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# Proposal under the Small Community Air Service Development Grant Program of



# Greenbrier Valley Airport

DUNS # 162863757 West Virginia District WV

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# Proposal Overview

The Greenbrier County Airport Authority respectfully submits its proposal for a grant under the 20 11 Small Community Air Service Development Grant Program (Docket DOT

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Greenbrier Valley Airport is proposing to retain current air service and continue air service growth by categorizing groups of potential new passengers and using a combination of public relations, advertising, better ground transportation and direct personal contact to make them customers of Greenbrier Valley Airport. Currently the airport has a daily non

- stop Delta 50 seat jet to both JFK and to Atlanta subsidized by The Greenbrier Resort, and twice weekly service to CLE on 19 seat turboprops operat ed by Gulfstream for Continental Airlines. Our objective is to increase traffic loads to reduce needed subsidies and to build our passenger base by reducing the estimated 90% leakage to other airports.

Greenbrier Valley Airport has been on a path of gr owth for the last two years. In that time, The Greenbrier came under new ownership that was willing to subsidize air service to two major hubs. The Greenbrier County Airport Authority began and completed a $4.5 million renovation of the passenger terminal and doubled available parking to 300 spaces. The new jet flights and expanded terminal resulted in a 180% increase in passenger traffic in 2010 over 2009. 2011 will see another significant increase. Overall the quality of the transportation experience at G reenbrier Valley Airport has greatly increased and convincing passengers to use this facility instead of leaking to Charleston or Roanoke is the path to future growth and retention of the subsidized service, which is only guaranteed for a limited time.

G reenbrier Valley Airport is positioned in the market as upscale with great facilities, shorter driving time than competing airports, free parking and competitive fares. The problem is it is unknown or customers have been disappointed in the past and automa tically go to competing airports. To break this cycle we have created an interstate consortium the “ 2 Virginias Air Service Development Council.” This entity will be the guiding force behind executing this grant which will use advertising marketing, public relations and ground transportation improvements to create an identity, build brand loyalty and sell passenger service at Greenbrier Valley Airport.

This has been accomplished to date primarily as a person to person public relations campaign and
now need s grant monies to pay for commercial advertising, marketing and public relations supportPropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 3 for the next phase. The consortium partners are identified and the first meeting of the 2 Virginias Air Service Development Council is scheduled for September at The G reenbrier, the next meeting is scheduled for November at Snowshoe Mountain Resort. The airport partners throughout the service area will guide the highly visible marketing, advertising and person to person public relations campaign. Marketing and meeting t he individual needs of these partners will increase traffic and establish Greenbrier Valley Airport as the airport of choice in this service area. This passenger growth may enable The Greenbrier to add service to other destinations including Charlotte, Dul les and Chicago. Retention and expansion of the current air service is essential to the success of the local tourism based economy and to the growing industrial base. Successful passenger service to serve the Snowshoe Mountain Resort will require an on

- dem and ground transportation system that would be implemented between LWB and the destination. To accomplish this, the airport and its partners and partner communities are requesting a SCASD grant in the amount of $300,000 to be matched with $75,000 for a tot al project cost of $375,000. The Airport believes this application meets the intent and spirit of the Small Community Air Service Development Program, and would greatly appreciate favorable consideration by the Department.

