Deployment Strategies for CDFI Small Business Lenders

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1 Dpoyt Stratis or CDFI Sa Busiss Lrs By Loita Sras, Ruth Barbr, a Moira Wart Jauary 2014 This pubicatio is a possib by th rous support o th Goa Sachs 10,000 Sa Busisss Itrouctio Dpoyt o oa capita is ctra to a CDFI s issio. Stro poyt is a as to ratr couity vopt ipact, a stror baac sht, a icras ar ico. Most CDFIs, rarss o sta or portoio siz, ac prioic poyt chas; so ac airy costat poyt chas. Ths chas icu but ar ot iit to ac o sta capacity, coptitio ro othr rs, a ac o quaity as. CDFIs across th coutry hav vop tchiqus--taior to iiviua sta s, srvic aras, a busiss os--to hp th poy uch- us ito thir arts. This o scribs coo barrirs to poyt ac by Sa Busiss CDFIs a ctiv thos ths CDFIs ar usi to icras oa vou. Mthoooy I May a Auust 2013, w istribut a poyt stratis survy to 103 CDFIs that priariy iac sa busisss. 1 Sixty-two CDFIs rspo, icui ay o th Goa Sachs 10,000 Sa Busisss CDFI Growth Coaborativ partrs. W couct oow-up itrviws with iv survy rspots. Ths itrviws or urthr isiht ito poyt, arti, a capitaizatio stratis. I aitio to iis ro th survys a itrviws, this TA Mo icorporats ari ro FUND Cosuti s 13 yars o xpric wori with CDFI sa busiss rs. Survy Rspots Survy rspots vari by istitutio typ, ubr o sta, portoio siz, a poyt ratios. Rspots ar priariy oa us (47), oow by CDFI bas (13), o vtur u, a o 1 Th authors ar ro FUND Cosuti. FUND Cosuti issu th May 2013 survy to its cit CDFIs. OFN cotract FUND Cosuti to issu th sa survy to th Goa Sachs 10,000 Sa Busisss Growth Coaborativ partrs a othr OFN Mbrs i Auust Tchica Assistac Mo 1

2 CDFI that i ot itiy its iacia istitutio typ. Th avra rspot has a sta siz o iht to 10 a a portoio o ovr $20 iio. Dpoyt ratios (i as ross oas outstai ivi by tota capita avaiab or i) vary raty, with o-thir o rspots ai i th 66% to 85% ra. S Appix A or tais o ths a othr rspot charactristics. Prois o th Fiv Itrviw CDFIs W itrviw our oa us (Accss to Capita or Etrprurs, Briway Capita, Ic., Th Prorss Fu, a Viriia Couity Capita) a o CDFI Ba (Noah Ba). Bri prois o ths iv CDFIs oow. Accss to Capita or Etrprurs (ACE) is a oproit oa u haquartr i Cva, Goria. ACE provis capita to sa busisss a icrotrpriss throuhout orthr Goria a th Atata tro ara. Proucts icu hathy oo a ry icicy oas. ACE is a OFN Mbr a a partr i th Goa Sachs 10,000 Sa Busisss CDFI Growth Coaborativ. Briway Capita, Ic. is a oproit oa u with brachs i Pittsburh a Eri, Psyvaia. Briway provis sa busiss oas, icrooas, a oproit oas throuhout wstr Psyvaia, with a particuar ocus o ow-ico a iority busiss owrs. Briway is a OFN Mbr. Noah Ba is a crtii CDFI ba with brachs i astr Psyvaia, Nw Jrsy, a th Nw Yor City tro ara. Noah provis a u u o oa proucts, icui Sa Busiss Aiistratio (SBA) oas, a srvs th Asia-Arica couity i th tri-stat ara. Th Prorss Fu (TPF) is a oproit oa u bas i Grsbur, Psyvaia a srvs parts o Psyvaia, Wst Viriia, Marya, a Ohio. TPF s ocus is sa busiss i that srvs th rowi touris iustry or proucrs o vau-a ocatio oos i rura couitis. TPF is a OFN Mbr. Viriia Couity Capita (VCC) is a oproit oa u with oics i Richo a Christiasbur, Viriia. VCC is aso a ba hoi copay or Couity Capita Ba o Viriia, th oy stat-chart couity vopt ba i th stat. VCC provis capita to sa busisss, particuary i ary rura a iority aras, throuhout th stat o Viriia. VCC is a OFN Mbr a a partr i th Goa Sachs 10,000 Sa Busisss CDFI Growth Coaborativ. Dpoyt Chas CDFIs o a typs rport aci urous barrirs to poyt, with ost rspots iicati that thy ac or tha o o ths issus (S Chart 1). Across a CDFIs, ac o quaity as a isuicit sta capacity wr th ost cooy cit barrirs, oow by coptitio with othr rs, ac o a arti but, a isuicit capita to t a. As show i Chart 1, thr ar ircs btw bas a oa us: or xap, bas cit coptitio as th ubr o barrir a oa us cit it as th ast coo barrir. 2 Tchica Assistac Mo

