,441 $3,450,102 $1,706,060 $3,658,512 $1,796,094 $3,009,624 $5,988,330 $3,110,019

Net Operating
Profit/(Loss) ($508,280) ($2,712,091) ($789,440) ($72,979) ($638,590) ($994,860)($2,107,649) ($1,194,580) ($2,104,208) ($40,094) ($749,897) $790,039 ($699,669)

Source: Facility Management, 2018.

59
3. COMPARABLE ANALYSIS: Comparable Facility Operations
COMPARISON OF PER SF FINANCIAL OPERATIONS (1 of 2)
Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility
A B C D E F G H I J K L M N
Operating Revenues

Facility rent $15.39 $10.11 $10.37 $42.66 $21.45 $16.62 $10.29 $19.47 $8.82 $27.84 $5.46 $6.74 $21.54 $20.04

Food service (net) $52.15 $4.37 $36.08 $58.34 $25.30 $15.07 $32.74 $27.27 $11.33 $65.74 $8.26 $2.33 $52.61 $25.23

Contract service/other $23.84 $6.43 $11.22 $17.99 $3.05 $6.93 $12.33 ($5.29) $7.01 $25.51 $0.96 $4.22 $25.82 $2.68
Total Operating
Revenues $91.39 $20.91 $57.66 $118.99 $49.80 $38.61 $55.36 $41.45 $27.16 $119.09 $14.68 $13.29 $99.97 $47.96

Operating Expenses:

Salaries and benefits $61.64 $16.58 $42.61 $55.76 $39.37 $27.44 $29.30 $30.70 $24.72 $55.97 $12.72 $33.83 $54.12 $21.09

Contract labor $1.59 $0.00 $0.00 $5.61 $0.21 $2.72 $3.39 $0.00 $5.73 $4.22 $1.41 $3.04 $6.53 $4.71

Utilities $10.37 $4.65 $0.00 $8.09 $9.19 $5.72 $3.40 $0.00 $4.08 $8.06 $5.25 $8.95 $2.45 $4.09

Repair & maintenance $0.00 $1.82 $0.00 $4.19 $3.11 $3.29 $3.03 $0.00 $3.62 $3.52 $2.71 $7.64 $2.69 $2.08

General & administrative $15.37 $1.78 $1.39 $19.64 $11.68 $11.38 $0.17 $0.00 $5.47 $0.00 $1.99 $5.02 $0.04 $6.22

Supplies $23.55 $1.46 $0.00 $6.60 $1.95 $2.70 $6.09 $0.00 $0.75 $1.77 $0.68 $0.64 $8.72 $0.64

Insurance $0.00 $1.37 $0.00 $2.11 $1.31 $0.95 $0.95 $0.00 $1.40 $0.00 $0.67 $11.94 $2.63 $0.62

Other $0.00 $0.00 $21.97 $0.00 $0.10 $0.00 $7.53 $46.39 $0.00 $32.84 $3.41 $0.00 $16.61 $9.53
Total Operating
Expenses $112.53 $27.66 $65.97 $101.99 $66.91 $54.20 $53.87 $77.09 $45.76 $106.38 $28.85 $71.05 $93.77 $48.98

Net Operating
Profit/(Loss) ($21.14) ($6.75) ($8.30) $17.00 ($17.12) ($15.58) $1.50 ($35.64) ($18.60) $12.71 ($14.17) ($57.76) $6.21 ($1.03)
Source: Facility Management, 2018.

60
3. COMPARABLE ANALYSIS: Comparable Facility Operations
COMPARISON OF PER SF FINANCIAL OPERATIONS (2 of 2)
Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Facility Average
O P Q R S T U V W X Y Z
Operating Revenues

Facility rent $13.63 $19.83 $5.66 $2.13 $20.57 $12.46 $9.25 $19.83 $12.76 $16.51 $10.30 $19.57 $15.38

Food service (net) $26.01 $26.42 $3.89 $0.70 $37.26 $2.52 $7.13 ($8.07) $7.22 $8.24 $0.00 $27.16 $20.79

Contract service/other $9.52 $27.78 $16.62 $27.26 ($9.09) $11.10 $0.47 $0.00 $0.47 $5.11 $17.15 $22.71 $10.35
Total Operating
Revenues $49.16 $74.03 $26.16 $30.08 $48.74 $26.08 $16.84 $11.76 $20.45 $29.86 $27.46 $69.45 $46.53

Operating Expenses:

Salaries and benefits $49.91 $77.50 $11.08 $12.67 $30.20 $17.45 $21.55 $0.00 $27.02 $18.07 $20.51 $24.73 $30.33

Contract labor $2.20 $0.00 $11.61 $0.00 $11.22 $2.40 $4.13 $0.00 $0.00 $4.79 $5.21 $6.94 $3.50

Utilities $6.52 $9.34 $3.84 $1.76 $5.48 $5.66 $0.00 $5.88 $7.14 $1.57 $4.05 $7.66 $4.93

Repair & maintenance $1.42 $8.54 $0.88 $0.76 $1.57 $5.96 $1.14 $5.47 $4.44 $1.74 $0.93 $2.94 $2.72

General & administrative $0.57 $3.83 $1.83 $4.83 $16.89 $4.03 $8.68 $24.65 $5.54 $0.38 $3.34 $15.20 $6.30

Supplies $2.58 $7.76 $0.61 $0.56 $1.84 $0.00 $4.96 $0.04 $2.10 $0.83 $1.44 $2.39 $3.02

Insurance $0.00 $0.00 $0.33 $3.48 $0.67 $0.00 $0.00 $0.80 $1.17 $2.71 $0.49 $0.80 $1.27

Other $8.15 $10.18 $0.66 $9.51 $0.06 $0.00 $2.82 $2.39 $0.73 $0.45 $0.60 $0.70 $6.62
Total Operating
Expenses $71.36 $117.15 $30.83 $33.56 $67.92 $35.49 $43.29 $39.22 $48.14 $30.55 $36.57 $61.36 $58.70

Net Operating Profit/(Loss) ($22.20) ($43.12) ($4.67) ($3.48) ($19.18) ($9.41) ($26.44) ($27.46) ($27.69) ($0.68) ($9.11) $8.09 ($12.17)

61
3. COMPARABLE ANALYSIS: Conclusions
Certain inferences can be made by reviewing comparable convention facilities operating in markets throughout the country of a similar size and/or geographic
positioning to Lake County. The facilities reviewed were selected based on their characteristics, total space offered and the size and location of the markets in which
they are located. Considering the analysis conducted of the various physical characteristics and operations of the comparable facilities and communities, the following
conclusions can be made:
• Lake County ranks near the top among the comparable markets identified that offer convention center space in terms of population and corporate base with an
estimated 90- and 180-minute drive.
• Approximately two-thirds of comparable markets identified offer at least 500 sleeping rooms within ½-mile of the event facility at “Upper Upscale” and “Upscale”
properties.
• Based on the population and corporate base within 90 minutes of comparable market facilities, a potential new convention center in Lake County could offer over
160,000 square feet of sellable event space, including nearly 92,000 square feet within its largest contiguous room, and would require approximately 800 rooms within
an attached or nearby headquarters hotel property.
• On average, facilities in comparable market host 311 annual events, attracting nearly 244,200 attendees. The majority of events tend to be smaller, single-day
meetings, while the majority of attendees participate in public/consumer shows (80,300 attendees), conventions/tradeshows (52,500 attendees) or other events
(58,300 attendees).
• The average convention facility analyzed operates at a loss of nearly $700,000, annually, with average revenues approximating $2.4 million and expenses
approximating $3.2 million, annually. This equates to an estimated coverage ratio of 79 percent, on average. On a per square foot of sellable space basis, the
identified convention centers in comparable markets average a loss of approximately $12.17.

62
4. INDUSTRY TRENDS

63
4. INDUSTRY TRENDS: Overview
The market success of an event facility can be partially attributed to the
characteristics of the industry as a whole. In order to assess the strength of
the market with regard to event activity that could utilize a new Lake County
Convention Center in the future, it is important to evaluate the industry trends
from a national and regional perspective. Broad industry changes,
characterized by—sometimes significant—retraction and expansion in event
demand and attendance/participation characteristics have taken place within
the industry over the past decade.

Additionally, the “state-of-the-industry” in terms of the physical product

aesthetics and functionality of convention center facilities has continued to
advance year-over-year in cities throughout the country. Event planners
increasingly prefer, and oftentimes demand, the modern, spacious aesthetics
and optimized, advanced functionality and efficiency of newer facility designs
and programs. Beyond attracting higher numbers of groups, visitors and
economic impact, modern convention facilities often offer significant
advancements in operating efficiencies and enhanced revenue generation
opportunities, as compared to previous generations of facilities.

Beyond broad variation in the physical facility products offered, there are a
multitude of differences in structure/approach to operating mission, policies,
procedures, sales and marketing, funding, financial/economic performance
goals, and other such items.

64
4. INDUSTRY TRENDS: Facility Needs & Preferences
It is often useful to consider events as those residing in one of three general categories: sports,
performances, and meetings. Facilities that normally accommodate these event types tend to overlap SPECTATOR /
ENTERTAINMENT
somewhat, as certain event facilities can accommodate events in multiple categories. • Outdoor stadiums • Perf. Arts Theaters
• Speedways/racetracks • Amphitheaters
• Specialty sports facili6es • Auditoriums
The exhibit to the right illustrates how specific types of industry-typical event facilities fit within this • Outdoor am. sports
• Arenas
• Civic centers
• Cultural centers

framework of events. As shown, event facilities situated near the top of the diagram tend to be facilities that • Indoor stadiums
• Event centers
• Equestrian/Fair
• Concert halls/clubs

are more spectator/entertainment event-oriented, while those facilities located near the bottom of the • Indoor am. sports/rec
• Outdoor parks/event plazas
• Special event venues

diagram tend to be those that do not integrate fixed seating and are instead flat floor venues that focus on
conventions, meetings, tradeshows and other such events. • Conven6on centers
• Expo/trade centers
• Conference centers

While facilities employ varying degrees of flexibility and multipurpose space, allowing them to technically
• Banquet halls
• Mee6ng space

accommodate events from all three general categories (for instance, arenas and civic centers), any event FLAT FLOOR /
BUSINESS
facility will possess attributes that will allow it to better compete/serve certain event types, while being less
competitive/efficient/effective in other segments.

High Exhibit/ Upscale Nearby

Quality
Finish
Lg. Event
Facility
Banquet
Hall
Breakout
Rooms
Spectator
Seating Parking
Nearby
Hotels
Secondary Visitor
Facilities Amenities
As shown in the exhibit to the left, different types of events can have very different preferences
HIGH HIGH HIGH HIGH LOW MED HIGH LOW HIGH
and requirements with regard to facility characteristics. For example, conventions typically
Conventions

Conferences HIGH MED HIGH HIGH LOW MED HIGH LOW HIGH place premiums on high quality finish of event space (including carpeted space),
Meetings HIGH LOW MED HIGH LOW LOW LOW LOW MED adjacent/proximate full-service hotel rooms and other visitor amenities (i.e., restaurants, retail,
Banquets/Receptions HIGH LOW HIGH MED LOW MED LOW LOW MED entertainment, etc.) in close walking distance, while sporting events typically focus on large
Tradeshows MED HIGH LOW LOW LOW HIGH MED LOW HIGH
seating capacities and plentiful parking.
Consumer/Public Shows LOW HIGH LOW LOW LOW HIGH LOW LOW MED

LOW HIGH LOW LOW LOW HIGH LOW HIGH LOW

Agricultural Shows
LOW HIGH LOW LOW MED HIGH LOW HIGH LOW
This discussion begins to lay the groundwork for some important issues that will likely affect
the types of events that may be attracted to an event facility. The type, level of finish,
Equestrian Events

Rodeos LOW HIGH LOW LOW HIGH HIGH LOW MED LOW

Tractor pulls LOW HIGH LOW LOW HIGH HIGH LOW MED LOW configuration, and amenities of the space offered in any potential facility will play a strong role
Sporting Events LOW HIGH LOW LOW HIGH HIGH LOW LOW LOW in determining the ability of the facility to attract and accommodate certain types of events.
Concerts LOW MED LOW LOW HIGH HIGH LOW LOW MED Ultimately, this information also implies that industry best practices dictate that event facilities
Festivals LOW HIGH LOW LOW LOW HIGH LOW LOW LOW
cannot, and should not, be “everything to everyone”. The following two pages show images of
modern convention facility design and emphasis on destination-building and greater sites.

65
4. INDUSTRY TRENDS: Destination & Amenity Preferences

66
4. INDUSTRY TRENDS: Convention/Meeting Industry

67
4. INDUSTRY TRENDS: Convention/Meeting Industry
According to a PricewaterhouseCoopers study, just over 1.8 million meetings are held annually, attracting a total of just under 225 million meeting participants.
Corporate/business meetings made up the largest portion of this meeting activity, encompassing 50 percent of all meetings, with conventions/conferences/congresses
following behind at 27 percent.

Direct spending levels resulting from these meetings approximate $280 million, that is directly attributable to meeting activity. Spending on accommodations and food
and beverage resulted in just under $70 million of total direct spending, making up a majority of the $130 million of direct spending on travel and tourism commodities.
Also of note, money spent on meeting planning and production resulted in a total of $107 million of direct spending.

Number of Meetings and Participants Meeting/Event Spending by Industry Sector

Number of Meetings and Participants by Meeting Type Percentage of Participants Direct Spending Percentage of Direct Spending
Number of Participants Commodities (in millions)
2%
7% <1% 1% 1% 1%
Meeting Type Meetings (in millions) 4% Travel & Tourism Commodities
Corporate/Business 3%
Corporate/Business Meetings 1,298,300 113,337 Accommodation $39,315 3%
12%
Meetings 14%
Conventions/Conferences/Congresses 273,700 60,960 Conventions/Conferences Food and Beverage 29,832
50% /Congresses
Air Transportation 23,761 3%
Trade Shows 10,900 26,768 Trade Shows
27% Retail 8,235
Incentive Meetings 67,700 9,172 11% 8%
Incentive Meetings Gasoline 7,498
Other Meetings 182,600 14,710
Recreation and Entertainment 7,034
Other Meetings
Total 1,833,200 224,947 Car Rental 6,258
Travel Services and Other Tourism Commodities 3,707 Rail & Water Transportation
Other Transportation
Travel Services/Other Commodities
Urban Transit
Number of Meetings and Participants by Host Type Other Transportation 2,369 Car Rental Retail
2% Gasoline Recreation and Entertainment
Urban Transit 1,577 Air Transportation Food and Beverage
Number of Participants Accommodation
Rail & Water Transportation 600
Host Type Meetings (in millions) 23% Corporate
49% Subtotal $130,186
Association/Membership 12%
Corporate 1,017,000 109,571
Meetings & Other Commodities
Association/Membership 315,400 59,495 4%
26% Non-Govt./Not-For-Profit Meeting Planning & Production $106,658
Non-Govt./Not-For-Profit 432,100 51,572 38%
Government Venue Rental 10,363
Government 68,600 4,308 Other Meetings-related Commodities 33,195
Total 1,833,200 224,947 Subtotal $150,216
Meeting Planning & Production
Source: PWC, The Economic Significance of Meetings in the U.S. Economy, 2014 Total Direct Spending $280,402
Venue Rental

Source: PWC, The Economic Significance of Meetings in the U.S. Economy, 2014

68
4. INDUSTRY TRENDS: Convention/Meeting Industry
The Center for Exhibition Industry Research (CEIR) is a nonprofit organization whose mission is to advance the growth, awareness and value of exhibitions in the United
States. The annual CEIR Index Report is developed to provide an objective measure of the annual performance of the exhibition industry. The CEIR Index Report
measures year-over-year changes in key metrics of industry performance. The industry’s performance within these metrics was calculated from data provided from
over 400 events. The CEIR Index Report displays and analyzes actual event-specific data and provides future forecasts. The Report’s findings for a number of events
and direct spending by commodity are shown below. The exhibits on the following page plot historical trend data concerning industry demand and performance by
segments.