Greenbrier Valley: Broadly Based Tourism with an Industrial Base Drives the Economy The Greenbrier Valley has a long and storied history that stretches back to 1777, when Greenbrier County was created by an act of the Virginia General Assembly. Today, the region serves as one of the prem ier eastern US tourist destinations. Anchored by the world renowned Greenbrier Resort, and accompanied by such attractions as Snowshoe Mountain Resort, Greenbrier Valley Theatre, Historic Downtown Lewisburg, with one of only four operating Carnegie Halls s till in existence. The Greenbrier Valley truly sets itself apart as a cultural and recreational haven. Not only does the Greenbrier Valley Airport serve West Virginia, but it also serves as a gateway to the Alleghany Highlands of Virginia and surrounding a reas including Bluefield, WV that recently lost EAS service, and Tazewell County, VA. Amongst the world class attractions close to the airport is the Virginia Horse Center in Lexington, VA, along with Washington and Lee University and the Virginia Military Institute. Historic Covington, VA has a mountain railroad transportation heritage and Bath County with The Homestead, Virginia’s finest mountain resort. Local industry includes B.F. Goodrich, in Union, WV, ABB Process Analytics in Lewisburg, the Volvo Tru ck Plant in Dublin, VA, Celanese in Narrows, VA and Mead WestVaco with the world’s largest paper mill in Covington, VA. With the increasingly broadly based economy, high potential as a destination for retiring baby boomers and as a growing communi ty and va cation destination, air service is a critical component in the overall health of the regional economy served by Greenbrier Valley Airport.Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 4 While it is true that this scenic area of West Virginia is a popular tourist destination, it is currently
served o nly by Delta Airlines to its ATL and JFK hubs once daily and by Continental to its CLE hub on weekends. What makes this an even more tenuous situation is the fact that the Delta service is operated under a revenue guarantee agreement supported by The Green brier Resort. These flights will run through May 2012, but thereafter there is no guarantee that the flights will exist. Therefore, it is crucially important for the local community to foster awareness and support of the local area’s
tourist attractions so that reasonable air service will persist well into the future.

A few accolades attributable to the Greenbrier Valley region that emphasize its claim to fame
include:

• Historic downtown Lewisburg has been honored as one of America’s Dozen Distinctive Destinations by The National Trust for Historic Preservation

• Lewisburg was named a top southern mountain town by Pinnacle Living Magazine

• Lewisburg voted as the “Coolest Small Town in America for 2011” by Frommer’s Budget Travel

• The Greenbrier Resort was named by ABC News as one of the “Top 30 Places to Visit in 2010”

• The Greenbrier Resort hosts the FEDEX Cup PGA Tour Event

A Focused Solution: Targeted Marketing to Retain and Expand Air Service at Greenbrier Valley Airport

Greenbrier County Airport Authority is requesting a SCASD grant to implement a targeted marketing, public relations, advertising campaign with ground transportation based on specific pockets of available passengers using a person to person approach that wi ll increase the presence of Greenbrier Valley Airport through joining these groups and participating in their functional events. This will be done through the interstate consortium the 2 Virginias Air Service Development Council which will be the g uiding f orce behind executing this grant which will build brand loyalty and sell passenger service at Greenbrier Valley Airport.

This has been accomplished to date primarily as a person to person public relations campaign and now needs grant monies to pay for co mmercial advertising, marketing and public relations support for the next phase. The consortium partners are identified and the first meeting of the 2 Virginias AirPropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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ch allenge of retaining and increasing the current levels of air service,

Contact Information Greenbrier County Airport Authority will serve as the legal sponsor and be responsible for administering the grant. All correspondence regarding this proposal should be referred to:

Mr. Jerry O’Sullivan Airport Manager Greenbrier County Airport Authority P.O. Box 329 Lewisburg, West Virginia 24901 Tel: (304) 645

- 3961 Email: jerryosull@aol.comPropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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# Table of Conte nt s

PROPOSAL OVERVIEW 2

Greenbrier Valley: Tourism Driven Economy

................................ ................................ ............................ 2 A Focused Solution: Targeted Marketing to Retain Air Service at Greenbrier Valley Airport

................. 3 Contact Information

................................ ................................ ................................ ................................ ... 3


## 1. TECHNICAL DESCRIP TION OF PROPOSAL 5

Community and Airport

................................ ................................ ................................ ............................. 5 Legal Sponsor

................................ ................................ ................................ ................................ ............ 5 Public/Private Partners

................................ ................................ ................................ ............................. 5 Proposal Descriptio n

................................ ................................ ................................ ................................ . 5



## 2. LWB MARKET AREA 6

Geographic Location and Market Population

................................ ................................ .......................... 6


## 3. LWB AIR SERVICE 7

Current and Historical Air Service

................................ ................................ ................................ ............. 7 Service Pattern Trends

................................ ................................ ................................ .............................. 7 Average Fare Comparison with Regional Airports

................................ ................................ .................... 8 Improved Connectivity