3 Chart 1 80% 70% 60% 50% 40% 30% 20% 10% 0% 54% 53% 68% Maor Barrirs to Dpoyt 51% 38% 40% *This rspos optio was oy icu i th Auust survy, which was ot st to CDFI bas. 69% 34% 28% 23% 26% 26% Lac o quaity as stas out as th ost coo barrir to poyt: or tha two-thirs (68%) o a rspots, a or tha 50% o oa us a 50% o bas, iicat that this was a cha. O ths rspots, ary thr-quartrs iicat that ac o coatra was th appicat s aor issu, oow by ow crit scor (64%) a ac o iacia itracy (45%). Th iv itrviws or urthr cotary o th ac o quaity as. VCC ot that th quaity o sa busiss as is act by our issus: 23% 43% Lac o Quaity Das Sta Capacity Coptitio with Othr Lrs Ba Loa Fu A Rspots Lac o Marti But N/A Avaiab Capita* Copay oprati prorac has ot uy rcovr to pr-rcssio cash ows; Losss ro th past svra yars hav wa baac shts a copay vra; Sa busiss owrs hav prsoay sur ro ruc cash ow a thir iiviua crit scors ar ow; a Equity i th owr s hous, ot us as coatra or sa busiss oas, is iit u to th currt housi art. Athouh th quaity o as is priay a issu or oa us i particuar, itrviws cot that th crit squz that start with th cooic owtur i at 2007 ha actuay hp icras th ubr o quaity as thy rciv. Th tihti o crit by bas a othr aistra rs push quaii busisss to s capita ro o-traitioa sourcs o capita i CDFIs. Dspit sis o cooic rcovry, i 2013 oa us i that thy ar sti attracti cits that ar uab to obtai oas ro bas, v thos with hihr crit scors a accptab coatra. Accori to Briway, Bas ar oy i i prct situatios, a ar ot oosi up ro a ris stapoit A y oa oicrs ar x-bars, a w v a cots that w r oi as at Briway that iv yars ao i bai w wou hav b copti with vry ba i tow or. Loa us rcoiz that as th cooy Tchica Assistac Mo 3

4 cotius to rcovr, coptitio ro bas or quaity as wi rtur a traitioa rs ay oc aai tpt away borrowrs. Itrviws xpa o so o th othr barrirs thy ac. ACE ot that its costraits o poyt wr rat to oraphic ui rstrictios. For xap, thy ot hav iicuty poyi us i tropoita Atata, a ar oraphic ara, u to rstrictios that rquir th to poy thir capita i rura couitis whr a ay b owr. VCC has ou that its cost o us is ot sihty hihr tha its coptitio a, as a rsut, it ot s to ta o aitioa ris to t th rturs it is si. Athouh thy ay appar quit irt i ay ways, ruat a uruat CDFIs ac ay o th sa chas i poyi capita. As show i Chart 1 abov, couity vopt bas a oa us itiy ac o sta capacity, ac o quaity as, a ac o arti but as barrirs at approxiaty th sa rat. I oow-up itrviws, so bas a oa us xprss rustratio at th cost o capita, iicutis i raisi us, a th iportac o stti oas or th CDFI. O otab irc btw ruat a uruat CDFIs is coptitio: ary two-thirs o CDFI bas iicat this is a barrir to poyt copar to ss tha a quartr o oa us. Noah Ba cot that it acs coptitio i its arrow tart art o Asia Aricas as thr ar ay othr bas that aso tart that sa popuatio. This is i aitio to th atioa bas, couity bas, a othr iacia istitutios that srv th sa oraphy icui but ot spciicay tarti th Asia Arica art. Aothr irc is how CDFI bas a oa us hav wathr th rct cooic owtur. CDFI bas hav ha siiicat iicuty i poyi capita ovr th past w yars u to icras ruatory costraits, tiht crit, a th rowth i coptitio that has co as a rsut. Noah Ba has ou that th rct cooic upswi has ot raty iprov its i situatio. Th quaity [o oas] has cras u to th harship caus by th cooic owtur, but or iportaty, as th cooy has iprov, u to th coptitio, th oa trs hav bco ss avorab or bas. It has b a oub- swor or rs. Borrowrs wat owr rats a ix-rat prios rathr tha oati or th th o th oa. Bas hav stpp up a provi ths owr rats, which has caus so o th ari coprssio that bas hav t. Othr CDFI bas as w hav iicat that thr is icras coptitio or quaity as that a withi ruatory costraits. Bst Practics i Dpoyt Stratis Charactristics o CDFIs with Icras Dpoyt It is itt surpris that 95% o survy rspots iicat that icrasi oa vou has b a priority i th past thr yars; ost (ovr thr-quartrs) but ot a, achiv that oa. Th charactristics o CDFIs with icras poyt vary wiy. Thy ar both CDFI bas a oa us. Nary ha (45%) ha oa portoios o ss tha $10 iio, whi 40% ha portoios ratr tha $20 iio. Aost ha ha 10 or wr sta brs, whi o-thir iicat that thir sta xc 20 pop. Siiary, thy srv a wi varity o oraphis, ro a couity to a stat to a atioa art. S Appix A or or tai o th charactristics o CDFIs with icras poyt. 4 Tchica Assistac Mo