Number of Exhibition Events by Industry Sector Direct Contribution to GDP of Select Industries

Number of Estimated Value Percentage of Value Added to GDP

Added to GDP 2%2% 1%
Industry Sector Events 2…
Industry (in millions) 2%
3%
Medical and Health Care 1,549 Health care and social assistance $1,157,000
3%
Raw Materials and Science 930 Broadcasting and telecommunications 392,000
Food service and drinking places 315,000 3%
Professional Business Services 893 31%
Oil and gas extraction 269,000 3%
Communications and Information Technology 784
Computer systems design and related services 230,000
Education 672 3%
Legal services 225,000
Financial, Legal and Real Estate 658 Manufacturing petroleum and coal products 179,000 5%
Consumer Goods and Retail Trade 649 Truck transportation 126,000
Sporting Goods, Travel and Amusement 491 Accommodation 125,000 6%
11%
Discretionary Consumer Goods and Services 472 Manufacturing motor vehicles, bodies and trailers, and parts 122,000 6%
Industrial/Heavy Machinery and Finished business Outputs 435 Meetings 115,615 7% 8%
Motion picture and sound recording industries 113,000
Transportation 413
Performing arts, spectator sports, museums 87,000
Building, Construction, Home and Repair 386
Information and data processing services 80,000 Health care and social assistance
Broadcasting and telecommunications
Government 352 Air transportation 78,000 Food service and drinking places
Oil and gas extraction
Food 278 Amusements, gambling and recreation industries 71,000 Computer systems design and related services
Legal services
Rail transportation 40,000 Manufacturing petroleum and coal products
Truck transportation
Accommodation
Total Events 8,962 Manufacturing motor vehicles, bodies and trailers, and parts
Meetings
Motion picture and sound recording industries
Source: Center for Exhibition Industry Research (CEIR), 2014 Performing arts, spectator sports, museums
Source: PWC, The Economic Significance of Meetings in the U.S. Economy, 2014 Information and data processing services
Air transportation
Amusements, gambling and recreation industries
Rail transportation

69
4. INDUSTRY TRENDS: Convention/Meeting Industry
Annual Convention Demand Change vs. U.S. GDP Annual Convention Demand Change vs. S&P Earnings per Share

S&P 500 EPS Net Square Feet Exhibitors Attendees

50%

40%

30%

20%

Percent Growth
10%

0%
2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019

-10%

-20%

-30%

-40%

-50%

Notes: Convention and tradeshow data for 2017 through 2019 is based on forecasts. S&P earnings per share data for 2018 is b ased on forecasts.
Sources: Center for Exhibition Industry Research (CEIR), Standard & Poor’s, Goldman Sachs, 2017 & 2018

Comparison of Overall Exhibition Industry Performance Exhibition Industry Performance Percentage Change by Market Segment

Financial, Legal, and Real Estate Business Services

Consumer Goods and Retail Trade Education
Revenue Net Square Feet Exhibitors Attendees Total Communications and Information Technology Medical and Health Care
130 Raw Materials and Science Total
20

15
120

10

110
5

0
100

-5

90 -10

-15
80
-20

70 -25
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
Source: Center for Exhibition Industry Research (CEIR), 2014 Source: Center for Exhibition Industry Research (CEIR), 2014

70
4. INDUSTRY TRENDS: Travel Industry Trends

Since the Great Recession, the travel industry created 972,000 jobs
through the middle of 2016 and expanded employment 18 percent
faster than the rest of the economy.
• Travel industry wages and salaries also rose 10 percent faster
than the overall private sector over the last five years.
• From 2010 to 2014, the travel industry created jobs at a faster
rate than the rest of the economy in 48 states and the District of
Columbia.
• Since the recovery took hold in early 2010, the travel industry has
created more jobs than the entire manufacturing sector.

Investing in destination marketing and development drives broad

economic growth.
• Supporting more than 15 million Americans–one in nine private-
sector jobs– the $2.3 trillion travel industry is an economic driver
and job creator.
• From 2010 to 2015, the travel industry created jobs at a faster
rate than the rest of the economy in 47 states and the District of
Columbia.
• In 2016, 75.6 international visitors to the U.S. generated $246
billion in total travel exports directly supporting 1.2 million jobs.
Source: U.S. Travel Toolkit, 2018.

71
 4. INDUSTRY TRENDS: Meeting Industry Trends
Meetings Sector Activity in the U.S. (2016) Meetings Volume by meeting and host type (2016) Share of
Meetings Participants Participants
• 1.9 million meetings occurred in 2016, with 251 million meeting
participants. Total 1,887,782 251,236,000 100.0%
• Meetings generated $325 billion of direct spending, including:
By meeting type
• $167 billion to plan and produce meetings;
Corporate and business
• $120 billion for meetings travel; and, meetings 1,354,651 134,110,000 53.4%

• $38 billion of other direct spending, such as spending by Conventions, conferences and
exhibitors. congresses (without exhibit
floor) 248,485 44,727,000 17.8%
• Meetings direct spending is growing, expanding 23 percent since 2009,
primarily due to an expanding number of meeting participants. Trade shows (including
conventions, conferences and
• On average, $1,294 was spent per meeting participant. congresses with exhibit floor) 9,422 39,978,000 15.9%
• Two-thirds of meeting spending was associated with domestic Other Meetings 190,228 17,120,000 6.8%
overnight meeting participants. Incentive Meetings 84,997 15,299,000 6.1%

• Six million international meeting participants generated $38 billion of By host type
meetings direct spending (11.5% of the sector total). Corporate 1,038,280 109,019,000 43.4%
• Meetings generated 300 million hotel room nights. Association / membership 453,068 86,083,000 34.3%

• The meetings sector supported 2.5 million jobs, with $95.6 billion of Non-government, not-for-
profit 245,412 35,745,000 14.2%
direct wages and salaries. The sector directly generated $184.2
Other 75,511 10,572,000 4.2%
billion of GDP.
Government 75,511 9,816,000 3.9%

Source: Oxford Economics, 2018

72
4. INDUSTRY TRENDS: Conclusions
The market success of a convention center can be partially attributed to the characteristics of the industry as a whole. Broad industry changes, characterized by—
sometimes significant—retraction and expansion in convention/tradeshow event demand and attendance/participation characteristics have taken place within the
industry over the past decade. The following bullets summarize CSL’s findings as they relate to industry trends:
• In 2009, the U.S. economy fell into a significant recession. Metrics for 2008 illustrated deteriorating economic conditions that led to a decline in macro industry-wide
demand. However, the convention and tradeshow industry has exhibited slow, but consistent recovery, along with the U.S. economy, in recent years. Metric indicators
project continued moderate growth into the foreseeable future.
• With respect to the convention and tradeshow industry, however, the realized impacts on small/mid-sized and/or affordable destinations during economic downturns
are normally more limited, as they tend to be more economical and drive-in regional destinations. These types of second/third-tier destinations often have lower
costs of living (including lower priced hotels, restaurant meals, taxes, etc.) that become more appealing during hard economic times.
• Recognizing that the convention center facility itself is only one piece of a larger puzzle that non-local event planners tend to consider when selecting sites, more and
more communities have been focusing on ways to strengthen the appeal of the proximate area surrounding the “box”. This often involves comprehensively master
planning a mixed-use or entertainment district containing the convention center, whereby an attractive pedestrian-friendly environment is created to welcome
convention center attendees, through offerings of restaurants, retail, nightlife, entertainment and attractions.
• According to the U.S. Travel Toolkit, since the Great Recession the travel industry created 972,000 jobs through the middle of 2016 and expanded employment 18
percent faster than the rest of the economy. Supporting more than 15 million Americans–one in nine private-sector jobs, the $2.3 trillion travel industry is a
significant economic driver and job creator.
• According to Oxford Economics, 1.9 million meetings occurred in 2016, with 251 million meeting participants. Meetings direct spending is growing, expanding 23
percent since 2009, primarily due to an expanding number of meeting participants. Approximately 53 percent of this activity consisted of corporate meetings, while
conventions and tradeshows made up 17.8 percent and 15.9 percent of activity, respectively.

73
5. MARKET DEMAND ANALYSIS

74
5. MARKET DEMAND: Market Demand Analysis
The purpose of this chapter is to provide an analysis of the estimated market demand for a potential new convention center in
Lake County. The overall market analysis consisted of detailed research and analysis, including a comprehensive set of market-
specific information derived from the following:

• 1,000 multipurpose convention, conference, hospitality, sports, entertainment and event facility projects throughout North
America

• 2 local market visit at the outset of the project and middle of the project, including community and site tours.
• 40 in-person interviews/meetings with over Lake County individuals, including representatives from the various cities within
Lake County, the South Shore Convention and Visitors Authority, representatives of key area conference/meeting and hotel
facilities, potential development partners and business leaders, local facility users, and other local visitor industry
stakeholders.

• 55 telephone interviews conducted with local area leadership.

• Research and analysis of local market conditions.
• Comparative analysis of socioeconomic data from competitive/regional and comparable facility markets.

• 135 completed telephone interviews with state and regional event planners representing potential rotating events, including:
• 94 state and regional association events
• 41 social, military, education, religious, and fraternal (SMERF) events
• 1,500 off-site events represented by interviewed independent and corporate meeting planners.
The focus of much of the remainder of this chapter is focused on quantified survey data associated with the three primary
groupings of telephone surveys completed for this study: 1) local stakeholders, 2) corporate/independent meeting planners, and
3) state/regional event planners. These events would be expected to represent the logical targets for new non-local, economic
impact generating activity for a potential convention center in Lake County.

75
5. MARKET DEMAND: Surveys – Local Stakeholders
Opportunity Assessment and Process
50+
person hours spent in market • Extensive Consensus-Building Process: in-person and telephone
interviews with local politicians, economic development
representatives, hoteliers, other visitor industry stakeholders.

35+ • Need for Civic Event Space: a potential new convention facility
person hours allocated toward could accommodate demand from local schools, universities,
telephone interviews businesses and government bodies for event space.

• Size of Lake County Community: Lake County is the second most

94 populated County within the state of Indiana, but lacks a true convention
local stakeholders interviewed center facility.

• Opportunity to Drive Attendance to Area Attractions: a

19 potential new Convention facility would serve as a “welcome mat” for
many new visitors in the market .
Lake County communities represented
• Community/economic development engine: by inviting
professional associations and businesses to the region, a convention
12 center would help showcase the county as a potential host site for
potential sites identified future offices.

• Diversify segmentation of hotel demand: local hoteliers indicate

the group market segment represents most substantial opportunity to
enhance overall hotel performance in the market.

• Opportunity to leverage value proposition: hotel and event space

rental costs are significantly lower than those found throughout much of
the Chicago metropolitan area.

76
5. MARKET DEMAND: Surveys – Corporate Events
Summary of Key Findings
340 / 115 • Telephone survey of Meeting Professionals International (MPI)
Chicago / Indiana Area MPI Chapter Members
database of meeting planners that plan meetings in the Chicago
and Indiana markets.
19 • Meeting planners represent large local corporations, associations,
completed telephone interviews tradeshow companies, and private event planning firms.
• Events include: educational and training events, executive events,
1,500+ tradeshows, team-building events, company dinners/galas, annual
events planned conferences/meetings, among others.
• More significant interest shown by Chicago area planners relative
68% to Indiana planners. Indiana market is primarily oriented around
positive response Indianapolis due to its central location.
• Completed 19 telephone interviews with planners representing
675 / 1,500 more than 1,500 events.
average / maximum attendance
• Approximately 68 percent of survey respondents expressed positive
interest for one or more future events.
11,000 SF / 25,000 SF • Interested respondents could envision utilizing the proposed
average / max contiguous hall size required to
facility for approximately 25 events per year.
accommodate 95 percent of identified market
• Of those approximately 25 events, average event attendance is
340 / 800 approximately 675.
average / max number of hotel rooms • Interested events required an average of 11,000 square feet of
required contiguous event space.
• Most would need more than one concurrent space, such as an
additional ballroom for meal functions or breakout meeting space
but would be able to work with flexible space as long as it had solid
air walls and sufficient square footage to do so.
77
5. MARKET DEMAND: Surveys – Corporate Events
Information was collected via the survey pertaining to the size of potential events in terms of attendance. Of those survey respondents who indicated a positive interest
in potentially hosting one or more future events at a potential Lake County Convention Center, information was collected pertaining to expected total attendance levels
of possible event candidates. Each bar in the graph below represents the anticipated total attendance of events that could be candidates for a new facility. While this
does not illustrate exactly what type of activities each of the events will produce (e.g., banquet, conference, meeting, tradeshow, etc.), most will require a single room
capable of housing all attendees during at least a portion of the event. This begins to provide context for sizing considerations for the proposed space. The smallest
attendance noted through the survey was 50, while the largest was 1,500.

To provide space sizing context, based on industry norms, a 22,500-

For Negative Responses, Typical Reasons for Lack of Interest
square foot room would typically be required to accommodate a
1,500-person food function, while a 15,000-square foot room could • “We like stick to hotel meeting facilities in Downtown Chicago.”
accommodate a 1,500-person assembly. • “We would need 1,000+ hotel rooms within close, walkable proximity of a facility.”
• “Events are primarily planned throughout Indianapolis. Lake County is a bit far away.”
• “Our group plans things around the county in resort or Tier-1 destinations.”

Required Amenities
• Easily modifiable and flexible space
• Good lighting and décor
• Latest technology available – Wi-Fi quality, projection and sound
• Sound proof rooms
• Nightlife and a wide variety of entertainment options
• Locally sourced food offerings
• Restaurants, entertainment, retail, etc. must be within walking distance
• Ample parking for drive-in attendees

Additional Comments
• “It would be a good value proposition relative to the high hotel and facility rates in Chicago.”
• “They should consider some extensive shuttling service to and from Chicago. “
• “They could use a larger and nicer hotel and convention property in the area.”

78
5. MARKET DEMAND: Surveys – State/Regional Events
Summary of Key Findings
100+ • Survey of state/regional association and SMERF meeting planners
completed telephone interviews
identified from a variety of databases (Indiana Society of
Association Executives, South Shore CVA, Directory Of
135 Associations).
state/regional events planned • Total survey sample of 720 contacts.
• Events include: state/regional meetings, summits conferences,
94 / 41 tradeshows, conventions, banquets, and galas, among others.
association / SMERF events
• Completed 103 telephone interviews with planners representing
more than 135 events.
53%
overall positive response rate • Approximately 53 percent of survey respondents (71 events)
expressed positive interest for one or more future events.

370 / 4,000 • Of those 71 interested events, attendance averages 370 delegates

and 70 exhibitors.
average / maximum delegates attending
• More significant interest shown by SMERF event planners relative
21,900 SF / 35,500 SF to state/regional association planners. Indiana market is primarily
contiguous / total sellable space size required to oriented around Indianapolis due to its central location.
accommodate 95 percent of identified market • Fifty-eight percent of events feature a defined rotational pattern
when choosing host sites.
120 / 500 • Thirty percent of interested planners envision utilizing a Lake
average/maximum number of hotel rooms County Convention Center once or more per year, 36 percent would
required host there at least every four years.
• Interested events required an average of 7,000 square feet of
contiguous event space, and 95 percent of potential market share
could be accommodated by 25,000 square feet of contiguous space.

79
5. MARKET DEMAND: Surveys – State/Regional Events
State and regional organization planners were asked to indicate the likelihood of their organization using a Lake County Convention Center, assuming it and the area’s
hotel inventory meets the needs of their event(s). The overall positive interest by respondents in rotating one or more events to Lake County if sufficient facility space
and hotel inventory existed is 53 percent. Specifically, 11 percent indicated their group would "definitely" hold an event in Lake County, 17 percent "likely", 24 percent
"possibly”, 31 percent "not likely”, and 16 percent "definitely not". The exhibit to the right provides more specific insight as to interest shown by planners of
state/regional professional association events and planners of SMERF (Social, Military, Education, Religious and Fraternal) events. Just under half of interviewed
association event planners expressed positive interest in a potential new Lake County Convention Center, while nearly two-thirds of interviewed SMERF event planners
were interested.
ASSOCIATION EVENTS

ALL EVENTS # of Events % of Events Positive Response

Definitely 4 4%
# of Events % of Events Positive Response Likely 15 16%
Possibly 25 27% 47%
Not Likely 32 34%
Definitely 15 11% Definitely Not 18 19%

Likely 23 17%
Possibly 33 24% 53% SMERF EVENTS

Not Likely 42 31% # of Events % of Events Positive Response

Definitely Not 22 16%
Definitely 11 27%
Likely 8 20%
Possibly 8 20% 66%
Not Likely 10 24%
Definitely Not 4 10%

80
 5. MARKET DEMAND: Surveys – State/Regional Events
As presented in the exhibit, Lake County’s overall positive response percentage
Past CSL State/Reg. (“definitely,” “likely,” and “possibly”) of 53 percent is higher than the average of the similar
study surveys conducted. To better assess these variations, a formula was developed to
Telephone Surveys consider the “strength of interest,” whereby a weighting system is applied to positive
61 Comparable Markets responses. Using this method, Lake County again measures above the average of all
surveys included in this comparison in terms of its “strength of interest” score (2.45
versus an average survey score of 2.26 and a median score of 2.04).

ASSOCIATION
ALL EVENTS

Survey respondents who expressed positive interest in a potential new Lake County

High metric
Low metric
AVERAGE

MEDIAN
SMERF
Convention Center were also asked to estimate how often they believed their events would
use the space. As shown below, nearly 38 percent of respondents would utilize the Center
at least once per year, while 37 percent would frequent the space once every two to four
years.
Estimated Frequency of Use
Lake County

Interest Levels:
Definitely Use 11% 4% 27% 10% 10% 0% 33%
Once per year 29%
Likely Use 17% 16% 20% 13% 13% 3% 29%
Possibly Use 24% 27% 20% 28% 28% 9% 44% Once every three
Not Likely Use 31% 34% 24% 25% 25% 7% 48% or four years 24%
Definitely Not Use 16% 19% 10% 23% 23% 0% 48%
Once every other
Positive 53% 47% 66% 52% 51% 21% 86% year 13%
Strength of Interest 2.45 1.76 4.05 2.26 2.04 0.54 4.50 Once every five or
more years 9%
*Population Basis 1.23 1.23 1.23 1.09 0.89 0.38 3.25
More than once
Demand Index per year 9%
3.01 2.15 4.97 2.39 2.08 0.54 7.82

81
 5. MARKET DEMAND: Surveys – State/Regional Events
Reasons for Not Considering Lake County
Event planners who indicated that they would not likely use a
potential new convention/expo center in Lake County were asked
to expand on their reasons. Based on survey results, reasons for
Too Far from not likely rotating to Lake County for a future event varied among
Membership 36% respondents. A summary of the reasons for not choosing Lake
County are illustrated in the adjacent exhibit.