................................ ................................ ................................ ............................... 9 Previous Air Service Development Efforts

................................ ................................ .............................. 10


## 4. AIR SERVICE RETEN TION STRATEGY 11

Enhanced Marketing and Communication Activity

................................ ................................ ................ 11 General Public Campaign

................................ ................................ ................................ ........................ 12 Business Community Campaign

................................ ................................ ................................ ............. 12


## 5. SCASD GRANT ADMIN ISTRATION PLAN 13

Respons ibility for SCASD Grant Funds

................................ ................................ ................................ ... 13 Funding and Revenue Sources

................................ ................................ ................................ ............... 13 Plan to Monitor Funds and Project Effectiveness

................................ ................................ .................. 13Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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# 1. Technical Description of Proposal

Community & Airport Lewisburg and Greenbrier Valley region, West Virginia se rved by Greenbrier Valley Airport that is owned and operated by the Greenbrier County Airport Authority.

Legal Sponsor Greenbrier County Airport Authority DUNS # 162863757 West Virginia District WV

- 03

Contact: Mr. Jerry O’Sullivan Airport Manager Greenbrier County Airport Authority P.O. Box 329 Lewisburg, West Virginia 24901 Tel: (304) 645

- 3961 Email: jerryosull@aol.com

Public/Private Partners This proposal is financially supported by Greenbrier County Airport Authority, T he Greenbrier, the Greenbrier Count y Commission, Snowshoe Mountain Resort, the West Virginia Aeronautics Commission and the Virginia Horse Center. Additional partners and members of the 2 Virginias Air Service Development Council are: Bath County Chamber of Commerce, VA, Greater Greenbrier Chamber of Commerce, WV, Pocahontas County Convention and Visitor Bureau, WV, Rockbridge County Chamber of Commerce, VA, MeadWestVaco, Covington, VA, ABB Process Analytics, Lewisburg, VA and Goo drich Corporation, in Monroe County at Union, WV. These community partner s will provide matching funds, m anpower, and contacts within the tourism and business community to aggressively promote Greenbrier Valley Airport as a convenient gateway to southeast ern West Virginia.

Proposal Description and Objective

Each of the partners has individual needs that will be met by the 2 Virginias Air Service Development Council. For example the Virginia Horse Center in Lexington, VA hosts numerous horse shows throughout the year and has 400,000 annual visitors. All of these shows involve transportation of the horses and separate accommodations for the visitors and show exhibitors . Many of these showsPropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 8 are for high value horses such as Arabians, jumpers or hunters. The owners are very interested in the best possible accommodations and convenient air travel. Greenbrier Valley Airport, The Greenbrier and the Virginia Horse Center repr esent a currently untapped market of over a thousand enplanements per year, in addition to the thousands of visitors throughout the year who will fly to attend events at Virginia Military Institute and Washington and Lee University. Lexington, VA is
virtua lly equidistant from Lynchburg, Shenandoah, Greenbrier Valley and Roanoke airports and there is no concerted marketing effort by any of these airports. This represents an opportunity.

Snowshoe Mountain, Inc. has noticed a pattern of arrivals at Snowshoe originating from Atlanta to Greenbrier Valley Airport during the Winter months. Currently visitors are renting cars despite heavy winter weather. Pocahontas County CVB statistics show fear of winter driving to be the major deterrent to potential ski patro ns. Adding a subsidized on demand transportation will eliminate this problem and offer the possibility of more skier days per year at Snowshoe. This could result in as many as 1500 new enplanements per year.

MeadWesvaco in Covington, VA is a major user o f air transportation to accomplish maintenance and installation at its paper mill. Employees book their own flights and with certain changes to the system can save money by going only 30 miles to Greenbrier Valley Airport instead of twice as far to
Roanoke . In addition there is free parking at Greenbrier Valley Airport. Getting MeadWesvaco employees to use Greenbrier Valley Airport could result in an additional 600 enplanements per year.