5 Coo Stratis to Arss Dpoyt Barrirs CDFIs hav vop yria thos or aitaii a icrasi thir poyt bas o thir spciic tart arts, borrowr s, a busiss os. Marti a outrach wr us by ay survy rspots, Fity sv prct o rspots with oa vou rowth ovr th past thr yars attribut part o that rowth to thir arti a outrach orts. As show i Chart 2, vopi rrra ratioships was th ai arti straty us to icras oa vou, oow by spai at couity vts a provii tchica assistac or vopt srvics to busisss. Chart 2 120% 100% 80% 60% 40% 20% 0% 98% Rrra Ratioship Marti & Outrach Stratis or Icrasi Loa Vou 56% Spai at Couity Evts 48% Provii TA/ Dvopt Srvics 40% Wbsit 21% 13% 13% 13% Nwsttr Dirct Maii Sco Loo Prora with Loca Lr Othr Ba Loa Fu Icu i th Othr catory i Chart 2 ar stratis such as: Spciaiz/ocus i Cotiu xpasio i xisti or arr srvic ara Partrships with ovrt acis Icrasi sta siz Estabisht o w brachs (CDFI bas) Rbrai Wori/partri with othr rs Buii awarss o CDFIs ao itriaris Dirct cotact with busisss Havi cary stat poyt oas (both i trs o oars a poyt ratio) i stratic a capitaizatio pas has aso srv as a ctiv ictiv to row oa vou: a rspots that ha copt a stratic pa a 90% o rspots that ha copt a capitaizatio pa ou th to b hpu to so xtt i rowi oa vou. Tchica Assistac Mo 5

6 Furthr tais about so coo poyt stratis, icui rrra ratioships, poyt oas, arti, spciaizatio i i, a capitaizatio, ar outi bow. Rrra Ratioships Ao th survy participats, 98% iicat that rrra ratioships wr th ost succssu straty i icrasi oa vou, with svra rspots oti that ac-to-ac tis with rrra sourcs hav th strost ipact. Siiary, 56% o rspots iicat that spai at couity vts was aothr succssu straty a has ot to aitioa rrra ratioships. As o rspot ot, Our bist arti attribut is ratioships W v ha th ost succss with tti out thr, ti pop, a vopi ratioships. A y actor to succssu rrra ratioships is a ibrat, aa approach. Briway Capita has vop a thr-stp procss or vopi a urturi rrra ratioships with bas that ar a y straty or aitaii a icrasi poyt. Briway has stabish ratioships with svra ar, atioa bas to which thy rach out vry yar to 18 oths. Thy hav aso vop rrra ratioships with svra sar, couity bas, ay o which ha approach Briway about vopi this ratioship. Briway has ou that ach ti thy copt this thr-stp procss thy s a icras i rrras a subsqut poyt. First, svra brs o Briway s oa a arti sta a a ac-to-ac prstatio about th oraizatio to ba sta, usuay cosisti o busiss bars a brach aars, provii y ioratio about Briway s proucts a srvics. Sco, atr th prstatio, Briway sta rachs out iiviuay to ach att ro th ba to strth th coctio with th bar, aow or oow-up qustios, a p th oraizatio o th bar s raar or pottia rrras. Briway sta th oitors th rrras ro ach bar iiviuay a th ba as a who, a rviws ths rrra ubrs othy to quatiy th rsuts o th prstatio a th subsqut ratioships. Thir, i th ratioships hav b succssu a th ba has provi suicit rrras withi approxiaty 90 ays, Briway hosts a rcptio or th ba sta as a tha you or thir busiss. Duri th rcptio, Briway hihihts spciic as that cos as a rsut o th ba s rrras. Th oraizatio aso ivs Ba o th Yar a Bar o th Yar awars at its aua ti bas o th ubr o rrras rciv ro a ba a a iiviua bar, rspctivy. I a siiar vi, VCC hosts a ucho at th o vry yar or borrowrs, prospctiv custors, a rrra sourcs to riorc th ratioships with th various partis, tha th, a provi th with ioratio about VCC s succss, proucts, a srvics. This opportuity or ac-to-ac itractios has hp to bui w a strth xisti ratioships. Athouh ot itrviw ircty or this o, Couity First Fu, a oproit oa u ocat i Lacastr, PA a a br o th Goa Sachs 10,000 Sa Busisss CDFI Growth Coaborativ, aso srvs as a otab xap or vrai rrra ratioships. Th oa u rcoizs that rrra sourcs ar ot iit to irct ratioships with bas, sa busiss vopt ctrs, a othr partrs. Couity First itiis iucrs who iircty 6 Tchica Assistac Mo