Most cited reasons for organizations having negative interest

Non-Central 32% include preference for the distance between Lake County and an
event’s attendee base, the fact that Lake County is not in the
middle of the state of Indiana, the event frequents one facility or
Frequent One Venue market, and preference for more urban destinations with
or Area 15% response rates of 36 percent, 32 percent, 15 percent and 9 percent
respectively.

Preference for Urban

Destinations 9%

Other 6%

Outside of
Jurisdiction 4%

Source: CSL State/Regional Organization Survey 2018.

82
 5. MARKET DEMAND: Surveys – State/Regional Events
Largest Contiguous Space Multipurpose Space (Exhibit + Ballroom Space)

50,000 54,000
All All
48,000
40,000 Association
42,000 Association
SMERF 36,000 SMERF
Square Feet

Square Feet
30,000
30,000
24,000
20,000
18,000
10,000 12,000
6,000
- -
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%

5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
Meeting Space Total Sellable Space

18,000 72,000
All All
16,000
Association 60,000 State/Regional
14,000
SMERF SMERF
12,000 48,000
Square Feet

Square Feet
10,000
36,000
8,000
6,000 24,000
4,000
12,000
2,000
- -
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
5%

100%

10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
5%

100%
Source: CSL Surveys, 2018.

83
 5. MARKET DEMAND: Surveys – State/Regional Events
Attendance (All Respondents) Attendance (Positive Respondents)

5,000 4,000
Delegates Delegates
4,500 3,600
4,000 Exhibitors Exhibitors
3,200
3,500 2,800
Attendees

3,000

Attendees
2,400
2,500 2,000
2,000 1,600
1,500 1,200
1,000 800
500 400
- -
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%

5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
Peak Hotel Rooms Peak Hotel Rooms within a Single Property

500
450 All 440
All
Association 400
400
360 Association
350 SMERF
320
Hotel Rooms

300 SMERF

Hotel Rooms
280
250 240
200 200
150 160
100 120
50 80
- 40
-
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
5%

100%

5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
Source: CSL Surveys, 2018.

84
5. MARKET DEMAND: Surveys – State/Regional Events
As shown in the exhibit, if we were to assume that all the state and regional groups with exhibits that are interested in Lake County were willing to use a 50,000-square
foot exhibit hall within a potential new convention center, this space could technically be able to accommodate 100 percent of the measured market. However, it is
important to recognize that many of these groups have concurrent space needs and many require a ballroom/banquet hall for food functions and/or general assemblies.

With the loss of the Radisson, the market now lacks a traditional hotel and convention center product. Therefore, the development of such a facility that incorporates
the sizing requirements below would significantly enhance Lake County’s market capture in the event industry.

Lake County State/Regional Market Capture

20% 30% 40% 50% 60% 70% 80% 90% 100%

Exhibit Space 0 0 0 900 3,000 4,600 7,800 14,800 50,000

Ballroom Space (exhibition) 1,500 1,500 2,200 3,000 3,800 4,500 6,000 7,500 30,000

Exhibit + Ballroom Space 1,500 2,300 3,200 5,000 7,200 10,300 13,300 21,700 53,800

Largest Contiguous Space 1,500 2,300 3,000 3,600 5,200 7,400 10,000 15,000 50,000

Meeting Space 200 1,200 1,500 2,600 3,300 4,500 5,300 7,100 18,000

Total Event Space 2,500 4,500 5,100 8,700 11,700 15,900 18,500 25,500 71,800

Rooms w/in ½-Mile od Convention Ctr. 10 40 50 80 100 150 230 300 500

Hotel Rooms at HQ Hotel Property 10 10 30 40 50 60 90 140 500

Source: CSL Surveys, 2018.

85
5. MARKET DEMAND: Surveys – State/Regional Events
Rotating national events typically have specific preferences and/or requirements with regard to the months in which their event(s) occur. Likewise,
associations typically have a rotational policy that allows the event to return to a specific location only after a certain period of time. The exhibit below
presents the seasonality patterns, by season, for those state/regional events that represent the primary event market demand for Lake County. For purposes
of comparison, we have also broken out the different seasonality patterns of association and SMERF events.

As presented, seasonal preference among state/regional groups with an interest in Lake County follow a pattern somewhat standard in the industry,
specifically with regard to the strong demand in the spring and fall months. SMERF business typically plans events during the summer months, while
association events peak in activity during the fall.

Seasonality of Events (by Event Type)

100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Winter (December - February) Spring (March - May) Summer (June - August) Fall (September - November)

ALL ASSOCIATION SMERF

Source: CSL Surveys, 2018.

86
5. MARKET DEMAND: Surveys – State/Regional Events
For purposes of comparison, we have also presented the month-by-month seasonality of potential events along with the average hotel occupancy rate for the
Lake County hotels, by month, from 2013 through 2017. As shown, Lake County experiences lows in hotel occupancy during the period spanning the late fall
through early spring, while state/regional event activity peaks in Lake County shoulder months of May, September and October.

This demonstrates that developing a Lake County Convention Center could improve hotel performance during the spring and fall months.

Seasonality of Events (All Events)

Event Seasonality Average NWI Hotel Occupancy

25% 90%
20% 80%
20% 18% 70%
14% 60%
15%
11% 11% 50%
10% 10% 10% 40%
10% 8% 8%
7% 30%
4% 20%
5%
10%
0% 0%
ay
y

ri l
ch

r
st
y

r
ne

ly

r
r

be

be
be
ar

be
ar

Ju

gu
Ap

M
ar

Ju
nu

ru

em

m
em

to
Au
M

Oc
b

ce
Ja

ov
pt
Fe

De
Se

N
Note: Average Lake County Hotel Occupancy represents average hotel occupancy during the period between January 2013 and September 2017.
Source: CSL Surveys, 2018.

87
5. MARKET DEMAND: Surveys – State/Regional Events
The exhibit on the left shows the facilities used by the surveyed groups that have previously held their event(s) in Northwest Indiana, and where they held their event(s).

Of the surveyed groups, 46 percent had previously used Northwest Indiana facilities for their event(s), while 54 had not. Facilities previously used by the surveyed groups
include the Radisson Merrillville and the Blue Chip Casino. Thirty-nine percent of respondents used an array of other local event facilities, including Avalon Manor and
the Star Plaza Theatre.

Information was collected via the survey pertaining to the rotational pattern of state/regional events (shown on the right). Fifty-eight percent of events surveyed events
indicated that they follow a defined pattern when selecting a host site. A third of respondents stay in central Indiana (around Indianapolis), 22 percent are more regional
in nature and travel to different states year by year, 17 percent follow some type of “north-south” or “east-west” pattern throughout the state of Indiana, 16 percent go to
the same location year after year, and 12 percent follow some other type of rotational pattern.

88
5. MARKET DEMAND: Surveys – State/Regional Events
The exhibit below shows a breakdown of survey respondent requirements of an attached headquarter hotel or a hotel property within three blocks of a potential Lake
County convention center, as well as the number of hotel properties they are willing to use to accommodate their event. The survey data, with 49 percent of positive
respondents requiring a headquarters hotel and 38 percent indicating strong preference given to venues with a headquarter hotel, strongly suggest that most of Lake
County’s potential state and regional event market would be lost without an appropriate headquarters hotel that is attached, adjacent or within very close walking distance
to the convention center. Further, 43 percent of the potential state and regional organization market capture for Lake County requires housing their entire room block
within one hotel property, while 57 percent of the market would be willing to assemble a room block in more than one hotel.

Headquarter Hotel Requirement Number of Properties Willing to Use Hotel Preferences/Recommendations

Preference for
Low to 22%
One 100%
Not Moderate Rates
Required Fine with Select
13% Service 19%

Up to Two 57% Full-Service

Required Required 15%
49%
Preferred Meeting Space
38% Up to Three 28% w/in Hotel 7%

Brand-specific 6%
Four or
More 6%
No Preference 33%
Source: CSL State/Regional Organization Survey 2018.

89
 5. MARKET DEMAND: Surveys – State/Regional Events
State/regional event planners were also asked open-ended questions pertaining to preferences they have for amenities at a potential convention venue, as well as
the importance of specific attractions in the Lake County area. The exhibits below display the most important amenities for state/regional event organizers when
considering event venues.

We also asked state/regional event planners what their impressions were of Lake County as a potential host market. As would be expected, a large percentage of
respondents (72 percent) were generally positive when describing the area. Nineteen percent indicated that their events have membership/attendee bases in the
area, while 16 percent reported that they were very familiar with the area.

Facility Preferences/Recommendations Destination Preferences/Recommendations Impressions of Lake County

Extensive A/V 28% Highways 39% Generally Positive 72%

Proximity to Amenities or Attractions 21% Strong Membership
Restaurants 37% 19%
Base
Ample Parking 13%
Shopping 27% Not Familiar with Area 16%
WiFi 11%
Back of House Storage Space 9% Nightlife 16% Far Away 9%
Easily Accessible 6% Other Proximity to Chicago
8% 7%
Quality Food Options 6%
Airport 8% Growing Area 7%
Gathering Spaces 4%
Downtown/Walkable District 6% Traffic Concerns 5%
Charging Stations 2%
Good Location for
Other 11% No Preference 25% 5%
Regional Events

Source: CSL State/Regional Organization Survey 2018.

90
5. MARKET DEMAND: Past Radisson Users Sub-Sample
Summary of Key Findings
18 • Completed detailed telephone interviews with 18 past users of the
completed phone interviews
closed Radisson Hotel at Star Plaza, representing 28 events that
had used the complex in the past.
28 • Sub-sample comprised of 12 state/regional association events and
past Radisson events 16 SMERF events.
• More significant interest shown by past Radisson users. Eighty-
89% nine percent expressed positive interest in using a potential new
positive response Lake County convention center, with 28 percent indicating they
would “definitely” use such a facility and 50 percent stating they
28% would “likely” use it.
definitely
• Interested events ranged from 80 to 1,000 total delegates, and
averaged approximately 375.
50%
likely • Interested events required between 1,500 and 30,000 square feet of
contiguous event space, and an average of 7,100 square feet of
11% contiguous event space.
possibly
• These same events require between 1,500 and 46,600 square feet
of total sellable space (average of 13,500 square feet).
375 / 1,000 • Hotel requirements vary from a minimum of ten sleeping rooms to
average / maximum delegate attendance a maximum of 450. In all, past Radisson users averaged a
requirement of approximately 165 sleeping rooms for the peak
13,500 SF / 46,600 SF night of their events.
average / maximum sellable space required

91
5. MARKET DEMAND: Past Radisson Users Sub-Sample
In an effort to provide recommendations to ensure a quality convention product, respondents from the past users sub-sample
were asked to provide detail regarding their past experiences using the event space at the Radisson, and what they would prefer
or require at a potential new Lake County Convention Center in order for the facility to be a host site for their event activity.
Highlights from these responses are listed below, segmented by subject area.

Issues with Size of Radisson Ballroom

• “Radisson’s ballroom was beginning to be confining before it closed. I think we need 15,000 square feet at this point.”
• “The main hall could be bigger. Seven-hundred people at round tables were beginning to feel crammed there.”
• “We are going have 800 or more attendees at South Bend next year, and I am not sure the Radisson would have
accommodated that.”
• “Our pool tournament could benefit from a 30,000-square foot contiguous space.”

Issues with Antiquated Facilities

• “I think the state of the facilities actually made us look at newer convention centers and casinos around the state.”
• “A new convention center should be attached to a higher quality hotel property.”
• “The Radisson had no real back of house storage for tradeshows. That really limited its market capture.”
• “It was old and run down.”

Highly Supportive of a New Facility

• “We would love to see a bigger facility and it would be nice if it was close to Interstate 65 &30.”
• “It was a great facility, now they absolutely need space in Lake County.”
• “We are going to miss that place, we've thought about going to a casino with attached hotel.”
• “If they were to build a ballroom or exhibit hall that is double the size of what they had at the Radisson, then I think we would
consider bringing two or three of our events to Lake County per year (instead of just one).”

92
5. MARKET DEMAND: Conclusions
Based on interviews of meeting/event planners, which includes corporate/independent meeting planners, state/regional association and SMERF event planners, and key
past users of the Radisson Hotel at Star Plaza, we have made the following observations and preliminary recommendations:
• Given Lake County’s local market characteristics and the event profiles of other comparable convention facilities in similar markets, it is believed that the primary
non-local event markets for a convention center in Lake County would be events hosted by state and regional groups, in addition to corporate and other types of event
activity from the Chicago/Northwest Indiana greater metropolitan area and throughout the state of Indiana. This demand represents an opportunity to enhance and
diversify demand for hotel room nights, inject new spending into the region and introduce Lake County to a wide array of event attendees unfamiliar with the area.

• Overall, survey results suggest that the level of unmet demand from rotating state and regional convention and conference markets is moderate to strong. Existing
Lake County convention and event facilities are unable to accommodate the majority of state/regional markets that are interested in the Lake County destination.

• With the loss of the both the Star Plaza and the Radisson Hotel at Star Plaza, significant local demand exists for an event space that could accommodate a number of
civic gatherings and local consumer shows, as well as small meetings, banquets, and receptions. These and other events have been forced to look for space at
venues outside of Lake County or within sub-optimal event venues within Lake County.

• Based on survey results and experience with past projects, demand would suggest an opportunity for 55,000 to 75,000 square feet of sellable space with a 35,000 to
45,000 contiguous exhibition hall. For optimal market capture, the Center would need to be attached to a 225- to 275-room hotel property (assuming a 70 percent
committable room block rate from the hotel for convention center events) and be in close proximity to approximately 400 to 450 committable hotel rooms.

• Should White Lodging develop any new hotel & conference center product to replace the closed Radisson Hotel, the market opportunity for a new convention center
may be impacted. The impact of such a development could either be favorable or unfavorable for a potential new Lake County convention center project, depending on
a variety of factors/issues.

• Key challenges of the Lake County destination (and a primary reason for non-local event planners’ disinterest) include its non-centralized location (within the state)
and the number of event planning groups are primarily oriented in and around the Indianapolis metropolitan area.

• Based on responses of potentially interested event organizers, it will be important to position a new convention center in Lake County with strong highway/
transportation access, and near restaurants and nightlife options.

93
6. PROGRAM ANALYSIS

94
6. PROGRAM ANALYSIS: Market Supportable Program
Alignment of Facility with Event Types

The market supportable program represents Flat Floor / Business-Focused

a convention center facility that would be 1. CONVENTION CENTER SPACE Conventions (with exhibits)
Conventions (without exhibits)
optimized in terms of size and finish to (70,000 SF sellable, approx. 145,000 Gross SF) Tradeshows
Public/Consumer Shows
address the majority of Lake County and A. Exhibit Hall: Conferences
Northwest Indiana’s measured market • 40,000 SF subdividable, column-free,
Meetings
Banquets
demand and to maximize economic impacts. concrete floor Receptions
Meetings
• 30 to 35-foot ceiling height, utility floor Civic meetings/assemblies
Based on the previous analyses undertaken,
grids, state-of-the-industry loading/access Entertainment / Spectator-Focused
key aspects of a market supportable facility Concerts (touring)
program for a potential Lake County B. Ballroom: Concerts (local/community)
Family Shows
convention center are presented to the • 17,000 SF subdividable, column-free, Ice Shows
immediate right. carpeted, upscale Boxing/MMA
Professional/Minor League Sports (tenant)
• 25 to 30-foot ceiling height Professional/Minor League Sports (exhibitions)
Rodeos
The exhibit to the far right presents a visual C. Breakout Meeting Rooms: Tractor Pulls / Motocross
representation of how the assumed Broadway/Musicals
• 13,000 SF of breakout meeting space, Theatricals/Plays
convention center program would align with Opera
subdividable, carpeted, upscale Ballet / Dance Productions
the typical product requirements and
preferences of variety event types. Entertainment/Leisure / Participant-Focused

Convention center space, such as that 2. OTHER REQUIREMENTS Basketball tournaments, camps/clinics
Volleyball tournaments, camps/clinics
suggested for a Lake County project, is • Headquarters Hotel: Gymnastic meets, camps/clinics
Wrestling meets, camps/clinics
typically the most versatile facility product in attached/adjacent 225-room or larger full-service Cheer/dance competitions, camps

the event industry—hosting a wide diversity of hotel with national brand Futsal tournaments, clinics
Table tennis tournaments
event types and customer/attendee bases. • Primary Supporting Hotel Rooms: Indoor soccer tournaments, camps/clinics
Pickleball tournaments, camps/clinics
400 or more quality hotel rooms within walking Open recreation
Civic events
distance Festivals/fairs
Graduations/commencements
• Secondary Supporting Hotel Rooms: Cultural/heritage events
700 or more quality hotel rooms within ½ mile Legend:
Strong alignment with facility =
Moderate alignment with facility =
Weak alignment with facility =

95
6. PROGRAM ANALYSIS: Hypothetical Building Program
Facility Type
Lake County, Indiana
The estimated potential convention center market- Multipurpose exhibit, ballroom, and breakout meeting space
indicated facility program is tied closely to the unique Upscale, high-level of finish, concrete floor exhibit space, carpeted ballroom & meeting space
Physically-attached or adjacent to a headquarters hotel (full service, minimum of 225 rooms)
characteristics of the Lake County and Northwest
Indiana market. The resulting market indicated Sellable Space Area (sf) Comment
building program focuses on the levels of sellable Exhibit Hall 40,000 concrete floor, 30-35' clear height, column free, subdivisible
Ballroom 17,000 carpet floor, 20-25' clear height, column free, subdivisible
space that would be necessary to accommodate carpet floor,
Breakout Meeting Rooms 13,000
potential measured convention, conference, meeting, Subtotal Sellable Space 70,000
subdivisible

exhibition, entertainment and special event demand.