Bluefield, WV is another opportunity because it lost its Essential A ir Service two years ago has an area population of over 25,000 people with no convenient air service. Yet this is a straight interstate drive to Greenbrier Valley Airport. Directing attention to the Bluefield and Princeton areas could
result in several tho usand passengers a year if a consistent upbeat effort is made to be present in the community and to respond to the specific needs of various users. This also includes the Volvo Truck plant in Dublin, VA and Celanese in Narrows, VA. Greenbrier Valley is clo ser than other airports and has free parking.

This is true for all the current partners in the 2 Virginias Air Service Development Council The total price, the driving time, the convenience of the air terminal and experience at Greenbrier Valley Airport i s superior to Roanoke and Charleston in many instances and gaining the attention of and convincing those passengers to use Greenbrier Valley Airport is the path to increasing passenger traffic. The method of the council will be to take each situation indiv idually and determine the factorsPropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 9 necessary to become a superior alternative to the competition and present those facts to the potential customer. In this person to person campaign backed up by advertising, marketing and transportation funds, new alternati ves that can provide additional passengers will present themselves as the markets are penetrated and offer the opportunity to bring them to Greenbrier Valley Airport. This highly targeted and focused marketing plan will support and retain current levels

o f existing air service and the implementation or subsidy of a ground transportation system between LWB and Snowshoe Mountain Resort, requiring total project funding of $375,000. The objective of this proposal is to retain current air service and attract po tential new service in the future.Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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# 2. LWB Market Area

Geographic Location & Market Population Approximately 160,000 people live within a one hour drive from the airport, and 370,000 within a 90 minute drive. 

# Greenbrier Valley Airport Primary Catchment Area

SOURCE: Microsoft MapPoint
Greenbrier Valley Airport serves as the gateway to several historic and renowned attractions, including The Greenbrier Resort, The Homestead, and Snowshoe Mountain Ski Resort. The Greenbrier Resort is the primary driver of traffic at the airport and is ver y important to the local economy. The closest alternative airports, Charleston and Roanoke, are approximately a two hour drive from the resort, further enhancing LWB airport’s importance to the success of the local resorts, tourist attractions, and the loc al economy as a whole. The catchment area also includes major industrial and manufacturing facilities.Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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# 3. LWB Air Service

Current and Historical Air Service Greenbrier Valley Airport currently has access to the national air transportation system prima rily through Delta Airlines and its hubs in Atlanta and New York City. However, it also has weekend service operated by Gulfstream Airlines on behalf of Continental Airlines. 

# Greenbrier Valley Airport Current Service Map

SOURCE: Innovata, LLC via Aviation DataMiner

Service Pattern Trends Greenbrier Valley Airport experienced a steady decline in market capacity, nonstop destinations, daily departures, and aircraft size in the time period between 2006 and 2009. However, in 2010 a rebound in capacity and service levels was realized when Delta Airlines added 50 seat regional jet
service t o Atlanta and New York.Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 12 In 2011, the current levels of service exist due to a revenue guarantee agreement between The Greenbrier resort and Delta, which will run through May 2012. It will be critical for the success of the local economy to maintain the e xisting levels of air service after the revenue guarantee agreement concludes and in the event that it is not renewed by either party.

Additionally, the Continental service to Cleveland decreased from twice daily to once daily on weekends only in October 2010. This route was previously supported by the Essential Air Service program. Given that the current Delta service is viable at this time due to a risk abatement agreement and EAS was previously utilized on LWB

- CLE, it will be extremely important to edu cate the community on the benefits of having such excellent service in order to maintain these levels in the future, or the very real risk of having no air service looms. 

# Service Pattern Trend 2006

– 2011

SOURCE: Innovata, LLC via Aviation DataMiner

As is evidenced by the above table, accessible air service at LWB has bee n an uphill battle, but one
where the community has accomplished a great deal and now the retention of that accessibility is at the forefront of the community’s efforts.