7 crat rrras. Ths iucrs icu sa tow ayors, ba prsits or othr hih-v sta, a othr pop i positios o powr that hav utip coctios a whos tio o th oa u ay op oors or rrras. Couity First sta, icui th CEO a COO, as a ort to t with ths iucrs i prso oc a yar i orr to sur thir cotiu ratioship, ps th up to at o Couity First s accopishts, a provis urthr ioratio that ay b hpu to th iucr. Dpoyt Goas Svra CDFIs ot that stti spciic poyt oas has b a succssu too or icrasi oa vou. For xap, ACE has st a oraizatio-wi poyt ratio oa o 60%. This oa is actor ito th aua buti straty a ach oa oicr i tur is iv iiviua oas or oas cos a oars poy bas o th spciic prouct o which thy ocus. Ths oas ar sowhat xib a ar aust as cssary throuhout th yar bas o xtra actors icui ur poyt oas a tiis, or xap. Briway is strivi towar a poyt ratio o 80% by 2016, with itri aua oas or th ratio a or oars poy. Th oraizatio aitais its strict i staars to sur that oa quaity os ot triorat with rowth i poyt. Siiar to ACE s procss abov, Briway bras th ovra poyt oa (i oars) ow or ach oa oicr, bas o th oicr s poyt ro th prvious yar a th avra siz o his or hr oa prouct. Briway ibraty has ot ipt a ictiv prora or its i sta, ista hiri iiviuas that ar issio-riv, as tri throuh a bhaviora asssst couct uri th itrviw procss. Th bac th oraizatio has rciv ro its sta is that th ac o ictivs or iiviuas crats a virot i which sta brs hp ach othr a proots a oo wor-i baac. VCC is wori o buii a sas cutur ao its i sta. Each sta br has poyt oas (i oars) as w as pipi oas or ach isca yar, a VCC pas to itrouc iacia ictivs or its i sta. Ths oas otivat oa oicrs a aat a aso srv as bchars or trii th succss o th oraizatio. Loa sta ar aso haviy ivov i th oraizatio s arti iitiativs to hp aciitat th sas procss a to crat a stro coctio btw arti a poyt across th oraizatio. Marti May o th survy rspots hav sa sta sizs a as such ar uab to sustai u-ti arti sta: 20% o rspots aswr that thy hav o sta icat to arti, whi 43% ha o prso o sta or this purpos. A aitioa 10% ( <1 i Chart 3) hav ou crativ ways o istributi arti tass ao sta, usi aiistrativ sta or hiri itrs to pror ths uctios, or iati arti as part o aothr sta br s ob uctio. Tchica Assistac Mo 7