Support Space Area (sf) Comment
Prefunction Space/Circulation 40% of 70,000 = 28,000
A hotel-attached or adjacent convention center Loading, Service & Storage 18% of 70,000 = 12,600
offering 70,000 square feet of sellable space has been Restrooms 10% of 70,000 = 7,000
assumed. The nature of the space is assumed to be Vertical Circulation 7% of 70,000 = 4,900
Food Service 12% of 70,000 = 8,400 Kitchen, pantries, concessions
consistent with multipurpose exhibit, ballroom and Administration Space 8% of 70,000 = 5,600
meeting space offered in modern, state-of-the- Building Support 10% of 70,000 = 7,000
Subtotal Support Space 105% of 70,000 = 73,500
industry convention centers in other markets.
Building Summary Area (sf) Comment
Sellable Space 70,000
Support Space 73,500
Total Building Area 143,500

Minimum Building Footprint Area (sf) Comment

Largest Contiguous Function Space 40,000
Prefunction Space/Circulation 55% of 28,000 = 15,400
Loading, Service & Storage 80% of 12,600 = 10,080
Restrooms 55% of 7,000 = 3,850
Vertical Circulation 150% of 4,900 = 7,350
Food Service 25% of 8,400 = 2,100
Administration Space 0% of 5,600 = 0
Building Support 55% of 7,000 = 3,850
Minimum Building Footprint 82,630
Remainder of Built Space (second level) 60,870
Total Building Area 143,500

96
7. SITE/LOCATION ANALYSIS

97
6. SITE ANALYSIS: Site Selection Criteria & Issues
As important as size and configuration, the location and site of a convention facility can have a significant impact on the facility’s
operational success and its ability to generate new visitation and associated economic impact in a host community. As part of
the overall evaluation of a potential convention center in Lake County, an assessment of potential site/locations within Lake
County was conducted to determine what general areas might be best suited as a host site/location for a convention center.

In general, a large number of characteristics and factors are typically important when evaluating the attractiveness of site
locations. These include:

1. Proximity to quality full-service hotel inventory

2. Proximity to other supporting select / focused service hotel inventory
3. Ability to leverage existing facility investment / infrastructure
4. Requirements / preferences of private partner (if applicable)
5. Size, cost and ownership complexity of site
6. Proximity to restaurants, retail, nightlife, entertainment
7. Pedestrian-friendly walking environment
8. Parking availability
9. Ingress / egress
10. Site visibility
11. Synergy with other public sector development initiatives / master plans
12. Compatibility with surroundings
13. Other considerations

For a convention center project, proximity to quality hotel inventory is the single most important factor. Without a sizeable,
quality hotel property that is attached or adjacent, a convention center will be extremely limited in its ability to attract non-local
conventions, conferences and tradeshows. Without this type of hotel support, the convention center will function more as a
“local” venue, such as a community center or civic center. Given the nature of the Lake County destination and its lack of a
traditional downtown central business district (offering a pedestrian-friendly environment with walkable restaurants, bars,
nightlife, entertainment, retail with character, etc.), the importance of planning for mixed-use development in a larger district
containing the convention center will likely be greater with any Lake County’s site.

98
6. SITE ANALYSIS: Methodology & Selection Criteria
Throughout the study process, with the assistance of the Study Committee and through the research and community outreach process, a large number of site/location
ideas were forwarded to the project team. It was apparent that the large number of possible sites/locations that were initially cataloged were widely varied in terms of
their suitability and strengths as a host site for any new convention center project. In fact, many of them were considered to have one or more fatal flaws that should
remove them from consideration. As such, a first step in the analysis was to establish a set of Qualifying Criteria (considering the 13 important criteria listed on the
previous page) that would remove prospective site/locations possessing fatal flaws or important weaknesses from the final analysis. In order to advance to the final site
analysis step, each of cataloged site/location ideas must pass/meet each of the following four Qualifying Criteria:

1. Size of contiguous site area must be at least 10 acres. Pursuant to the market supportable building program identified previously in this report, a potential Lake
County convention center would require a minimum of ten acres to accommodate the building footprint, ingress/egress, parking and landscaping. Any smaller site
would likely sacrifice a portion of the building’s event space and/or parking, likely resulting in reduced marketability and performance.

2. Site must be located within a 10-minute drive of quality existing hotel supply. For a convention center project, proximity to quality hotel inventory is the single most
important external factor. Even if a new headquarters hotel is developed, additional supply will be required to accommodate convention center-related room nights.
Without a sizeable hotel room inventory nearby, a new convention center will be extremely limited in its ability to attract non-local conventions and tradeshows.

3. Site must be situated along a major north/south or east/west interstate or highway. The accessibility of a convention center via passenger vehicle is critical to event
planners of local, state and regional event activity—particularly for a driven-in destination such as Lake County. This simplifies the directions to the potential facility
and also enables event attendees to more easily navigate the destination and explore its restaurants, shopping and/or nightlife.

4. Site must be located within a hour’s drive of Chicago (during non-rush hour periods). A significant opportunity for any new convention center product in Lake County
is to leverage proximity to the greater Chicago marketplace. As highlighted previously in this report, Chicago area-based independent and corporate meeting
planners expressed significant interest in a potential Lake County convention center, though many interviewed stressed the importance locating the facility within a
close driving distance of the city. In general, it is often seen that the closer a convention facility is to concentrated populations of events, exhibitors and attendees, the
stronger its utilization, occupancy, and financial and economic performance.

Fundamentally, the Qualifying Criteria limit consideration of sites/locations to the northern half of the Lake County and those in or near established areas of commerce.
Based on industry best practices and our experience with project throughout the country, this is logical and appropriate, given the significantly higher concentration of
visitor amenities (including the ability to leverage multiple proximate hotel properties), population base (in-county and regional), and transportation accessibility in
north County relative to south County.

99
6. SITE ANALYSIS: Identified Site/Location Finalists
Site Site With the assistance of the Study Steering Committee, background
ID Name and physical characteristic information for each of the nine
remaining site/location finalists, and their likely parcel assemblage,
was collected and reviewed. Each of these site/locations had been
A Hammond I-94 & US41 previously viewed/visited by the project team during Lake County
tours. They are presented and identified in no particular order.
D
B Kennedy Ave & I-94
The exhibit to the left presents an overview of the nine site/location
finalists. The slides on the following pages provide more in-depth
C
C Hammond I-90 & US12
detail regarding each site, including illustrations of the sites and
their acreage, ownership status, and strengths/challenges as they
H D Majestic Star relate to the convention/visitor industry.
A B
E Century Mall Weighted site evaluation criteria were developed and each of the
sites has been subjectively ranked according to relative strength.
F Radisson/Star Plaza The resultant scores were then summed and a ranking was
established for the sites/locations in order of preference. This
scoring matrix and results are shown following the individual
G Crown Point I-65 overviews of each site/location finalist.
I
H Gary IU Northwest It is suggested that additional analyses be conducted with regard to
F
E site acquisition/preparation costs and unique costs associated with
I Hobart Silverstone architectural and engineering requirements, traffic, infrastructure
and other related concerns prior to final site selection.

Source: Local NWI Stakeholders, 2018

100
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE A: Hammond I-94 & US41
City: Hammond
Acreage: ~10 acres
Ownership: Private

D Site Strengths • Proximity to existing hotel properties

• Easy access to/from I-80
C
• Parcel size could accommodate convention center, parking,
I
ingress/egress, etc.

B • In relative proximity to downtown Chicago

A

Site Challenges • Parcel does not offer sufficient space to accommodate additional
mixed-use/hospitality development
• Walkability of site somewhat limited; vehicle transportation
H
necessary to access much of surrounding infrastructure
F • Suburban retail big box atmosphere does not offer unique
E
destination appeal
• Limited expansion opportunities
• Would require a development of headquarters hotel
G

Source: Local NWI Stakeholders, 2018

101
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE B: Kennedy Ave & I-94
City: Hammond
Acreage: ~25 acres
Ownership: Board of Park Commissioners of Hammond

D
4 Site Strengths • Proximity to existing hotel properties
• Easy access to/from I-94
C
3
• Parcel size could accommodate convention center, parking,
8I
ingress/egress, etc.

B • In relative proximity to downtown Chicago

A
• Potential water bridge connection to land to south
• Publicly-held parcel

Site Challenges • Walkability of site somewhat limited; vehicle transportation

necessary to access much of surrounding infrastructure
• Lack of existing development
H
9
F
6 • Proximity to wetlands
E
5
• Site preparation may be costly
• Would require a development of new headquarters hotel

G
7

Source: Local NWI Stakeholders, 2018

102
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE C: Hammond I-90 & US12
City: Hammond
Acreage: ~300 acres
Ownership: Private/State of Indiana/Hammond Land Reclamation Corp

D
Site Strengths • Easy access to/from I-90
C • In relative proximity to downtown Chicago
• Parcel size could accommodate convention center, parking,
H
ingress/egress, etc.
A B
• Enough available space for future expansion and/or
complimentary development opportunities
• Included in existing TIF district

Site Challenges • Nearly a ten minute drive to nearest hotel room supply
• Lack of commercial development and hospitality amenities in the
I area surrounding parcel
F • Walkability of site somewhat limited; vehicle transportation
E
necessary to access much of surrounding infrastructure
• Lack of existing development
• In close proximity to residential area
G
• Would require development of a new headquarters hotel

Source: Local NWI Stakeholders, 2018

103
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE D: Majestic Star
City: Gary
Acreage: ~65 acres
Ownership: Private (Majestic Star Casino)

D
Site Strengths • Existing potential headquarter hotel property

C • Parcel size could accommodate convention center, parking,

ingress/egress, etc.
H • Potential for significant destination appeal (casino,
B entertainment, waterfront)
A
• Included in existing TIF District

Site Challenges • Lack of additional hotel support beyond room supply offered at
Majestic Star
• Walkability of site somewhat limited; vehicle transportation
I necessary to access much of surrounding infrastructure
F
E • Lack of nearby visitor amenities outside of casino/hotel
• Would require negotiated public/private partnership with
casino/hotel

Source: Local NWI Stakeholders, 2018

104
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE E: Century Mall
City: Merrillville
Acreage: ~25 acres
Ownership: Private

D Site Strengths • Proximity to largest concentration of hotel properties in County

• Proximity to existing restaurant and retail options
C
• Easy access to/from I-65 and Route 30
H • Parcel size could accommodate convention center, parking,
B ingress/egress, etc.
A
• Enough available space for future expansion and/or
complimentary development opportunities
• Included in existing TIF District

Site Challenges • Walkability of site somewhat limited; vehicle transportation

necessary to access much of surrounding infrastructure
I
F • Lack of existing nightlife and/or entertainment venues
E
• Suburban mall atmosphere does not offer unique destination
appeal
• Would require removal of existing structures
G • Would require development of a new headquarters hotel
• Distance from downtown Chicago
Source: Local NWI Stakeholders, 2018

105
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE F: Radisson/Star Plaza
City: Merrillville
Acreage: ~25 acres
Ownership: Private

D Site Strengths • Proximity to largest concentration of hotel properties in County

• Proximity to existing restaurant and retail options
C
• Easy access to, and highly visible from, I-65 and Route 30
H • Site already widely recognized by state and regional event market
A B • Parcel size could accommodate convention center, parking,
ingress/egress, etc.
• Opportunity to leverage planned new full-service hotel product
• Enough available space for future expansion and/or
complimentary development opportunities

Site Challenges • Walkability of site somewhat limited; vehicle transportation

I necessary to access much of surrounding infrastructure
F • Lack of existing nightlife and/or entertainment venues
E
• Suburban mall atmosphere does not offer unique destination
appeal
• Would require negotiated public/private partnership
G
• Distance from downtown Chicago

Source: Local NWI Stakeholders, 2018

106
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE G: Crown Point I-65
City: Crown Point
Acreage: ~275 acres
Ownership: Private/City of Crown Point

D
Site Strengths • Easy access to/from I-65
C • Parcel size could accommodate convention center, parking,
ingress/egress, etc.
H
• Enough available space for future expansion and/or
A B complimentary development opportunities
• Included in existing TIF district

Site Challenges • Walkability of site limited; vehicle transportation necessary to

I access much of surrounding infrastructure
F • Lack of existing development
E
• Suburban atmosphere does not offer unique destination appeal
• Distance from downtown Chicago
• Would require development of a new headquarters hotel
G

Source: Local NWI Stakeholders, 2018

107
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE H: Gary IU Northwest
City: Gary
Acreage: ~460 acres
Ownership: City of Gary

D
Site Strengths • Easy access to/from I-65
C • Parcel size could accommodate convention center, parking,
ingress/egress, etc.
H • Enough available space for future expansion and/or
A B complimentary development opportunities
• Publicly held parcel

Site Challenges • Nearly a five minute drive to nearest hotel room supply
• Lack of commercial development and hospitality amenities in the
area surrounding parcel

I • Walkability of site somewhat limited; vehicle transportation

F necessary to access much of surrounding infrastructure
E
• Lack of existing development
• In close proximity to residential areas
• Distance from downtown Chicago
G
• Would require development of a new headquarters hotel

Source: Local NWI Stakeholders, 2018

108
6. SITE ANALYSIS: Overview of Potential Site/Locations
Site Name: SITE I: Hobart Silverstone
City: Hobart
Acreage: ~200 acres
Ownership: Private/City of Hobart

D
Site Strengths • Proximity to largest concentration of hotel properties in County
• Proximity to existing restaurant and retail options
C • Easy access to/from I-65 and Route 30
• Parcel size could accommodate convention center, parking,
H
ingress/egress, etc.
A B
• Enough available space for future expansion and/or
complimentary development opportunities

Site Challenges • Walkability of site somewhat limited; vehicle transportation

necessary to access much of surrounding infrastructure
• Lack of existing development
I • Suburban mall atmosphere does not offer unique destination
F appeal
E
• Distance from downtown Chicago
• Would require development of a new headquarters hotel

Source: Local NWI Stakeholders, 2018

109
6. SITE ANALYSIS: Site Matrix Analysis (overall)
SITE A SITE B SITE C SITE D SITE E SITE F SITE G SITE H SITE I
Site Hammond I-94 & US41 Kennedy Ave & I-94 Hammond I-90 & US12 Majestic Star Century Mall Radisson/Star Plaza Crown Point I-65 Gary IU Northwest Hobart Silverstone
Owner Private City of Hammond Private/Public Private Private Private Private/Public City of Gary Private/Public

Site Size (in acres) 10 25 300 65 25 25 275 460 200

Site Elements Weight Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating
Site Suitability (29%) 50
Acreage for Optimized Program Configuration 10 30 3 50 5 50 5 50 5 50 5 50 5 50 5 50 5 50 5
Acreage for Future Expansion 5 5 1 20 4 25 5 25 5 20 4 15 3 25 5 25 5 25 5
Acreage for Additional Onsite Complementary Development 4 4 1 16 4 20 5 20 5 12 3 20 5 20 5 20 5 20 5
Attractiveness of the Site to Event Planners & Attendees 6 12 2 24 4 18 3 24 4 18 3 24 4 18 3 12 2 18 3
Drainage / Wetlands / Flooding Characteristics 2 6 3 4 2 4 2 4 2 10 5 10 5 6 3 6 3 6 3
Environmental Issues 2 10 5 4 2 4 2 4 2 10 5 10 5 6 3 6 3 6 3
Land Acquisition Costs 3 3 1 9 3 12 4 6 2 6 2 6 2 12 4 15 5 12 4
Inclusion in Existing TIF District 3 3 1 3 1 15 5 15 5 15 5 3 1 15 5 3 1 3 1
Single vs Multiple Land Parcels 2 10 5 10 5 6 3 8 4 4 2 6 3 4 2 6 3 4 2
Magnitude of Necessary Infrastructure Improvements 3 9 3 6 2 6 2 9 3 9 3 15 5 6 2 6 2 6 2
Local Accessibility 2 10 5 10 5 6 3 4 2 10 5 10 5 6 3 6 3 8 4
Visibility 3 15 5 15 5 12 4 12 4 15 5 15 5 9 3 9 3 9 3
Regional Accessibility 5 20 4 20 4 20 4 15 3 20 4 20 4 15 3 15 3 20 4

Hotel Availability (43%) 75

Headquarters Hotel 30 30 1 30 1 30 1 90 3 30 1 150 5 30 1 30 1 30 1
Quality Hotel Rooms Within Walking Distance 30 60 2 60 2 30 1 30 1 60 2 150 5 30 1 30 1 60 2
Quality Hotel Rooms Within One Mile 15 75 5 75 5 15 1 30 2 75 5 75 5 30 2 15 1 75 5

Other Visitor Amenity Availability (20%) 35

Proximity to Restaurants/Bars 17 34 2 34 2 17 1 34 2 68 4 68 4 34 2 17 1 17 1
Proximity to Shopping/Retail 10 30 3 30 3 10 1 10 1 40 4 40 4 20 2 10 1 10 1
Proximity to Entertainment/Attractions 6 12 2 12 2 6 1 24 4 12 2 12 2 6 1 6 1 6 1
Proximity to Public Transit 2 4 2 4 2 4 2 2 1 6 3 6 3 4 2 4 2 4 2