Average Fare Comparison with Regional Airports When compared to other regional airports, specifically Roanoke and Charleston, Greenbrier Valley Airport’s one way average fare (including taxes) is at a reasonable level. For example, of the top 10 O& D markets at these airports in 2010, LWB had the lowest fare in four, ROA the lowest in three, and CRW the lowest in three. This can be seen on the table on the following page, where the lowest fares in each market are highlighted in red. This demonstrates excellent parity within the region for 2006 2007 2008 2009 2010 2011 Airline Brands 2 2 2 1 2 2 Nonstop Destinations 5 4 2 1 3 3 Avg Daily Departures 4 4 3 2 4 2 Avg Daily Seats 143 135 83 36 134 105 Avg Sets per Departure 36 34 28 18 34 53Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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SOURCE: Aviation DataMiner
Improved Connectivity With the Delta service, subsidized by The Greenbrier Resort, LWB has significantly improved i ts access to the national air transportation system. Not only has this enhanced Domestic connectivity, but International connectivity as well. Prior to Delta entering the market in 2010, the only option for connecting LWB passengers was Continental Airline s service to their Cleveland hub. 

## Domestic Connectivity September 2009

SOURCE: Innovata, LLC via Aviation DataMiner CY 2010

Rank Market Gross Fare Gross Rev. Gross Fare Gross Rev. Gross Fare Gross Rev.

1 MCO $113.87 $80,422 $189.61 $2,703,638 $108.77 $5,112,628 2 ATL $122.13 $380,238 $254.43 $5,881,227 $261.04 $4,785,964 3 ORD $199.71 $204,284 $275.07 $5,805,297 $274.83 $4,579,479 4 LGA $128.66 $554,186 $240.15 $1,747,583 $158.44 $3,909,100 5 DFW $225.40 $162,304 $244.91 $3,795,452 $230.66 $3,020,766 6 IAH $318.10 $251,754 $252.56 $2,686,615 $353.98 $5,979,748 7 LAS $252.90 $46,125 $248.63 $3,463,688 $255.57 $3,569,851 8 LAX $371.08 $130,231 $276.07 $3,958,140 $247.12 $2,766,836 9 DEN $314.09 $86,172 $227.84 $3,474,542 $257.89 $2,668,010 10 BOS $231.72 $74,343 $226.26 $3,548,559 $205.94 $1,759,839 Airport Markets Compare

LWB ROA CRWPropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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## Domestic Connectivity September 2011

SOURCE: Innovata, LLC via Aviation DataMiner

The im proved connectivity of the Delta Airlines service has truly allowed a more global reach of inbound passengers to the LWB market area and gives the region a greater opportunity for economic

success.

Previous Air Service Development Efforts The Greenbrier County Airport Authority and its community partners actively recruited Delta Airlines service to New York and Atlanta by developing a risk abatement program for the carrier independent of the Essential Air Service program. Additionally, the authority has a ttempted to evaluate and recruit EAS carriers for the LWB market in the past.

In 2004, the Greenbrier County Airport Authority was awarded a joint SCASD grant with Beckley, West Virginia for the purpose of marketing air service in the region as well as e stablishing the two regional airports as co

- terminals. The proposal outlined herein differs from this marketing approach, as it is specifically for LWB and its ability to retain the service that has been vigorously worked on by the community to achieve. Th e proposal is aimed at support and retention of current air service. However, the 2004 Air Service Development Marketing SCASD Grant showed enplanements werePropos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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# 4. Air Service Retention Strategy

Changes in the structure and economics in the airline industry over the past decade have resulted in the deterioration of air service in many small communities. In some cases, air service h as been lost completely. The Greenbrier Valley Airport recognizes the ever changing dynamics in air service strategy by airlines and is thankful for the service that exists today. To that extent, it is critically important to the community’s tourism econom y and growing industrial base to make every effort to retain existing service, and this grant proposal is focused on that retention.

Greenbrier Valley Airport has already embarked on a highly successful person to person campaign to meet with local groups through the extent of its catchment area, join with their cause and listen to their needs for air service and how it might be made mor e useful for them. Feedback from this effort shows that the direct approach will work but it needs to b supplemented by advertising, public relations, marketing and events at the airport. The SCASDG is a logical follow

- on to the work already
conducted at t he airport and to fully utilize the new air service.

The SCASD grant funds requested in this proposal will allow the Greenbrier Valley Airport to accomplish the following process in order to maintain current levels of air service:

Meet with targeted bus inesses, review their needs and concerns, establish necessary changes to make Greenbrier Valley their airport of choice, implement changes and continue dialog. Encourage them to join the 2 Virginias Air Service Development Council

.