8 Chart 3 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% Sta Dicat to Marti 43% 20% 15% 10% 7% 5% 2% 0 < >4 Rspots arti stratis vary wiy a icu: Hoi ioratioa tis at oca ibraris i ursrv aras i th Tart Mart; Marti proucts a srvics to stratic partrs, icui SCORE (sa busiss tori prora) Hiri outsi prossioas to vop arti atrias, icui wb sirs, raphic sirs, a prossioa writrs Dvopi partrships with oca acis who wor with trprurs Hiri arti sta or spciic oa proucts Marti throuh ia sourcs, icui wbsits, itrt avrtists, socia ia, prss rass, a raio avrtists CDFIs hav aso ou arti pas, aothr vhic by which to cary articuat oas a rat straty, to b a succssu way to icras oa vou. O th survy rspots that hav copt a arti pa, 62.5% ou it hpu to vry hpu i aciitati poyt. Marti Matrias Marti atrias i th ors o brochurs or othr haouts ar a iportat arti too or ay CDFIs. Sic its icptio i 1996, Th Prorss Fu has crat o-pa Prouct proi haouts that atur a borrowr succss story. Th haout hihihts th borrowr, thir iacia, th oa prouct that TPF or th, a th succss o thir busiss that occurr as a rsut o th oa, ao with a pictur. This sip arti pic os ot icu itrst rats or trs, but rathr ts a story o a succssu borrowr to hp pottia borrowrs visio thir ow pottia succss story, ostrat that borrowrs ar th oraizatio s ai ocus, a show currt or pottia urs th ipact o thir ivstts. As TPF poits out, w put th spotiht o ra pop. Storis a picturs stic i th is o pottia borrowrs, rrra sourcs, a ivstors. Rrra sourcs ow that th pop thy s to us o t t ost i th procss hr, 8 Tchica Assistac Mo

9 a th prois pait a prcty car pictur o who w hp a who shou b rrr to us. S Appix B or xaps o TPF s borrowr storis. Briway Capita has ou rct succss i arti its proucts a srvics ircty to th usr. Briway rcoiz a siiicat opportuity or i to th auacturi iustry i its wstr Psyvaia srvic ara a as such xpa its oa proucts to ths busisss or purposs icui xpasio, wori capita, a acquisitio. Th oraizatio vop a arti haout that provis cssary ioratio o iaci to auacturrs. Briway has siiar irs or its busiss ucatio proras a SBA oas. Athouh th oraizatio sti ris haviy o rrra sourcs or busiss, -usr arti ivs Briway aothr as o tti ioratio ito th has o pottia borrowrs. S Appix C or xaps o Briway s -usr arti atrias. Marti throuh Mia Athouh oy 40% o survy rspots iicat that thir ost succssu arti straty or icrasi oa vou was thir wbsit a 21% iicat it was thir wsttr, CDFIs ar ii crativ ways to us various ors o ia to art thsvs to pottia borrowrs a rrra sourcs. O survy rspot ot that thy hav ha bttr xposur with [th] pubic usi socia ia arti such as Facboo a YouTub, a sco a that prss covra a/or writi aazi artics was a succssu arti straty, a a thir ou that raio avrtisi i our y arts i rais awarss ao our rrra twors, which rsut i icras rrras. TPF aso ot that prss rass a othr ia covra hav b usu i arti thsvs i orr to icras oa vou. TPF issus a prss ras whvr thy cos a oa to a w busiss or wh a xisti borrowr is oi sothi particuary otworthy, such as a xpasio or itrouci a w prouct. I orr to strai this procss a sur hihquaity rass, TPF has hir a prossioa ouraist to o ths writ-ups. As a a bous, this ouraist ot writs a artic about th borrowr i th oca wspapr, urthr issiati ioratio about both th borrowr a TPF s proucts a srvics. Spciaizatio Svra itrviws rport that o o thir ost succssu arti stratis is a spciaiz ocus i thir i. Ths CDFIs hav ou a i ocus that wors or thir borrowrs, thir urs, a thir busiss os. TPF has ou its ich i ori oas to a spciic roup o borrowrs. TPF s uti-stat srvic ara covrs wstr Psyvaia a parts o Ohio, Wst Viriia, a Marya, a th oraizatio supports a capitaizs sa busisss ivov i outoor rcratio a th touris iustry. As such, TPF s sa busiss borrowrs icu rstaurats, rtai stors, a othr busisss that srv tourists throuhout orthr Appaachia a ao th Grat Ahy Passa. Th spciicity o its ocus has thr oas: Stai out ro th crow o rs Bi orab a obviousy ipactu to th ui couity Hpi TPF vop xprtis to ss ris Tchica Assistac Mo 9