Community Surroundings (9%) 15

Compatibility with Neighborhood 5 10 2 10 2 10 2 10 2 25 5 25 5 10 2 10 2 10 2
Synergy with Surroundings/Setting 4 8 2 8 2 8 2 12 3 16 4 16 4 8 2 8 2 8 2
Opportunity for Induced Economic Development 4 8 2 20 5 20 5 12 3 16 4 16 4 20 5 20 5 20 5
Socioeconomic Characteristics of Population 2 8 4 8 4 8 4 4 2 8 4 8 4 8 4 4 2 4 2

Total Weighting (100%) 175

TOTAL SCORE 416 482 356 454 555 770 392 333 431
SITE RANK 6 4 8 5 2 1 7 9 3

110
6. SITE ANALYSIS: Site Matrix Analysis (no hotel criteria)
SITE A SITE B SITE C SITE D SITE E SITE F SITE G SITE H SITE I
Site Hammond I-94 & US41 Kennedy Ave & I-94 Hammond I-90 & US12 Majestic Star Century Mall Radisson/Star Plaza Crown Point I-65 Gary IU Northwest Hobart Silverstone
Owner Private City of Hammond Private/Public Private Private Private Private/Public City of Gary Private/Public
Site Size (in acres) 10 25 300 65 25 25 275 460 200

Site Elements Weight Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating Score Rating
Site Suitability (29%) 50
Acreage for Optimized Program Configuration 10 30 3 50 5 50 5 50 5 50 5 50 5 50 5 50 5 50 5
Acreage for Future Expansion 5 5 1 20 4 25 5 25 5 20 4 15 3 25 5 25 5 25 5
Acreage for Additional Onsite Complementary Development 4 4 1 16 4 20 5 20 5 12 3 20 5 20 5 20 5 20 5
Attractiveness of the Site to Event Planners & Attendees 6 12 2 24 4 18 3 24 4 18 3 24 4 18 3 12 2 18 3
Drainage / Wetlands / Flooding Characteristics 2 6 3 4 2 4 2 4 2 10 5 10 5 6 3 6 3 6 3
Environmental Issues 2 10 5 4 2 4 2 4 2 10 5 10 5 6 3 6 3 6 3
Land Acquisition Costs 3 3 1 9 3 12 4 6 2 6 2 6 2 12 4 15 5 12 4
Inclusion in Existing TIF District 3 3 1 3 1 15 5 15 5 15 5 3 1 15 5 3 1 3 1
Single vs Multiple Land Parcels 2 10 5 10 5 6 3 8 4 4 2 6 3 4 2 6 3 4 2
Magnitude of Necessary Infrastructure Improvements 3 9 3 6 2 6 2 9 3 9 3 15 5 6 2 6 2 6 2
Local Accessibility 2 10 5 10 5 6 3 4 2 10 5 10 5 6 3 6 3 8 4
Visibility 3 15 5 15 5 12 4 12 4 15 5 15 5 9 3 9 3 9 3
Regional Accessibility 5 20 4 20 4 20 4 15 3 20 4 20 4 15 3 15 3 20 4

Other Visitor Amenity Availability (20%) 35

Proximity to Restaurants/Bars 17 34 2 34 2 17 1 34 2 68 4 68 4 34 2 17 1 51 3
Proximity to Shopping/Retail 10 30 3 30 3 10 1 10 1 40 4 40 4 20 2 10 1 30 3
Proximity to Entertainment/Attractions 6 12 2 12 2 6 1 24 4 12 2 12 2 6 1 6 1 12 2
Proximity to Public Transit 2 4 2 4 2 4 2 2 1 6 3 6 3 4 2 4 2 6 3

Community Surroundings (9%) 15

Compatibility with Neighborhood 5 10 2 10 2 10 2 10 2 25 5 25 5 10 2 10 2 15 3
Synergy with Surroundings/Setting 4 8 2 8 2 8 2 12 3 16 4 16 4 8 2 8 2 12 3
Opportunity for Induced Economic Development 4 8 2 20 5 20 5 12 3 16 4 16 4 20 5 20 5 20 5
Socioeconomic Characteristics of Population 2 8 4 8 4 8 4 4 2 8 4 8 4 8 4 4 2 8 4

Total Weighting (100%) 100

TOTAL SCORE 251 317 281 304 390 395 302 258 341
SITE RANK 9 4 7 5 2 1 6 8 3

111
6. SITE ANALYSIS: Site Matrix Analysis
As shown on the previous two pages, the base site evaluation matrix contains 24 variables which are believed to impact a site’s suitability for optimally supporting a
convention center. The sites are rated for each variable on a scale of “0” to “5,” where “0” represents a complete lack of responsiveness to the criteria listed. A score of
“5” represents an optimum condition where the greatest possible success is likely to be realized. Scores between “0” and “5” represent a range of conditions that are
progressively better for convention facility development. Raw scores have been weighted from the expected point of view of the convention planner and attendee for
desirable facility sites/destinations.

There are theoretical scenarios in which a new convention center development may be paired with new hotel development. In this case, it is also useful to perform a
similar site analysis that removes the scoring pertaining to "hotel availability", assuming that a new appropriately-sized and branded headquarters hotel would be built
along with the convention center and that sufficient ancillary hotel support is present. The second exhibit shown presents the identical analysis without the hotel
availability criteria.

In summary, for the overall analysis, the weighted scores for the nine site/location finalists range between 333 and 770 points for the overall analysis. A weighted score
of 875 is the maximum possible score. Typically, scores above 600 are considered “excellent/very good”, indicating the subject site has strong potential as a successful
host for the project. Scores between 550 and 600 are considered “good”. Scores between 400 and 550 indicate important site challenges/limitations exist. Scores less
than 400 are considered poor.

The following five sites ranked as the strongest potential sites/locations:

• Site F: Radisson/Star Plaza
• Site E: Century Mall
• Site I: Hobart Silverstone
• Site B: Kennedy Ave & I-94
• Site D: Majestic Star

Removing the hotel criteria (to consider a scenario where sufficient supporting hotel product is also developed with the convention center), the weighted scores range
between 251 and 395 points. While the disparity among the sites narrowed under this alternate analysis, the ranking order of the top five sites did not change.

The five highest ranked sites could offer the greatest combination of strengths and smallest impactful weaknesses among the site/location finalists. All five possess
good accessibility, visibility, location proximity to population bases and/or visitor industry amenities, and ancillary economic development opportunities. Site F, in
particular, would benefit from the addition of multiple hotel products (including a mix of full-service and focused-service properties) being planned in
adjacent/proximate parcels by White Lodging.

112
8. COST/BENEFIT ANALYSIS

113
8. COST/BENEFIT: Overview & Methods
This section presents an analysis of estimated utilization and costs/benefits associated with a potential new convention center in Lake County. Initially, based on the
results of the market demand and building program analyses, modeling and analysis was performed to generate performance estimates for a potential convention
center in Lake County. Performance estimates for a potential convention center have been presented over a 20-year projection period. A stabilized year of operation
is assumed to occur by the fifth full year of convention center operation. All dollar figures are represented in terms of 2018 dollars.

A) COSTS (Construction & Operations)

An analysis was performed to generate estimated order-of-magnitude construction costs, as well as the estimated financial operating characteristics of the potential
new convention center in Lake County. The cost estimates were generated using industry per-unit data adjusted for conditions in Northwest Indiana and cost data of
comparable new convention centers, modified for time and locations. The estimates assume the previously identified market supportable building program and one
of the top three preferred sites, also previously identified.

Additionally, a financial operating analysis was prepared for the potential new convention center in Lake County. Specifically, we developed a computer-based model
incorporating comparable facility data and the estimated levels of event utilization and attendance derived from the market analysis to generate estimates with regard
to potential annual convention center operating revenues and expenses.

Revenues including rental, food service, event service, parking, advertising and sponsorship revenues, and other such sources were estimated. Expenses including
salaries (permanent and event driven staff costs), utilities, maintenance, supplies, insurance, contract service costs and others will be estimated. Further, we have
outlined other potential non-operating revenue/expense assumptions in order to provide initial estimations of the associated financial return/risk structures. The
comparison of revenues and expenses enables stakeholders to evaluate the level of facility-supportable revenues or public subsidies that may be required for annual
facility operations.

This presentation is designed to assist project representatives in assessing the financial effects of a potential new convention center and cannot be considered a
presentation of expected future results. Accordingly, the analysis of potential financial operating results may not be useful for other purposes. The assumptions
disclosed herein are not all inclusive, but are those deemed to be significant. Because events and circumstances frequently do not occur as expected, there usually
will be differences between estimated and actual results and these differences may be material.

114
8. COST/BENEFIT: Overview & Methods
B) BENEFITS (Economic Impacts & Other)
A) Construction (one-time) B) In-Facility (ongoing) C) Out-of-Facility (ongoing)
The ability of a convention center to generate new Construction materials, labor, design and Direct spending is generated through the Outside the subject facility itself, additional
spending and associated economic impact in a professional fees, and other soft cost spending operations of the subject facility (represented direct spending is generated in city, county and
are generated during the planning and through operating revenues) driven by events regional areas by visitors, spectators,
community is often one of the primary determinants construction of the subject facility. and patronage. This spending occurs with attendees, participants, event staff, and
regarding a decision by a public sector entity to respect to both event and non-event items, such exhibitors users on lodging, food and
as rentals, admissions, food and beverage, beverages, retail, entertainment,
participate in investing in the development and/or merchandise, sponsorship and advertising, transportation, etc. in connection with their visit
operation of such facilities. Beyond generating new education, and retail leases. to the area.

visitation and associated spending in local

communities, convention centers also benefit a
community in other important ways, such as providing 1. Direct Spending 1. Direct Spending 1. Direct Spending
venues for events and activities attended and • Materials • Room & Space Rentals • Lodging
• Labor • Food & Beverage • Restaurants/Bars
participated in by local community members and
2. Indirect & Induced Spending • Retail & Merchandise • Retail
drawing new visitation/traffic into core areas. • Entertainment • Entertainment/Gaming
3. Output (direct + indirect + induced spending)
• Sponsorship & Advertising • Transit
4. Employment (full & part-time jobs)
The impact of a convention center project is maximized • Contract & Other Services • Services/Other
5. Earnings (personal income) 2. Indirect & Induced Spending 2. Indirect & Induced Spending
when out-of-town guests, attendees, participants, and
6. Tax Revenue 3. Output (direct + indirect + induced spending) 3. Output (direct + indirect + induced spending)
exhibitors spend money in a community while visiting. • Sales & use taxes
This spending by visitors represents new money to the 4. Employment (full & part-time jobs) 4. Employment (full & part-time jobs)
community hosting the event. This new money then 5. Earnings (personal income) 5. Earnings (personal income)
creates multiplier effects as the initial spending is 6. Tax Revenue 6. Tax Revenue
• Sales & use taxes • Lodging taxes
circulated throughout the local economy. • Excise, gaming & other taxes • Sales & use taxes
• Car rental & transit taxes
It is important to note that spending estimates • Excise, gaming & other taxes
associated with the potential new Lake County
convention center only represent spending that is
estimated to be new to Lake County (net new
spending), directly attributable to the operation (and
existence) of the convention center.

115
8. COST/BENEFIT: Estimated Utilization
A detailed market, financial and economic model was developed. Based on the market analysis completed and the program assumptions discussed herein, the
following exhibit presents a summary of the estimated annual event levels, event days, and utilization days (move-in + event + move-out) by event type for a
convention center in Lake County over the first 20 years of operation.

Year 1 Year 2 Year 3 Year 4 Year 5 10-Year 20-Year

2020 2021 2022 2023 2024 TOTAL TOTAL
NUMBER OF EVENTS
Conventions/Tradeshows (w exhibits) 6 8 10 12 14 120 260
Conventions/Conferences (no exhibits) 10 12 15 19 20 176 376
Public/Consumer Shows 8 10 12 12 12 114 234
Amateur Sports/Rec 5 7 9 9 10 90 190
Meetings 100 125 150 150 150 1,425 2,925
Banquets/Receptions 40 45 55 55 55 525 1,075
Miscellaneous/Other 8 9 10 12 12 111 231
Total 177 216 261 269 273 2,561 5,291

EVENT DAYS
Conventions/Tradeshows (w exhibits) 18 24 30 36 42 360 780
Conventions/Conferences (no exhibits) 25 30 38 48 50 440 940
Public/Consumer Shows 20 25 30 30 30 285 585
Amateur Sports/Rec 10 14 18 18 20 180 380
Meetings 100 125 150 150 150 1,425 2,925
Banquets/Receptions 40 45 55 55 55 525 1,075
Miscellaneous/Other 10 12 13 16 16 144 300
Total 223 275 334 352 363 3,359 6,985

UTILIZATION DAYS
Conventions/Tradeshows (w exhibits) 33 44 55 66 77 660 1,430
Conventions/Conferences (no exhibits) 42 50 63 80 84 739 1,579
Public/Consumer Shows 40 50 60 60 60 570 1,170
Amateur Sports/Rec 18 25 32 32 35 315 665
Meetings 100 125 150 150 150 1,425 2,925
Banquets/Receptions 40 45 55 55 55 525 1,075
Miscellaneous/Other 16 18 20 24 24 222 462
Total 289 357 435 466 485 4,456 9,306

116
8. COST/BENEFIT: Estimated Attendance
The following exhibit presents a summary of the estimated attendee days by event type for a convention center in Lake County over the first 20 years of operation. A
portion of the total attendee base represents non-local attendees (i.e., attendees that do not reside in Lake County) and some of these non-local attendee represent
visitors that require overnight lodging. As such, estimates relative to non-local attendee days and hotel room nights have also been presented.

Year 1 Year 2 Year 3 Year 4 Year 5 10-Year 20-Year

2020 2021 2022 2023 2024 TOTAL TOTAL
ATTENDEE DAYS
Conventions/Tradeshows (w exhibits) 11,700 15,600 19,500 23,400 27,300 234,000 507,000
Conventions/Conferences (no exhibits) 10,000 12,000 15,000 19,000 20,000 176,000 376,000
Public/Consumer Shows 30,000 37,500 45,000 45,000 45,000 427,500 877,500
Amateur Sports/Rec 19,000 26,600 34,200 34,200 38,000 342,000 722,000
Meetings 15,000 18,750 22,500 22,500 22,500 213,750 438,750
Banquets/Receptions 20,000 22,500 27,500 27,500 27,500 262,500 537,500
Miscellaneous/Other 7,800 8,775 9,750 11,700 11,700 108,225 225,225
Total 113,500 141,725 173,450 183,300 192,000 1,763,975 3,683,975

ATTENDEE DAYS (NON-LOCAL)

Conventions/Tradeshows (w exhibits) 11,115 14,820 18,525 22,230 25,935 222,300 481,650
Conventions/Conferences (no exhibits) 9,000 10,800 13,500 17,100 18,000 158,400 338,400
Public/Consumer Shows 6,000 7,500 9,000 9,000 9,000 85,500 175,500
Amateur Sports/Rec 12,350 17,290 22,230 22,230 24,700 222,300 469,300
Meetings 3,750 4,688 5,625 5,625 5,625 53,438 109,688
Banquets/Receptions 4,000 4,500 5,500 5,500 5,500 52,500 107,500
Miscellaneous/Other 3,900 4,388 4,875 5,850 5,850 54,113 112,613
Total 50,115 63,985 79,255 87,535 94,610 848,550 1,794,650

HOTEL ROOM NIGHTS

Conventions/Tradeshows (w exhibits) 9,094 12,125 15,157 18,188 21,220 181,882 394,077
Conventions/Conferences (no exhibits) 7,364 8,836 11,045 13,991 14,727 129,600 276,873
Public/Consumer Shows 450 563 675 675 675 6,413 13,163
Amateur Sports/Rec 2,470 3,458 4,446 4,446 4,940 44,460 93,860
Meetings 1,705 2,131 2,557 2,557 2,557 24,290 49,858
Banquets/Receptions 1,077 1,212 1,481 1,481 1,481 14,135 28,942
Miscellaneous/Other 1,300 1,463 1,625 1,950 1,950 18,038 37,538
Total 23,459 29,787 36,986 43,288 47,549 418,816 894,310

117
8. COST/BENEFIT: Order-of-Magnitude Construction Costs
An analysis was conducted of order-of-magnitude hard construction costs
pursuant to the supportable building program elements presented earlier. Hypothetical Construction Costs

The cost estimates were generated using industry per-unit data adjusted for Construction Period (months) 18
conditions in Northwest Indiana and cost data of comparable new Construction Start Jan-20
convention centers, modified for time and locations. The estimates assume
Construction End Jul-21
the previously identified market supportable building program and one of
Opening Jul-21
the top three preferred sites, also previously identified. The analysis
suggests that hypothetical development costs for a new convention center
in Lake County could approximate $58.0 million. Construction Costs:
Hard Construction Costs ($300/GSF) $43,050,000
Construction costs tend to vary widely among comparable convention center Soft Construction Costs (30%) 12,915,000
facility projects. Many variables exist that influence actual realized Site / Infrastructure Costs 2,000,000
construction costs, including type of facility, size, components, level of Other Development Costs 0
finish, integrated amenities, costs of goods and services in the local market, Total Construction Costs $57,965,000
location and topography of the site, ingress/egress issues, cost savings
related to developing a convention/expo center project and other such
aspects. Importantly, a detailed architectural concept, design and costing
study would be required to specifically estimate construction costs for a
potential new convention center in Lake County.

