Jack P. Calareso President Anna Maria College John W. Dysart President The Dysart Group, Inc.

Total Institutional Grant Dollars / Gross Tuition and Mandatory Fees
$5,500,000 (Institutional Grants) / $11,600,000 (Gross Tuition and Fees) = 47.4% Discount Rate The Dysart Group, Inc.

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Endowed
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Tuition Benefits
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Campus-Based Matches
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Student Employment
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FSEOG
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Room and Board
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Full-Time versus Part-Time
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Non-Discounted Programs The Dysart Group, Inc.

National NACUBO Discount Rates
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2010 NACUBO Average is 43.7% for Freshmen at Small Colleges
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2010 Average is 42.4% for Freshmen at All Colleges
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2010 Average for All Students is 37.1%
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NL Average is 47.5% The Dysart Group, Inc.

Accountability and Control
While enrollment managers and business officers are generally considered to be accountable for institutional discount rates, many factors influence individual rates and some are outside of the control of enrollment managers and business officers.
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Influencing Discount Rates
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Location
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Mission
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Athletic Scholarships
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Funded vs. Unfunded
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Structure and
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Geographic Diversity Parameters of Aid Programs
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Allocation History
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Packaging Strategy
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Pricing
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Recruitment
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Residential Rates Non-Discounted Programs Majors Offerings Academic Quality
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Retention
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Economy The Dysart Group, Inc.

Location
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Cost of Doing Business
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State Funded Scholarships and Grants VTAG NJTAG $2,650 $9,784 The Dysart Group, Inc.

Athletic Scholarships
Colleges and universities participating in scholarship athletics will tend to have higher discount rates. Discount rates will be affected by the average athletic scholarship award and the percentage of total undergraduates participating in scholarship athletics.
The Dysart Group, Inc.

Structure and Parameters of Institutional Aid Programs
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Number of Aid Programs
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Percentage Scholarship and Grants
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Stacking
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Control Authority
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Design and Predictability The Dysart Group, Inc.

Allocation History
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Date of Participation
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Population Change
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Enrollment Growth/Limited Campus Based Aid The Dysart Group, Inc.

Packaging Strategy
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Flat Targets Versus Percentage Targets
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Tuition Increases
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Dealing with Outside Reductions The Dysart Group, Inc.

Pricing
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Annual Percentage Increases
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Tuition Compared to Other Institutions The Dysart Group, Inc.

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Excess capacity decreases importance of discount rates
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Larger viable applicant pools can allow for greater selectivity based upon ability to pay
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Recruitment can focus on variables other than numerical goals to influence discount rates The Dysart Group, Inc.

Mission
Institutions focused on recruiting minority students, first-generation college students, students with low test scores, low high school grade point averages or limited ability to pay tend to have higher discount rates.
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Significant Variances in Endowments
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Endowment Restrictions
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Replacements The Dysart Group, Inc.

Geographic Diversity
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Tends to Improve Academic Quality
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Reduces State Grant and Scholarship Averages
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Means More Students Living in the Residence Halls The Dysart Group, Inc.

Residential Rates The Dysart Group, Inc.

Non-Discounted Programs
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Part-Time Enrollments
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Adult Programs
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Certificate Offerings
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Programs for Seniors
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Built-In Discounts
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On Line/Distance Programs The Dysart Group, Inc.

Major Offerings
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Nationally Competitive Programs
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Music, Art and Dance
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Underrepresented Majors The Dysart Group, Inc.

Academic Quality
Students with higher test scores and high school grade point averages tend to demand more generous scholarship offers. The competition for these students can also drive up the discount rate.
The Dysart Group, Inc.

Retention
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Students are less likely to remain living in campus housing as they progress grade levels
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Increases in Federal Direct Loan eligibility can reduce institutional aid expenditures as students progress grade levels The Dysart Group, Inc.

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Poor economic conditions create more aggregate financial need
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Shortfalls in state budgets can mean cuts in state funded aid programs
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Tight credit markets reduce opportunities for outside loans
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Private higher education is a less appealing product in uncertain economies The Dysart Group, Inc.

Manipulation

Tuition Versus Room and Board Increases
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Packaging Strategies
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Receivables
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Collections
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Retention Behind Closed Doors The Dysart Group, Inc.

Educating Constituent Groups
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Boards of Trustees

Faculty
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Cabinet Members
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Auditors The Dysart Group, Inc.

The Dysart Group, Inc.

John W. Dysart President The Dysart Group, Inc.
www.thedysartgroup.com thedysartgroup@aol.com (704) 335-1199 Jack P. Calareso President Anna Maria College jcalareso@annamaria.edu (508) 849-3333 The Dysart Group, Inc.