10 TPF s ctiv rura proras a ich i to sa busisss i th touris iustry wr y to TPF wii a Ws Faro NEXT Awar or Opportuity Fiac i TPF is ow th priary r o approxiaty 95% o its oas, which sss ris ro corcia rs who iht hav b i irst positio o coatra, a has t ovr $43 iio sic icptio. Noah Ba has ou succss i provii sa busiss oas to Asia couitis throuhout its srvic ara o Psyvaia, Nw Jrsy, a Nw Yor. This ocus has hp it uy ursta th s o its borrowrs a ab it to taior its proucts a srvics accoriy. As Noah Ba cotius to xpa, it oos spciicay to arts with ar Kora or othr Asia Arica popuatios. Noah Ba has vop xprtis i Sa Busiss Aiistratio (SBA) i to bttr srv its cits. Not vry couity ba ors ths oas a Noah s xprtis has a it or succssu i srvi its ich art. Briway Capita has ou succss i havi ach oa oicr ocus o oy a w spciic proucts rathr tha havi vry oa oicr rsposib or vry prouct, rarss o siz or typ. This tho crats arrow but p, rathr tha shaow but broa, xprtis ao its oa oicrs, a o who ar orr bars. Sic upati its busiss straty to arrow th ocus o its oas oicrs, Briway has s a icras i oa vou. Capitaizatio Thr is a stro coctio btw th capitaizatio a poyt. Th aout o, trs o, a ui rstrictios o a CDFI s capita ca positivy or ativy ipact th aout o capita a CDFI is ab to out. Th poyt ratio, i tur, ca b a y to attracti aitioa capita. Fui sourcs rcoiz that a stro poyt ratio rprsts a CDFI s abiity to t oas out th oor whi pi ouh o ha to avoi copty xhausti th oraizatio s capita. A poyt ratio that is too ow iicats that a CDFI is ot cosi ouh oas, whi a ratio that is too hih iicats that th CDFI is ovrxti its capita, iicati vurabiity i th oraizatio s sustaiabiity. Aitioay, ay CDFIs hav vop capitaizatio pas to ui th i raisi w capita: o thos survy rspots who ha copt a capitaizatio pa, 90% iicat that it was hpu to so xtt i aciitati poyt. Capitaizatio stratis a thir ct o poyt vari ao itrviws. VCC has a uiqu capitaizatio structur i that it is a oproit oa u but is aso th hoi copay or a statchartr couity vopt ba, Couity Capita Ba o Viriia. Th oa u a ba participat i oas tothr, which aows VCC to or arr oas to its borrowrs. Th ba is a sourc o raiy accssib capita a provis cribiity i th artpac u to its status as a FDIC-isur iacia istitutio. As ot arir, Th Prorss Fu has a spciic ich art ocus o i to touris-bas sa busisss throuhout orthr Appaachia. I orr to cotiu to bui o this busiss o, TPF oy accpts urstrict capita that wi aow it to cotiu with its currt i paratrs. 2 For or ioratio o th Ws Faro NEXT Awars or Opportuity Fiac o to 10 Tchica Assistac Mo

11 ACE has struc a baac i si capita that ivs th oraizatio ro to vop oa proucts that suit its art whi wori withi th rstrictios o th capita. I 2008, ACE auch its Goria Gr Loas (GGL) prora, which provis oas to busisss that or virotay riy proucts or srvics or wat to a thir procsss or virotay icit. ACE was ab to i ui or this prora throuh th Sa Busiss Aiistratio. This capita has aow ACE to taior ths proucts to its borrowrs a vop xprtis i this ara o i. ACE was aso a rcipit o a CDFI Fu 2011 Hathy Foos Fiaci Iitiativ awar a subsquty auch a hathy oos oa prouct. ACE has ocus this i o spciic ihborhoos whr thr is a particuar or iprov accss to hathy oos. Cocusio Th iihoo o succssu poyt is icras by ryi o th uatas o aat. CDFIs o a shaps a sizs hav vop a varity o ways to ovrco barrirs to poyt. Th survy rsuts a sct itrviws with iv CDFIs ostrat how, thouh vry irt ro o aothr, CDFIs rcoiz hurs to poyt a hav taior stratis or ovrcoi th. Whi coo stratis icu vopt a aitac o rrra ratioships, crativ arti stratis, poyt oas, spciaizatio i i, a capitaizatio pai, what icrass th ctivss i poyt or ths CDFIs is cary stat poyt oas a itrat stratis that i capitaizatio, arti, a poyt ito a cohsiv a asurab aat approach. Tchica Assistac Mo 11

12 APPENDICES Appix A: Survy Rspot Charactristics Appix B: Th Prorss Fu Borrowr Storis Appix C: Briway Capita E-Usr Marti Matrias Appix D: Survy Istrut 12 Tchica Assistac Mo