For purposes of this exercise we have assumed a $2.0 million figure to

reflect potential site acquisition, preparation and infrastructure costs. This
figure tends to vary significantly among projects and specific sites. This
figure, in particular, should be adjusted accordingly, as further planning and
site selection occurs.

118
8. COST/BENEFIT: Estimated Financial Operations
An analysis of the estimated financial operations of a potential new convention center in Lake County was conducted. This financial operating analysis only considers
revenues and expenses generated through the operation of the convention center itself and does not consider other potential ancillary income that may be related to the
project (such as incremental tax revenue, parking income, admissions surcharges, interest income, etc.), nor does it consider other non-operating costs, such as
construction costs (i.e., debt service) and capital repair/replacement funding. This analysis is designed to assist project representatives in assessing the financial effects
of the potential convention center and cannot be considered a presentation of expected future results. The assumptions disclosed herein are not all inclusive, but are
those deemed to be significant. Because events and circumstances frequently do not occur as expected, there usually will be differences between estimated and actual
results and these differences may be material. As with all new convention centers, an initial startup period is assumed before event levels are anticipated to stabilize.
Financial operating estimates are shown in 2018 dollars. This analysis has been developed to reflect “net” operations. For instance, reimbursed event expenses and
associated event revenues are not presented, rather, they are assumed to “pass through” the financial operating estimates developed in this section. As in all studies of
this type, the estimated results are based on competent and efficient facility management and assume that no significant changes in the various event markets will occur
beyond those set forth in this report.
Year 1 Year 2 Year 3 Year 4 Year 5 10-Year 20-Year
2020 2021 2022 2023 2024 TOTAL TOTAL
OPERATING REVENUES
Space Rental $470,250 $594,050 $722,375 $754,475 $782,350 $7,235,250 $15,058,750
Food Service (net) 345,625 427,203 526,281 569,438 603,438 5,489,172 11,523,547
Contract Service & Other 391,249 419,196 447,142 475,088 503,035 4,750,884 9,781,231
Total Operating Revenue $1,207,124 $1,440,449 $1,695,798 $1,799,001 $1,888,822 $17,475,306 $36,363,528

OPERATING EXPENSES
Salaries & Benefits $1,007,179 $1,041,514 $1,075,850 $1,110,186 $1,144,521 $11,101,857 $22,547,071
Contract Labor 130,764 137,940 145,117 152,293 159,469 1,522,926 3,117,613
Utilities 288,137 296,141 304,144 312,148 320,152 3,121,483 6,323,003
Repair & Maintenance 65,676 68,349 71,022 73,695 76,368 736,948 1,500,625
General & Administrative 238,375 242,179 245,983 249,787 253,590 2,497,865 5,033,769
Supplies 48,931 51,262 53,592 55,922 58,252 559,216 1,141,733
Insurance 50,265 50,265 50,265 50,265 50,265 502,652 1,005,305
Management Fee 188,236 192,328 196,420 200,512 204,604 2,005,120 4,051,160
Other 56,448 59,136 61,824 64,512 67,200 645,120 1,317,120
Total Operating Expenses $2,074,012 $2,139,114 $2,204,216 $2,269,319 $2,334,421 $22,693,188 $46,037,400

NET OPERATING PROFIT/DEFICIT ($866,887) ($698,665) ($508,418) ($470,318) ($445,599) ($5,217,882) ($9,673,872)

119
8. COST/BENEFIT: Economic Impacts (Direct Spending)
The exhibit below presents the direct spending by industry associated with a new convention center in Lake County, outlined both by event type and by industry. As
shown, conventions, tradeshows, conferences, and amateur sports (tournaments/meets/competitions) are estimated to generate a majority share of new direct
spending in Lake County, with most of the impacts being generated in the hotel, restaurant (food and beverage), and retail industries. Spending by local Lake County
residents is not included in these figures and spending reductions have been made for a percentage of non-local attendees that would be expected to represent “day-
trippers”, not requiring overnight accommodations.

Year 1 Year 2 Year 3 Year 4 Year 5 10-Year 20-Year

2020 2021 2022 2023 2024 TOTAL TOTAL
DIRECT SPENDING (BY EVENT TYPE)
Conventions/Tradeshows (w exhibits) $2,956,590 $3,942,120 $4,927,650 $5,913,180 $6,898,710 $59,131,800 $128,118,900
Conventions/Conferences (no exhibits) 2,308,500 2,770,200 3,462,750 4,386,150 4,617,000 40,629,600 86,799,600
Public/Consumer Shows 418,500 523,125 627,750 627,750 627,750 5,963,625 12,241,125
Amateur Sports/Rec 1,389,375 1,945,125 2,500,875 2,500,875 2,778,750 25,008,750 52,796,250
Meetings 431,250 539,063 646,875 646,875 646,875 6,145,313 12,614,063
Banquets/Receptions 401,000 451,125 551,375 551,375 551,375 5,263,125 10,776,875
Miscellaneous/Other 526,500 592,313 658,125 789,750 789,750 7,305,188 15,202,688
Total $8,431,715 $10,763,070 $13,375,400 $15,415,955 $16,910,210 $149,447,400 $318,549,500

DIRECT SPENDING (BY INDUSTRY)

Hotel $3,106,784 $3,966,291 $4,937,284 $5,788,225 $6,385,892 $56,113,934 $119,972,850
Restaurant 3,254,752 4,154,509 5,159,832 5,911,487 6,471,167 57,307,581 122,019,249
Entertainment 392,102 500,474 621,188 707,074 772,281 6,854,525 14,577,337
Retail 1,258,557 1,606,347 1,992,822 2,256,876 2,460,653 21,878,520 46,485,048
Other Local Transit 70,609 90,143 112,211 131,551 145,134 1,275,317 2,726,656
Other Industries 348,910 445,306 552,063 620,741 675,084 6,017,523 12,768,360
Total $8,431,715 $10,763,070 $13,375,400 $15,415,955 $16,910,210 $149,447,400 $318,549,500

120
8. COST/BENEFIT: Economic Impacts (By Impact Type)
Year 1 Year 2 Year 3 Year 4 Year 5 10-Year 20-Year
2020 2021 2022 2023 2024 TOTAL TOTAL
CONSTRUCTION IMPACTS
Direct Spending $26,084,250 $0 $0 $0 $0 $26,084,250 $26,084,250
Indirect/Induced Spending 17,909,919 0 0 0 0 17,909,919 17,909,919
Total Output $43,994,169 $0 $0 $0 $0 $43,994,169 $43,994,169
Personal Income (Earnings) $14,815,137 $0 $0 $0 $0 $14,815,137 $14,815,137
Employment (full & part-time jobs) 312 0 0 0 0 312 312
City Taxes $0 $0 $0 $0 $0 $0 $0
County Taxes 210,933 0 0 0 0 210,933 210,933
State Taxes 2,202,006 0 0 0 0 2,202,006 2,202,006
Total Taxes $2,412,939 $0 $0 $0 $0 $2,412,939 $2,412,939

IN-FACLITY IMPACTS
Direct Spending $1,570,799 $1,905,441 $2,292,249 $2,455,119 $2,589,394 $23,759,975 $49,653,918
Indirect/Induced Spending 1,065,388 1,291,109 1,551,268 1,660,585 1,750,958 16,074,097 33,583,673
Total Output $2,636,187 $3,196,550 $3,843,518 $4,115,705 $4,340,352 $39,834,072 $83,237,591
Personal Income (Earnings) $1,002,615 $1,215,161 $1,460,209 $1,563,199 $1,648,316 $15,131,079 $31,614,238
Employment (full & part-time jobs) 39 48 58 62 65 65 65
County Taxes 23,571 28,690 34,665 37,198 39,268 359,731 752,408
State Taxes 132,329 160,494 193,034 206,731 218,028 2,000,754 4,181,031
Total Taxes $155,900 $189,184 $227,699 $243,929 $257,295 $2,360,485 $4,933,440

OUT-OF-FACILITY IMPACTS
Direct Spending $8,431,715 $10,763,070 $13,375,400 $15,415,955 $16,910,210 $149,447,400 $318,549,500
Indirect/Induced Spending 5,502,428 7,023,851 8,728,807 10,062,593 11,038,745 97,550,149 207,937,599
Total Output $13,934,143 $17,786,921 $22,104,207 $25,478,548 $27,948,955 $246,997,549 $526,487,099
Personal Income (Earnings) $4,668,892 $5,959,799 $7,405,754 $8,528,976 $9,353,207 $82,682,664 $176,214,738
Employment (full & part-time jobs) 191 244 304 349 383 383 383
County Taxes 270,182 344,910 429,017 499,081 549,186 4,838,305 10,330,162
State Taxes 705,771 900,916 1,119,583 1,290,431 1,415,528 12,509,871 26,665,155
Total Taxes $975,953 $1,245,826 $1,548,600 $1,789,513 $1,964,714 $17,348,176 $36,995,317

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8. COST/BENEFIT: Economic Impacts (OVERALL)
Economic impacts are further increased through re-spending of the direct spending. The total impact is estimated by applying an economic multiplier to initial direct
spending to account for the total economic impact. The total output multiplier is used to estimate the aggregate total spending that takes place beginning with direct
spending and continuing through each successive round of re-spending. Successive rounds of re-spending are generally discussed in terms of their indirect and
induced effects on the area economy.

A summary of all estimated economic impacts (grouped by impact type) associated with a new convention center in Lake County is shown in the exhibit on the
previous page, while a cumulative summary of all economic impacts is provided in the exhibit below. Specific taxes (directly attributable to the construction and
operation of the potential new convention center) considered in this analysis include a 5.0% County Innkeepers Tax, a 7.0% State Sales Tax, and a 1.5% County Income
Tax. Positive impacts on other tax and public sector revenues is likely; however, as other possible sources have a less direct attribution, or correlation, with the
construction of the convention center and the net new visitors it is estimated to annually attract, impacts from other sources were not specifically estimated.

Year 1 Year 2 Year 3 Year 4 Year 5 10-Year 20-Year

2020 2021 2022 2023 2024 TOTAL TOTAL
TOTAL ECONOMIC IMPACTS
Direct Spending $36,086,764 $12,668,511 $15,667,649 $17,871,074 $19,499,604 $199,291,625 $394,287,668
Indirect/Induced Spending 24,477,735 8,314,961 10,280,075 11,723,179 12,789,703 131,534,165 259,431,191
Total Output $60,564,500 $20,983,471 $25,947,725 $29,594,253 $32,289,307 $330,825,790 $653,718,859
Personal Income (Earnings) $20,486,644 $7,174,960 $8,865,963 $10,092,175 $11,001,523 $112,628,881 $222,644,112
Employment (full & part-time jobs) 543 292 361 411 449 761 761
County Taxes 504,686 373,600 463,682 536,280 588,453 5,408,968 11,293,503
State Taxes 3,040,106 1,061,410 1,312,617 1,497,162 1,633,556 16,712,631 33,048,192
Total Taxes $3,544,792 $1,435,010 $1,776,299 $2,033,442 $2,222,010 $22,121,600 $44,341,695

122
8. COST/BENEFIT: Conclusions
The development and operation of a potential new convention center in Lake County Stabilized 20-Year
would be expected to generate quantitative benefits to Lake County and its residents.
Key Performance Estimates Year 1 Total
Based on the analysis, key annual and 20-year cumulative utilization and
cost/benefit metric estimates include those indicated to the right. Events 273 5,291
Event Days 363 6,985
The quantified economic impact estimates represent spending that is estimated to Utilization Days 485 9,306
be “new” to Lake County as generated by the construction and operation of a Operating Revenue $1,888,822 $36,363,528
potential new convention center. The new Lake County spending is generated
Operating Expenses $2,334,421 $46,037,400
through the construction period and then from in-facility spending and out-of-facility
spending by convention center attendees that are assumed to be non-local. Hotel Room Nights 47,549 894,310
Direct Spending $19,499,604 $394,287,668
In addition to the quantifiable benefits associated with a new convention center in Total Economic Output $32,289,307 $653,718,859
Lake County, there are a number of existing and potential benefits that cannot be Personal Income (Earnings) $11,001,523 $222,644,112
quantified. In fact, these qualitative benefits tend to be a critical factor in the
Employment (full & part-time jobs) (1) 449 761
consideration of public and private investment in facilities of this nature. These
include issues pertaining to quality of life (through attracting events that would not Tax Revenue (2) $2,222,010 $44,341,695
otherwise travel to Lake County, as well as hosting civic, entertainment and private
events), ancillary economic development facilitation, employment opportunities, (1) 20-year Employment estimate represents the peak year during the period.
(2) Tax Revenue includes 5% County Innkeepers Tax, 1.5% County Income Tax, and 7% State Sales Tax.
community pride, and other such items.

The quantitative impact figures do not include economic impact that could be generated by other facility elements at the greater site (such as potential new hotel,
restaurant, retail, residential and other such elements that could be developed in addition to the convention center itself). Some of the quantified economic impacts
associated with convention center attendance would be quantitatively captured by some of these potential other facilities, but substantial additional economic impact
could be generated by any additional mixed-use elements that are developed at, or near, the site. The net effect of a calculation of quantified economic impact could
hypothetically be several times greater in magnitude (depending on the level of investment and development that is ultimately realized at, or near, the site).

123
9. FUNDING ANALYSIS

124
9. FUNDING ANALYSIS: Overview & Typical Sources
The purpose of this section is to summarize various public and private sector funding opportunities that could represent potential sources of funding to develop a
potential convention center in Lake County and meet any on-going operating requirements and capital reserves. Generated through convention industry best practices
research provided by CSL and detailed analysis and financing expertise provided by Sycamore Advisors, the funding analysis presented herein is not intended to be an
exhaustive review of all potential funding sources, but rather a review of the most likely funding sources that may be available specific to this project.

SOURCES TYPICALLY USED INDUSTRY-WIDE

While there are a variety of public sector funding vehicles and revenue sources that have been used in the financing of convention center projects in communities
throughout the country, a large percentage are owned by the public sector and had construction funding provided through municipal capital project funding (i.e., transfers
from a City or County’s General Fund or Capital Projects Fund, etc.) or through the issuance of General Obligation Revenue bonds.

Types of financing/funding vehicles that are commonly used in convention Under situations where bonds have been issued, debt service is often
center projects throughout the country include: supported by local tax revenue, which has tended to include the following:
• General Obligation Revenue Bonds • Hotel/motel taxes
• Tax Increment Financing (TIF) • Sales & use taxes
• Pay-As-You-Go Financing • Property taxes
• Certificates of Participation • Food & beverage taxes
• State/Federal Assistance • Auto rental/taxicab taxes/fees
• Private/Public Equity & Grants • Sin taxes (alcohol, cigarette, etc.)
• Admissions/entertainment taxes
• Gaming license fees and taxes

In recent years, a growing number of communities have explored ways in which the private sector can participate in reducing the overall funding burden borne by the
public sector. This participation has taken the form of: (1) public-private partnerships (P3) for combined hotel + convention center projects; (2) naming rights and other
sponsorships; (3) upfront service provider fees and facility component build-outs; (4) exclusive facility use agreements; and (5) private donations of capital and/or land.

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9. FUNDING ANALYSIS: Sources Specific to Lake County
SOURCES AVAILABLE TO LAKE COUNTY

A summary is provided below and on the following pages associated with the detailed research and analysis provided by Sycamore Advisors of legally available public
sector revenues for a potential convention center project in Lake County. This information focuses on legally available sources and the revenues or projected revenues
associated with such sources; it does not address the funding capacity available under such sources. The full memorandum of findings is provided in the Appendix to this
report, and includes the following topics/issues.

• Issues Related to New Indiana Code Article 6-3.6

• Possible Sources of Revenue with Existing Authorization
• Local Income Tax for Economic Development (Old County Economic Development Income Tax – CEDIT)
• Innkeepers Tax
• Food and Beverage Tax
• Existing TIF District Revenues
• Property Tax Backup
• Possible Additional Sources Not Yet Authorized
• Community Revitalization Enhancement District
• Professional Sports and Convention Development Area
• Regional Development Tax Credit
• New or Combined TIF District
• Possible Issuing Entities

126
9. FUNDING ANALYSIS: Sources Specific to Lake County
A. Possible Sources Specific to Lake County with Existing Authorization

1. Local Income Tax for Economic Development. Under the Expenditure Rate classification, Lake County currently has a 0.25% local income tax for economic
development in place, as well as the 0.25% for Public Safety. The statutory cap on the tax or combination of taxes in the Expenditure Rate classification is 2.5%. With
2.0% in remaining capacity, this would equate to potential revenues for Lake County, assuming current levels, of roughly $215 million per year.

Bond Counsel note: “It is important to remember that Lake County entered into an interlocal cooperation act agreement with the local municipalities in Lake County
whereby 25% of its annual certified distribution as set forth in IC 6-3.5-7-12 is committed to west lake rail expansion project. Obviously, these funds are not available
for utilization on the convention project.”

2. Innkeepers Tax. The Innkeepers Tax must be authorized by the Indiana General Assembly in county-specific legislation. For Lake County, Indiana Code 6-9-2
authorizes a 5% tax “on the gross retail income” derived from rentals of 30 days or less and clarifies that this tax is in addition to the state retail tax on the
transaction. Revenues are allocated by the county treasurer to various entities according to the provisions of the statute. Revenues were $2.9 million in 2017, slightly
lower than in 2016.