Publicize a vision of the future of the community as the airport and its connectivity will make this beautiful area more accessible and bring in new residents especially as the baby boomer generation looks for peaceful and affordable locations to retire and the overall effect t his growth will have on our
economy.

Provide a regular presence at local community events to bring the airport into view throughout the
catchment area.

Join and support development groups and chambers of commerce to keep the message out there.Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 16 Establis h advertising promot ions to highlight the airport and air service:

• Billboards along major interstates, such as 64, the primary route for leakage traffic to Charleston and Roanoke

• Print advertisements in local newspapers

• Radio advertisements emphasizing t he ease of travel to and from Greenbrier Valley Airport

• Television advertising focusing on the merits of local air service; likely focusing on local newscasts to reach the largest possible audience with a propensity for air travel

• Annual airport events to promote the airport to the general public such as Experimental Aircraft Association Meetings.

• Young Eagles youth flying days

- where local children could take their first flight in an airplane.

• Civil Air Patrol squadron and their activities at the airport a nd in search and rescue and the achievements of our youth.

• Implementation of a social media marketing program, including Facebook and Twitter

To implement the program and meet the stated objective, Greenbrier County Airport Authority and its community pa rtners are seeking a SCASD grant in the sum of $300, 000 that will be matched with $75 ,000 in community funds resul ting in total project funding $375 ,000.

The marketing plan will include aggressive advertising and promotional tactics, with the audiences being the general public, businesses and specific air service target areas:

• General Public: Advertising campaign around the convenience and ease of travel that the Greenbrier Valley Airport affords the local community. This will include the merits of an

u ncongested terminal, minimal drive time when compared to competing regional airports, free parking, excellent connectivity through the hubs served from LWB, and the short check

in and security lines and overall lower cost.

Business Community Campaign
The following describes how the local business community and industry will be targeted:

• Printed promotional pieces on the value of air service at Greenbrier Valley Airport, including the value of time savings related to flying from LWB versus regional airport s such as ROA and CRW

• Presentations to civic groups and local media (i.e., editorial boards, public affairs programs, etc.)Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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- 0119 Page 17 Ground Transportation Ground transportation between the airport and various destinations in southern West Virginia can be
hazardous in winter weather conditions, therefore deterring visitors to come to the region to enjoy local activities. Specifically, Snowshoe Mountain has identified that this is an issue they face, and believe that a ground transportation system would greatly enhan ce the customer experience. This would allow subsidizing the effort to see if it could become commercially viable in the future. As discussed, the Greenbrier Valley region has come a long way to proudly serve as a prominent tourist
destination and resort a rea in West Virginia. In fact, Budget Travel has named Lewisburg the “coolest small town in America.” A SCASD grant will allow many to enjoy this cool, small town and its surrounding communities well into the future.Propos al of Greenbrier County Airport Authority 2011 Small Community Air Service Development Grant

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# 5. SCASD Grant Administration Plan

Responsibility for SCASD Grant Funds Greenbrier County Airport Authority will administer SCASD grant funds as this application’s legal
sponsor. The local community and sponsors will support the efforts of the Authority in the implementation of the marketin g program outlined in this proposal. A two year timeframe will be implemented and adhered to in order to accomplish the marketing campaign outlined in this proposal.

Funding and Revenue Sources The grant requested is $300,000, with a match of $75,000 from the local community for a total of $375,000. These funds will be allocated as follows:


## Planned Allocation of Project Funds

Plan to Monitor Funds and Project Effectiveness The Greenbrier County Airport Authority and its community partners will be responsible for monitoring and administering the grant and the progress of the marketing campaign. Quarterly reports will be provided to the Department of Transportation detailing the progress made in achieving stated project goals and expenditures. Category SCASD Grant % of Total Matching Funds % of Total TOTAL
Marketing/Advertising Program General Public Campaign $90,000 77% $27,500 23% $117,500 Business Community Campaign $150,000 80% $37,500 20% $187,500 Ground Transportation $60,000 86% $10,000 14% $70,000 TOTAL $300,000 80% $75,000 20% $375,000