13 Appix A: Survy Rspot Charactristics A Survy Rspots Sta Siz by CDFI Typ* Loa Portoio Siz* % 30% % 39% 10 15% 15% 15% % 15% 5 0 < > < $3 iio $3 to $10 iio $11 to $20 iio > $20 iio Ba Loa Fu Vtur Fu Ba Loa Fu Vtur Fu *Labs iicat prct o tota rspots i ach catory % Lss tha 50% Dpoyt Ratio* 26% 33% 23% 5% 50% to 65% 66% to 80% 81% to 95% Gratr tha 95% Ba Loa Fu Vtur Fu *Labs iicat prct o tota rspots i ach catory. Tchica Assistac Mo 13

14 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% 38% Loca Couity Srvic Ara o A Rspots 31% Mtropoita Ara 36% 39% 21% 8% Couty Statwi Muti stat Natioa 14 Tchica Assistac Mo

15 Survy Rspots with Icras Loa Vou Ovr Past Thr Yars Sta Siz o CDFIs with Loa Vou Growth Portoio Siz o CDFIs with Loa Vou Growth 40% 35% 30% 25% 20% 15% 10% 5% 0% 13% 13% 22% 17% 35% < > 20 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% 17% < $3 iio 28% $3 to $10 iio 15% $11 to $20 iio 40% > $20 iio Srvic Ara o CDFIs with Loa Vou Growth 50% 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% 33% Loca Couity 31% Mtropoita Ara 44% 29% 21% 6% Couty Statwi Muti stat Natioa Tchica Assistac Mo 15

16 Appix B: Th Prorss Fu Borrowr Storis 16

17 17

18 18

19 Appix C: Briway Capita E-Usr Marti Matrias Quit sipy, w wou t b i busiss without Briway Capita. Briway stpp up to th pat ot oy iaciay [wh w start our busiss], but aso i a avisory positio. W wat to buy our buii oy o yar atr, a Briway was thr or us aai with th SBA 504 ra stat oa. Kvi Hartor, A-Kisi Iustris Fiaci or Mauacturrs Briway Capita wors with copais a oproits i wstr Psyvaia to iit rowth, crat ob opportuitis, a strth couitis. For stabish a rowi auacturrs, iaci ca b us or: Busiss xpasio Ra stat purchass Equipt a othr ix assts Growth Loas Rovatios Wori Capita A or! For rowi copais across various iustris, copais ca borrow or ix assts, ra stat, or wori capita to xpa thir busiss. Why it wors: W ca taior th oas to t your copay s s a proct cash ow, a or xib rpayt optios ovr varyi trs. W ca aso wor with bas to hp axiiz th aout a copay ca borrow. Bits: Up to a 10-yar tr, ix rats, a o prpayt patis. 504 Loas A Sa Busiss Aiistratio (SBA) prouct or stabish busisss to obtai o-tr iaci or capita assts i owr-occupi ra stat or quipt. It ca aso b us or buii rovatios. It ors 20-yar iaci or ra stat a 10-yar iaci or quipt. Why it wors: It ivs busisss accss to o-tr oas at coptitiv, ix rats. With as itt as 10 prct ow, busisss ca sav cash or aiy opratios. Bits: Low ow payt, ix itrst rats or th i o th oa, a iac oa s. To ar or, visit us oi at 19

20 Busiss Eucatio Etrprurs ar th bacbo o our cooy. You crat obs, attract wath, riv coptitio, a bri ivrsity to our couitis. That s why w vop a prora ust or you that wi provi traii a capacity-buii opportuitis to hac your busiss sis a prop you towar succss. For Briway Capita borrowrs, our Busiss Eucatio Prora ors cosuti, traii, twori, ucatioa rsourcs, rat opportuitis, a or. Bst o a, ach aspct o th prora is at ow or o cost to you. Briway Capita has suppi us with a is aout o Busiss Eucatio. J a Stph MacBri, Archr s E LEARN MORE What s I It For You? Si Cosutats Gai accss to xpric prossioas i iacia aat, stratic arti, busiss pai, a or at ow or o cost to you. Thy wi hp you vop a Actio Pa a wor to ipt it. Eucatio a Traii Bui your busiss sis a your twor by atti siars a traii vts. Our ucatioa partrs or traii vts vry oth, a as our borrowr, you ca att at a ruc rat. E-Nwsttrs Lar th atst busiss tips, ra artics ro oca trprurs, har about siars a traiis, a coct with othr sa busiss owrs. St othy, this -wsttr wi hihiht vauab rsourcs or your busiss. Tchica Assistac Fus A capacity to your busiss with our tchica assistac atchi us. You ca appy or partia ui i th or o a rat or corcs, siars, crtiicatios, a or to hp row your busiss. Rus appy. Busiss Eucatio Dirctor Wor with Jaso Jos, our Busiss Eucatio Dirctor. H wi wor with your busiss, coct you with rsourcs, a provi you with accss to uiqu opportuitis. Cotact Jaso Jos at xt. 30, or or or tais. 20