For the first $1.2 million collected each year:

• 35% to the South Shore Convention and Visitors Authority for deposit in the convention, visitors and promotion fund to promote and encourage conventions,
trade shows, special events, recreation and visitors;
• 44.33% to Indiana University-Northwest for medical education and allied health education programs;
• 9% to the cities and towns in Lake County for tourism and economic development projects; and,
• 9% to Purdue University-Calumet for nursing programs; 2.67% to two cities for facility marketing, sales and public relations for convention facilities located
within the cities.
For any revenues exceeding $1.2 million each year:
• 85% to the SSCVA to promote and encourage conventions, trade shows, special events, recreation and visitors; and,
• 5% each to Purdue University – Calumet; Indiana University – Northwest for medical education; Indiana University – Northwest for allied health education.

127
9. FUNDING ANALYSIS: Sources Specific to Lake County
A. Possible Sources Specific to Lake County with Existing Authorization (continued)

3. Food and Beverage Tax. Lake County’s fiscal body may authorize a 1.0 percent Food and Beverage Tax by ordinance without any additional state legislation. Funds
may be used for a number of legally authorized purposes, including economic development projects in Lake County. Based on the collections of the current counties
and municipalities that impose the tax and assuming a similar per capita revenue number for other counties. For Lake County, Indiana Legislative Services Agency
estimated potential food and beverage tax revenues of $9.4 million for calendar year 2019, with $9.8 million estimated for calendar year 2020.

Bond Counsel note: “Implementation of the bonding process using food and beverage tax revenue may necessitate ‘tweaking’ of the Lake County food and beverage
tax enabling statute so as to satisfy bond counsel and effectively make the bonds marketable.”

4. Existing TIF District Revenues. Indiana law authorizes each city, town and county in Indiana to create a Redevelopment Commission. Commissions can establish
“Economic Development Areas” or “Areas Needing Redevelopment”, in which the Commission can create a TIF Allocation Area, where tax increment is collected and
used for projects within the Area. “Tax increment” refers to taxes payable on assessed value of properties in the Area in excess of taxes attributable to the assessed
value constituting the base.

Bond Counsel note: “I believe it to be unlikely that existing TIF district funds could be adequately made available to be the source of funding for indebtedness
incurred to construct a convention center. Although I believe funding for construction of a convention center would fit into TIF District authority, if funding of a
convention center is to be accomplished through TIF District funding, I would anticipate the need to create a new TIF district allocation.”

5. Property Tax Backup. The use of this resource as a backup pledge would need to meet certain criteria to ensure that it would not count against the County’s
constitutional debt limit, including the affirmative statement that the primary revenue source is anticipated to be sufficient and reliance on a property tax backup is
not expected. The bonding entity would want to conduct an analysis before deciding to utilize a property tax backup to determine whether a property tax backup
would make a difference in the credit and interest rate of the bond.

128
9. FUNDING ANALYSIS: Sources Specific to Lake County
B. Possible Sources Specific to Lake County Not Yet Authorized

1. Community Revitalization Enhancement District. All 1st- and 2nd-class cities in Indiana may create one Community Revitalization Enhancement District with no
additional state legislation needed. The fiscal body is able to capture the incremental growth in state sales tax and income tax in the area and use that for projects
related to the area.

Bond Counsel note: “Of the ‘possible additional sources’ not yet authorized and identified in the draft memorandum, the community revitalization enhancement
district concept may hold the greatest potential.”

2. Professional Sports and Convention Development Areas. A Professional Sports and Convention Development Area is a special zone where certain state and local tax
revenues generated by activity at designated sports and convention facilities is diverted to a special fund for capital improvement projects. Counties with a
consolidated city and professional sports teams are eligible to create a PSCDA by resolution of the legislative body of the establishing county. The resolution
designating a PSCDA must be reviewed and approved by the State Budget Committee, and no incremental tax revenue may be captured by a PSCDA unless approved
by the SBA. This is limited to $5 million annually for twenty years, and the statute expires in 2040.

Bond Counsel note: “I would have less optimism about the ‘Professional sports and convention development area’ because of its seemingly limiting focus on sports
related facilities and the need for approval by the state budget committee.”

3. Regional Development Tax Credit. This concept is currently being explored by other counties. It could potentially allow 25 percent of a qualifying project to be financed
with tax credits sold to developers.

4. New or combined TIF Districts. Once a site is selected for the project, it is possible that the site could be added to an existing TIF district or that a district could be
created including the site. Generally, if the site is added to an existing TIF district (by expanding the district’s boundaries), existing TIF revenues may be available to
fund a project at the newly-added site.

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9. FUNDING ANALYSIS: Conclusions
In conclusion, while there are multiple revenue sources which could potentially be used to help support capital expenditures related to a convention center in Lake
County, Indiana, realistically, two revenue streams are the most feasible: (1) a Food & Beverage Tax; and (2) existing TIF revenues (assuming the final site is in a TIF
District). The analysis used to arrive at these two revenue streams (1) excluded property taxes as a primary source of security; (2) excluded public sector revenues (such
as water and sewer fees) restricted to other uses; and (3) assessed the relative ease in creating or accessing the revenue stream and a lack of prior claims to the revenue
streams.

(1) Food & Beverage Tax. Under existing law (Indiana Code 6-9-36 “Lake and Porter County Food and Beverage Tax”), Lake County’s fiscal body may authorize a 1% Food
and Beverage Tax by ordinance without additional legislation from the Indiana General Assembly. Once the tax is adopted, “The entire amount received from the taxes
imposed by a county under this chapter shall be paid monthly by the treasurer of state to the treasurer of the northwest Indiana regional development authority
established by IC 36-7.5-2-1.” Funds must be deposited in the ‘development authority fund’ and may be used for legally authorized purposes, including economic
development projects in Lake County.

LSA's 2018 fiscal impact statement for HB 1099 (which did not pass this session) included Food & Beverage Tax revenue projections for each county in Indiana, based on
the collections of the current counties and municipalities that impose the tax. For Lake County, LSA estimated $9.4 million in revenues for calendar year 2019 and $9.8
million in 2020. Note: If Lake County implements the Food & Beverage tax and desires to use those revenues to secure a bond issue, bondholders and rating agencies
may require a backup source of funding, at least until the County has several years of actual revenues from this source.

(2) Existing TIF Revenues. There are currently 54 different Tax Increment Financing districts within Lake County. For calendar year 2015, the most recent year for which
data is available online, the Indiana Department of Local Governments reported revenues of $66.47 million from all 54 TIF districts, based on an incremental assessed
value of $1.657 billion. Individual TIF district revenues vary widely, with 8 districts reporting no revenues in 2015 while the Whiting Allocation Area reported $15.46
million and two districts in Hobart reported revenues of over $4 million each. If the site selected is in an existing TIF district that has capacity (i.e., available revenues),
those revenues could become available for this project.

Other options considered include the County’s Economic Development Tax ($27.7 million county-wide in 2017; Lake County allocation was $8.5 million, but these
revenues are currently dedicated to existing projects); an increase in the Innkeeper’s Tax, with allocation of the new revenues to this project (this would require approval
of the Indiana General Assembly); and the creation of a Community Revitalization and Enhancement District, where Lake County could capture the incremental growth in
state sales tax and income tax in the area and use it for the convention center project if the site meets the statutory criteria. This would not require new legislation, but
would require State Budget Agency approval.

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APPENDIX:
Funding Sources Memorandum

131
APPENDIX: Funding Sources Memorandum
MEMORANDUM

To: NW Indiana RDA Working Group and CSL International

From: Sycamore Advisors, LLC
Date: May 16, 2018
Re: Legally Available Revenues for Proposed Lake County, IN Convention Center

This memorandum focuses on possible Lake County, IN public sector revenues that may be used to support capital expenditures related to a convention center. We
have excluded discussion of property taxes as a primary source of security, as well as public sector revenues (such as water and sewer fees) that are restricted to
other uses.

New Indiana Code Article 6-3.6 (passed in 2015 and 2016) phases out existing classifications of local income taxes (such as CAGIT, COIT and CEDIT) and replaces them
with a more unified county income tax structure. All actions taken after July 1, 2016 with respect to county income taxes are now required to be taken under the new
classifications and according to IC 6-3.6. County income taxes are now classified as:

(1) Property Tax Relief - rate cannot exceed 1.25%, and is used to reduce the property tax credit levy in the County. The current rate in Lake County is 1.0% and
provided $108.3 million in revenue to the County.

(2) Special Purpose Rate – this category includes all existing and previously enacted special income tax rates that were enacted in a specific county for a specific
purpose (most are related to jail or courthouse construction and operation). Lake County does not currently have one according to several sources, but it may be
eligible to adopt a special purpose rate of 0.025% to 0.05% as a member of a regional development authority1;

(3) Expenditure Rate - limited to 2.5% (2.75% in Marion County). This is the category for income tax rates that were previously adopted by a county for purposes other
than property tax relief and special purposes. It includes the 0.25% school corporation distribution from CAGIT as well as local income taxes levied for economic
development, public safety and certified shares. Economic development revenues and certified share revenues may be used for any legal purpose by a county. Lake
County has in place a 0.25% rate for Public Safety and an Economic Development Revenue rate of 0.25%, which raised $27.8 million in 2017. Of those amounts, the
County retained $9.4 million of the Public Safety Funds and $10.3 million of the Economic Development monies and the balance was distributed to various local units of
government2.

1)
2)
March 2016 Presentation by Commissioner of Indiana Department of Local Government Finance.
March 2016 Presentation by Commissioner of Indiana Department of Local Government Finance. 132
APPENDIX: Funding Sources Memorandum
While this memorandum is not intended to include a full discussion of the transition of local income taxes in Indiana, we have included an illustration as an attachment
to this memorandum that highlights the ‘before’ and ‘after’ categories of local income taxes. Finally, this memorandum focuses on legally available sources and the
revenues or projected revenues associated with such sources; it does not address the funding capacity available under such sources.

A. Possible Sources of Revenue with Existing Authorization

1. Local Income Tax for Economic Development (Old County Economic Development Income Tax – CEDIT)3

Under the Expenditure Rate classification, Lake County currently has a 0.25% local income tax for economic development in place, as well as the 0.25% for
Public Safety. As noted above, the statutory cap on the tax or combination of taxes in the Expenditure Rate classification is 2.5%. With 2.0% in remaining
capacity, this would equate to potential revenues for Lake County, assuming current levels, of roughly $215 million per year.

The tax was originally adopted by Lake County pursuant to Indiana Code 6-3.5-7, and funds collected may be used to pay loans, retire bonds, or pay leases used
for economic development and/or capital projects, as well as to “foster economic development, new technology, industrial and commercial growth,
diversification of industry and commerce.” Funds may also be used to provide certain homestead credits, establish a regional venture capital fund, finance a
courthouse, or “for any lawful purpose for which money in any of [the County’s] other funds may be used.”4

According to the Local Income Tax Certified Distributions for 2018,5 the 0.25% local income tax for economic development was certified at $28.6 million for 2018.
The 2017 figure was $27.7 million county-wide. This revenue is allocated by statute, based on levy amount, to the various units of local government in Lake
County, with Lake County’s share being the largest at $10.5 million in 2018 (and $10.25 million in 2017). After Lake County, Gary, Hammond and East Chicago all
received the largest distributions, then smaller amounts to all civil cities and towns.

IC 6-3.6 requires that economic development revenues must have an associated capital improvement plan before revenues can be utilized for economic
development purposes:

“The executive of a county, city or town may adopt a capital improvement plan specifying the uses of the additional revenue allocated for economic
development or may designate the county or a city or town as the recipient of all or part of its share of the additional revenue for economic development.
If a county, city or town fails to adopt a capital improvement plan, the county treasurer shall retain the unit’s amounts until the unit adopts a plan. IC 6-
3.6-6-9.5.”

3) Other local income taxes collected include 0.25% for public safety and 1.0% for Property Tax Relief, neither of which would be available to support or help financing a convention center project.
4) IC 6-3.5-7; Local County Income Tax Handbook for County Auditors, Indiana Department of Revenue, November 2013. 133
5) State of Indiana, Indiana Department of Local Government Finance.
APPENDIX: Funding Sources Memorandum
The Lake County Board of Commissioners adopted its “2018-2019 CEDIT Capital Development Plan on November 17, 2017, with the expectation of $21,065,936 in
revenues in 2018-2019. Each year, the $10.5 million is allocated as follows:

Other Services and Charges/Rail Line $2,633,250

Group Insurance Deduction $1,899,718
Construction Reconstruction/Commissioner’s Discretion $6,000,000

If bonds are issued that are secured by economic development revenues, IC 6-3.6 -10 requires the taxing entity to maintain 125% coverage while any bonds
secured by this economic development tax are outstanding.

Bond Counsel Note: “It is important to remember that Lake County entered into an interlocal cooperation act agreement with the local municipalities in Lake
County whereby 25% of its annual certified distribution as set forth in IC 6-3.5-7-12 is committed to west lake rail expansion project. Obviously, these funds are
not available for utilization on the convention project.”

2. Innkeepers Tax

The Innkeepers Tax must be authorized by the Indiana General Assembly in county-specific legislation. For Lake County, Indiana Code 6-9-2 authorizes a 5% tax
“on the gross retail income” derived from rentals of 30 days or less and clarifies that this tax is in addition to the state retail tax on the transaction. The statute
has a large exemption for revenues derived from rentals in Gary from properties built or refurbished after 1993 – all of these revenues go to the City of Gary for
public safety and economic development purposes.

Revenues are allocated by the county treasurer to various entities according to the provisions of the statute. For the first $1.2 million collected each year:

• 35% to the South Shore Convention and Visitors Authority for deposit in the convention, visitors and promotion fund to promote and encourage
conventions, trade shows, special events, recreation and visitors;
• 44.33% to Indiana University-Northwest for medical education and allied health education programs;
• 9% to the cities and towns in Lake County for tourism and economic development projects;
• 9% to Purdue University-Calumet for nursing programs;
• 2.67% to two cities for facility marketing, sales and public relations for convention facilities located within the cities

134
APPENDIX: Funding Sources Memorandum
For any revenues exceeding $1.2 million each year:

• 85% to the convention, visitors and promotion fund to promote and encourage
conventions, trade shows, special events, recreation and visitors
• 5% each to Purdue University – Calumet; Indiana University – Northwest for
medical education; Indiana University – Northwest for allied health education.

The 5% rate is similar to that in most counties that have elected to impose an
Innkeepers Tax and is part of the authorizing statute, IC 6-9-2. An increase in this tax is
possible but would likely require authorization by the Indiana General Assembly6. While
the statute does not have a maximum rate, we would note that St. Joseph County is at
6%; Vigo County is at 6.5%; Allen County is at 7%; and Marion County is at 10%, so there
is precedent to ask for a higher rate.

The exhibit to the right illustrates the revenues that have been received pursuant to this
tax from 2007-2017. Revenues were $2.9 million in 2017, slightly lower than in 2016:

3. Food and Beverage Tax

Most counties and cities in Indiana must request special legislation from the Indiana General Assembly to adopt a food and beverage tax (including a
supplemental tax). However, pursuant to Indiana Code 6-9-36 (“Lake and Porter County Food and Beverage Tax”), Lake County’s fiscal body may authorize a 1%
Food and Beverage Tax by ordinance without any additional state legislation. Once the tax is adopted:

“Sec. 8. (a) The entire amount received from the taxes imposed by a county under this chapter shall be paid monthly by the treasurer of state to the
treasurer of the northwest Indiana regional development authority established by IC 36-7.5-2-1.”

Funds must be deposited in the ‘development authority fund’ and may be used for a number of legally authorized purposes, including economic development
projects in Lake County.

Bond counsel noted that any changes to the “rather convoluted and complicated revenue distribution formulas would require General Assembly action in modifying IC 6-9-2.”
6)
135
APPENDIX: Funding Sources Memorandum
Separately, there was a bill introduced in the 2018 session of the Indiana General Assembly, HB 1099,
Summary of Funding Scenario Results
which would have allowed any city or county not currently required or authorized to impose a food and
beverage tax to impose a 1% food and beverage tax through local ordinance. This bill was sent to Market Rates as of May 18, 2018
Ways and Means after first reading on Jan. 3 and withdrawn on Jan. 8. One Issue, $50 Million
Funding Option Analysis Project Cost
Indiana Legislative Services Agency’s (“LSA”) fiscal impact statement for HB 1099 included
projections, for each county, of the estimated tax that a 1% Food and Beverage Tax would produce in
Summary of Bonds Issued
calendar years 2019 and 2020. Based on the collections of the current counties and municipalities
Par Amount Bond 1: 2019 $ 47,900,000
that impose the tax and assuming a similar per capita revenue number for other counties. For Lake
Bond Summary: Sources
County, LSA estimated potential food and beverage tax revenues of $9.4 million for calendar year
Total Par Amount $ 47,900,000
2019, with $9.8 million estimated for calendar year 2020. While we believe this methodology may
Premium $ 5,950,210
actually understate potential revenues, LSA is a well-regarded and bi-partisan agency relied upon by
the Indiana General Assembly for fiscal decision making. The LSA Fiscal Note with projections by Proceeds $ 53,850,210
County is attached as an Exhibit. Bond Summary: Uses
Project Fund $ 50,000,000
Bond counsel noted that “implementation of the bonding process using food and beverage tax Debt Service Reserve Fund $ 3,367,250
revenue may necessitate ‘tweaking’ of the Lake County food and beverage tax enabling statute so as Capitalized Interest ?
to satisfy bond counsel and effectively make the bonds marketable.” Bond counsel also emphasized Costs of Issuance ($5.00 per bond) $ 479,000
that bonds issued using food and beverage revenues would need to be issued by the RDA through the All In TIC 3.96%
Indiana Finance Authority. Average Coupon 5.00%
MADS $ 3,367,250
As illustrated in the summary on the right of a potential financing and in the detailed “Northwest Targeted Debt Service Coverage 1.75x
Indiana Regional Development Authority Series 2018 Convention Center Bonds” analysis, a County Actual Debt Service Coverage 2.92x
Food & Beverage Tax would provide ample revenues to meet debt service requirements, with Debt Available Funds after DS $6.47 million
Service Coverage in excess of 2.9x to fund a $50 million project cost. In fact, after meeting annual Dated Date July 1, 2018
debt service requirements (estimated based upon current market rates) of $3.37 million, there would Final Maturity July 1, 2043
be an additional $6.47 million in revenue available to local units and/or the county. We believe Total Debt Service $ 85,196,000
coverage at these projected levels (2.9x), with the addition of strong additional bond covenants would Spread to MMD at Call Date +60 basis points
mean that additional revenue or another source of security for the bonds would likely not be needed. (Assumes an A+ credit rating)

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4. Existing TIF District Revenues

Indiana law authorizes each city, town and county in Indiana to create a Redevelopment Commission. A unit creates a Redevelopment Commission by ordinance
of the legislative body of the unit (the Town Council of a town, the Common Council of a city, and (except in a few counties), the Board of Commissioners of a
county. Generally, a city’s Redevelopment Commission has jurisdiction throughout the city, while a county’s Redevelopment Commission has jurisdiction
everywhere in the County except in the territory of cities or towns that have established their own Redevelopment Commission. Commissions can establish
“Economic Development Areas” or “Areas Needing Redevelopment” through the process outlined in Indiana Code 36-7-14.7 Within Economic Development
Areas and Areas Needing Redevelopment, the Commission can create a TIF Allocation Area, where tax increment is collected and used for projects within the
Area. The phrase “tax increment” refers to taxes payable on assessed value of properties in the Area in excess of taxes attributable to the assessed value
constituting the base.

According to reports on Indiana Gateway, there are currently 54 different city Tax Increment Financing districts within Lake County (see the chart on the following
page for a description of each TIF). For calendar year 2015, the most recent year for which data is available online, the Indiana Department of Local Governments
reports revenues of $66.47 million from all 54 TIF districts, based on an incremental assessed value of $1.657 billion. While 8 districts reported no revenues in
2015 (and two had less than $13,000), the other 44 ranged widely in revenues. The Whiting Allocation Area reported $15.46 million, while the St. Anthony
Allocation Area in Crown Point reported $25,203. Two districts in Hobart reported revenues of over $4 million each (the 61st Ave. TIF and the SR 130 TIF each
reported $4.2 million in revenues). A number of these districts’ revenues support debt service for bond issues – the bond issues are typically listed in Gateway
under the detailed description of each TIF. Once the potential site selection is narrowed to three to four sites, we can provide a revenue history for the TIF
(assuming the site is located in a current TIF) and any bond obligations relevant to each site.

While the ultimate site selected for a convention center may change, there are currently three sites which have been recommended as part of this study. All
three are in the vicinity of the intersection of Interstate 65 and State Road 30. Of the three sites, one is in an existing TIF district, the Century/Broadway TIF,
which covers parts of the southwest corner of the 65/30 intersection. The other two are near the Merrillville Road and Mississippi Street TIF Districts. According
to the Lake County Auditor’s office and Indiana Gateway, the Century/Broadway TIF had revenues of $2.08 million and expenses of $1.97 million in 2015.

7)
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Overview of Tax Increment Financing and Redevelopment Commissions in Indiana, April 2014, Barnes & Thornburg, LLP (http://www.btlaw.com/files/Uploads/Documents/Publications/Pitman_TIF%20OVERVIEW--Generic%20(2).pdf 12/17.15).
APPENDIX: Funding Sources Memorandum
Lake County TIF District Details
This TIF has four bond issues associated with it:
Authorizing Unit TIF ID# TIF District Gross Assessed Value Net Assessed Value Base Assessed Value Incremental Assessed Value Revenues Expenses
HOBART CIVIL CITY T45551 61st Ave TIF $145,418,850 $83,402,186 $25,607,379 $57,794,807 $4,216,630 $10,339,906

• Lease Rental Revenue Bonds, Series 2014 DYER CIVIL TOWN

DYER CIVIL TOWN
T45651
T45652
870790-Dyer1
870790-Dyer2
$111,301,900
$19,100
$96,224,953
$19,100
$43,247,138
$19,100
$52,977,815 $3,816,299 $3,898,027
$0 $0 $0

($10.048 million refunding of a 2005 bond issue, matures MERRILLVILLE CIVIL TOWN
MERRILLVILLE CIVIL TOWN
T45601
T45602
Ameriplex at the Crossroads
Century/Broadway TIF
$47,005,900
$207,011,801
$47,005,900
$207,011,801
$5,263,783
$166,411,433
$41,742,117 $1,166,315 $1,130,500
$40,600,368 $2,084,424 $1,969,787

in 2026) HAMMOND CIVIL CITY

GARY CIVIL CITY
T45206
T45103
Columbia Plaza
Consolidated Area
$17,192,500
$150,094,300
$17,192,500
$89,056,847
$0
$20,166,034
$17,192,500 $824,518 $0
$68,890,813 $2,442,287 $2,208,782

• Bond Anticipation Note, Series 2014 (TAXABLE) CEDAR LAKE CIVIL TOWN
GARY CIVIL CITY
T45850
T45113
Consolidated Cedar Lake 133rd
County Market
$102,218,000
$8,578,000
$84,507,743
$8,578,000
$52,606,603
$20,110
$31,901,140
$8,557,890
$992,967 $1,197,398
$405,067 $310,118

(still showing on Gateway but scheduled to be repaid on GARY CIVIL CITY

HAMMOND CIVIL CITY
T45114
T45203
Dalton Arm
Downtown
$2,544,800
$91,282,600
$2,544,800
$21,781,003
$0
$546,530
$2,544,800
$21,234,473
$347,658
$942,385
$326,288
$234,222

December 31, 2015) EAST CHICAGO CIVIL CITY

EAST CHICAGO CIVIL CITY
T45355
T45356
EC Lakefront
EC Riley Plaza
$94,943,000
$2,371,700
$93,275,256
$2,371,700
$35,787,954
$0
$57,487,302 $2,007,345 $2,360,958
$2,307,700 $102,859 $100,108

• Town of Merrillville Tax Increment Finance Loan of 2012 EAST CHICAGO CIVIL CITY
GARY CIVIL CITY
T45354
T45116
EC U.S. Gypsum
Gary Kirk Yard TIF
$23,064,253
$30,166,720
$23,064,253
$30,166,720
$4,146,820
$15,145,292
$18,917,433 $926,357 $852,946
$15,021,428 $1,179,132 $1,345,228

($1.5 million, matures in 2023) HAMMOND CIVIL CITY

HAMMOND CIVIL CITY
T45212
T45207
Gateways Allocation Area
Gibson Yard Expansion Area
$14,740,500
$49,902,400
$9,934,700
$49,611,342
$93,000
$45,511,270
$9,841,700
$4,100,072
$765,273 $1,871,678
$409,181 $324,870

• Redevelopment District Special Taxing District Bonds, HAMMOND CIVIL CITY

CROWN POINT CIVIL CITY
T45209
T45801
Home Depot
I-65 Allocation Area
$10,563,600
$177,819,600
$10,563,600
$125,401,045
$0
$55,941,380
$10,563,600
$69,459,665
$503,495 $130,198
$927,784 $3,628,581

Series 2015 ($1.175 million, matures in 2035) WHITING CIVIL CITY

SCHERERVILLE CIVIL TOWN
T45302
T45751
Indpls Blvd Corridor
Kennedy Avenue
$10,128,300
$591,118,566
$7,784,233
$591,118,566
$7,846,133
$409,099,920
($61,900) $0 $0
$182,104,511 $3,665,675 $4,516,056
GARY CIVIL CITY T45115 Kennys Ribs $114,800 $114,800 $3,360 $111,440 $0 $0
GARY CIVIL CITY T45106 Lakefront 004 $77,467,400 $77,467,400 $36,950,504 $40,516,896 $2,816,764 $6,755,290

Bond counsel noted: “I believe it to be unlikely that existing TIF GARY CIVIL CITY
HAMMOND CIVIL CITY
T45110
T45202
Lancaster-Dusable
Lear
$1,200,000
$8,823,950
$1,200,000
$8,776,100
$0
$0
$1,200,000
$8,776,100
$55,901
$383,443
$72,847
$0

district funds could be adequately made available to be the source LOWELL CIVIL TOWN
GARY CIVIL CITY
T45901
T45104
Lowell TIF
Madison Avenue
$76,174,700
$3,061,400
$64,108,584
$3,061,400
$60,009,282
$0
$4,099,302
$3,061,400
$70,357
$250,813
$5,798
$232,987

of funding for indebtedness incurred to construct a convention CROWN POINT CIVIL CITY
MERRILLVILLE CIVIL TOWN
T45804
T45604
Mainstreet Allocation Area
Merrillville Road
$1,362,600
$111,992,976
$1,096,900
$111,992,976
$1,107,220
$78,345,441
($10,320) $0 $0
$33,647,535 $2,127,257 $2,668,531
center.” “Although I believe funding for construction of a GARY CIVIL CITY
MERRILLVILLE CIVIL TOWN
T45108
T45605
Midwest Center
Mississippi Street
$5,594,100
$187,605,350
$5,594,100
$187,605,350
$0
$89,186,486
$5,594,100 $344,002 $319,041
$98,418,864 $5,045,381 $8,614,547
convention center would fit into TIF District authority, if funding of EAST CHICAGO CIVIL CITY T45353 Northtown Village Senior Apartments #3 $1,671,600 $1,671,600 $0 $1,671,600 $55,849 $64,302
a convention center is to be accomplished through TIF District EAST CHICAGO CIVIL CITY
EAST CHICAGO CIVIL CITY
T45351
T45352
Northtown Village Townhomes #1
Northtown Village Townhomes #2
$1,985,100
$867,800
$1,985,100
$867,800
$0
$0
$1,985,100
$867,800
$64,120
$21,160
$65,692
$38,535
funding, I would anticipate the need to create a new TIF district SCHERERVILLE CIVIL TOWN T45753 Plum Creek
Ridge Road/Calumet Avenue Economic
$5,790,900 $5,790,900 $1,224,300 $4,566,600 $141,006 $0

allocation which may be problematic.” MUNSTER CIVIL TOWN

HAMMOND CIVIL CITY
T45658
T45213
Development Area
Roby
$530,161,300
$30,246,200
$358,543,844
$30,211,372
$205,162,281
$30,209,772
$153,381,563 $3,234,997
$1,600 $77
$667,283
$0
CROWN POINT CIVIL CITY T45803 Saint Anthony Allocation Area $16,413,600 $1,771,847 $2,487,310 ($715,463) $25,203 $0
SCHERERVILLE CIVIL TOWN T45752 Shops on Main $20,249,900 $20,249,900 $1,208,220 $19,041,680 $369,308 $2,874
CROWN POINT CIVIL CITY T45802 Sportsplex Allocation Area $0 $0 $0 $0 $0 $0
HOBART CIVIL CITY T45550 SR 130 TIF $51,661,600 $40,692,199 $27,792,724 $12,899,475 $4,226,467 $1,767,634
ST. JOHN CIVIL TOWN T45700 St. John EDA I $141,431,000 $121,616,263 $81,403,833 $40,212,430 $778,417 $944,480
ST. JOHN CIVIL TOWN T45701 St. John EDA II $1,836,100 $1,717,215 $1,717,215 $0 $0 $0
GRIFFITH CIVIL TOWN T45001 TIF #1 Griffith Mall $7,586,010 $17,622,875 $7,559,011 $10,063,864 $279,489 $631,419
HIGHLAND CIVIL TOWN T45451 TIF #1-Highland Acres $2,740,500 $2,399,175 $1,926,965 $742,210 $12,893 $0
GRIFFITH CIVIL TOWN T45002 TIF #2 Downtown $4,538,396 $4,524,776 $4,524,776 $0 $102,681 $0
HIGHLAND CIVIL TOWN T45452 TIF #2 Highland Downtown $59,534,100 $45,116,869 $39,557,064 $5,559,805 $138,174 $0
HIGHLAND CIVIL TOWN T45453 TIF #3 Highland Commercial Corridors $149,475,500 $146,048,733 $138,403,290 $7,645,443 $109,598 $0
GARY CIVIL CITY T45117 Truck City of Gary 003-004 $4,726,200 $4,726,200 $5,000 $4,721,200 $294,750 $217,114
HAMMOND CIVIL CITY T45214 Westpoint $8,500 $8,500 $8,490 $10 $0 $0
WHITING CIVIL CITY T45301 Whiting Allocation Area $721,850,180 $721,763,364 $280,857,674 $440,905,690 $15,468,155 $21,415,474

WINFIELD CIVIL TOWN T45951 Winfield 109th & Randolph St44 and St47 $35,195,400 $31,484,101 $34,031,841 ($2,547,740) $0 $0
HAMMOND CIVIL CITY T45210 Woodmar Consolidated $29,430,300 $29,430,300 $5,551,960 $23,878,340 $1,189,833 $1,949,414
HAMMOND CIVIL CITY T45211 Woodmar Gateway $23,899,200 $23,899,200 $0 $23,899,200 $1,141,229 $1,874,250

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5. Property Tax Backup

The fiscal body may determine to use a property tax back up for a specific financing. The use of this resource as a backup pledge would need to meet certain
criteria to ensure that it would not count against the County’s constitutional debt limit, including the affirmative statement that the primary revenue source is
anticipated to be sufficient and reliance on a property tax backup is not expected. The bonding entity would want to conduct an analysis before deciding to utilize
a property tax backup to determine whether a property tax backup would make a difference in the credit and interest rate of the bond.

B. Possible Additional Sources Not Yet Authorized:

1. Community Revitalization Enhancement District

Pursuant to Indiana Code 36-7-13, all 1st and 2nd class cities in Indiana may create one Community Revitalization Enhancement District with no additional state
legislation needed. Currently, nine such districts are authorized in Indiana – two in Bloomington, two in Ft. Wayne, one in Delaware County, one in South Bend,
one in Indianapolis and one in Anderson (inactive). The fiscal body is able to capture the incremental growth in state sales tax and income tax in the area and use
that for projects related to the area.

Bond counsel noted: “Of the “possible additional sources” not yet authorized and identified in the draft memorandum, the community revitalization enhancement
district concept may hold the greatest potential.”

2. Professional Sports and Convention Development Areas

A Professional Sports and Convention Development Area is a special zone where certain state and local tax revenues generated by activity at designated sports
and convention facilities is diverted to a special fund for capital improvement projects within the PSCDA. Pursuant to Indiana Code 36-7-31-1, counties with a
consolidated city and professional sports teams are eligible to create a PSCDA by resolution of the legislative body of the establishing county. The resolution
designating a PSCDA must be reviewed and approved by the State Budget Committee, and no incremental tax revenue may be captured by a PSCDA unless
approved by the SBA. This is limited to $5 million annually for twenty years, and the statute expires in 2040.

Bond counsel: “I would have less optimism about the “professional sports and convention development area” because of its seemingly limiting focus on sports
related facilities and the need for approval by the state budget committee.”
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APPENDIX: Funding Sources Memorandum
3. Regional Development Tax Credit

This concept is currently being explored by other counties. It would apparently allow 25% of a qualifying project to be financed with tax credits sold to developers.

4. New or combined TIF Districts

Once a site is selected for the project, it is possible that the site could be added to an existing TIF district or that a district could be created including the site.
Generally, if the site is added to an existing TIF district (by expanding the district’s boundaries), existing TIF revenues may be available to fund a project at the
newly-added site.

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APPENDIX: Funding Sources Memorandum
C. Possible Issuing Entities:

1. Indiana Finance Authority. Pursuant to IC 4-4-11-4, the IFA may issue bonds for various types of projects, including economic development projects.

• Pursuant to IC 36-7.5-4-3, the Northwest Indiana Regional Development Authority may issue bonds for a variety of project and capital expenditures, but
may only sell those bonds to the Indiana Finance Authority. IC 36-7.5-4-3(f).

2. Hammond Bond Bank. Pursuant to IC 5-14, the Hammond Local Public Improvement Bond Bank is authorized to assist qualified entities in Lake County in
financing projects.

Bond counsel noted: “As the draft memorandum indicates, the Hammond bond bank is able to issue “public improvement bonds” for projects throughout
Lake County and could be the issuing entity but identifying and securing the funding source for repayment of the debt could be problematic.”

3. Lake County Convention and Visitors Bureau. Pursuant to IC 6-9-2-4.7, the Bureau may issue bonds or enter into leases to “pay the costs incurred in the
financing, construction, acquisition and equipping of a visitor center to promote and encourage conventions, trade shows, special events, recreation and
visitors within the county.”

Bond counsel noted that this statute would likely require an amendment to allow for the issuance of bonds for a convention center.

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