21 ** Microoa Fix Rats Up to a six-yar tr Ca us toay or tais, a visit our wbsit at Aaro Arich, Loa Oicr Pittsburh, PA xt. 31 T.J. Ki, Loa Oicr Eri, PA *Or vai or a iit ti oy a subct to cha or withrawa at ay ti. **SBA Microoas ca b us or wori capita, achiry, quipt, ivtory, suppis, uritur or ixturs. Loas up to $50,000 or sa busiss owrs. Must subit a copt appicatio paca by Sptbr

22 Appix D: Survy Istrut CDFI Dpoyt Stratis Survy<br> FUNDCosutiiscouctirsarchobhaoOFNathGoaSachs10,000SaBusisssCDFIGrowthCoaborativtohp aiisihtoctivstratisthatairctytoicrasoavou.thoutcoothisrsarchwibaofntchicaassistac Mobasothsurvyiis.AsaactivCDFIproviisabusissi,youriputisvitatothisrsarch.Pastaaw otstoioutthisbrisurvybasoyourxpricwithproviibusissoasbtw$50,000a$500,000.yourrsutswi raiaoyousaopropritaryioratiowibshar. WwouapprciatyourrsposbyThursay,Auust15.Thayouiavacoryourparticipatio! 1. What typ o CDFI? Ba LoaFu CritUio VturFu 22

23 CDFI Dpoyt Stratis Survy<br> 2. Which tart art is your CDFI crtii to srv (pas sct a that appy)? c IvsttAra c LowIcoTartPopuatio c OthrTartPopuatio AricaArica c OthrTartPopuatio Hispaic Othr(passpciy) 3. What is th oraphic rach o your srvic ara (pas sct a that appy)? c LocaCouity c MtropoitaAra c Couty c Statwi c Muti stat c Natioa 4. To which o th oowi oraphic aras os your CDFI provi iaci (pas sct a that appy)? c MaorUrbaAras c MiorUrbaAras c RuraAras c NativAricaAras c Othr Othr(passpciy) 5. How ay sta brs os your CDFI hav? 6 Othr(passpciy) 6. How ay sta brs ar icat to arti? 6 Othr(passpciy) 23

24 CDFI Dpoyt Stratis Survy<br> 7. How ay sta ar part o th i ta? 6 Othr(passpciy) 8. What is th oar aout o your oa portoio? Lsstha$3iio $3iioto$10iio $11iioto$20iio Mortha$20iio Othr(passpciy) 9. How ay sa busiss oas ($50,000 $250,000) i your CDFI oriiat i 2012? Has your CDFI couct a art aaysis i th past two yars? Ys No 11. What o you cosir th barrirs to i i your art? c Coptitiowithothrrs c Stacapacity c Lacoartibut c Lacoquaityas c Avaiabcapita Othr(passpciy) 24

25 CDFI Dpoyt Stratis Survy<br> 12. I a ac o quaity as is a aor barrir to poyt i your art, what ar th aor issus with th borrowr? c Lacoiaciaitracy c Lacocoatra c Lowcritscor Othr(passpciy) 13. To what xtt o th oowi pas hp to aciitat poyt? NotHpu VryHpu N/A MartiPa CapitaizatioPa StraticPa Othr(passpciy bow) Othr(passpciy) 14. What is your CDFI's approxiat poyt ratio? Lsstha50% 50%to65% 66%to80% 81%to95% Gratrtha95% 15. Has icrasi your oa vou b a priority or your oraizatio i th past thr yars? Ys No 16. Has your oa vou icras ovr th past thr yars? Ys No 25

26 CDFI Dpoyt Stratis Survy<br> 17. By how uch has your oa vou icras ovr th past thr yars? Lsstha10% 11% 25% 26%to50% 51%to75% 76%to100% Mortha100% 18. Do you attribut ay o this icras to arti stratis? Ys No Pasxpai

27 CDFI Dpoyt Stratis Survy<br> 19. What arti a outrach stratis hav b th ost succssu i icrasi oa vou or your oraizatio? c Dirctaii c Proviitchicaassistac/voptsrvics c Spaiatcouityvts c Rrraratioship c Wbsit c Nwsttr c ScoLooprorawithocar Othr(passpciy)

28 CDFI Dpoyt Stratis Survy<br> 20. Pas scrib ay othr stratis you hav us to hp icras sa busiss oa vou i your art

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