Enrollment Management Performance Indicators: Driving Data to Informed Decisions & Desired Results

Enrollment Management Performance Indicators: Driving Data to Informed Decisions & Desired Results AACRAO Session ID: M6.1939 March 31, 2014 Room 102 5:00 6:00pm C. Michael Cook Senior Associate Director Office of Admissions Michigan State University cookchar@msu.edu 3/31/2014 1

Key Performance Indicators (KPI) Measures that help an organization define and gauge progress toward common goals and objectives. They give everyone in the organization a clear picture of what is important. 3/31/2014 2

Moving from the Big Picture to Results Vision Mission Goals Objectives { What will we be in the future? { How do we plan to get there? { What must we complete to move forward? { What must we focus on? Strategies & Tactics Key Performance Indicators { What are the action items? { How will we know when we get there? 3/31/2014 3

The Purpose of Performance Indicators Benchmark internal progress Measure the success of strategies and tactics Measure your position against competition Compare current status to past performance; vital to continuous improvement efforts Inform administrative policy-makers 3/31/2014 4

Benefits of Performance Indicators Orient and motivate staff toward achieving goals. Valuable aid to effective resource management. Communicate achievement to the institution. 3/31/2014 5

Forces driving the direction of Key Performance Indicators Program development and Implementation Resource Allocation External Influence Process Change 3/31/2014 6

Setting SMART KPI's Specific: Clear and easy to understand by all. Measurable: Don t bother if you can t count it. Achievable: Can be achieved with some effort. Relevant: Matters to staff and success. Timed: Set milestones and goals 3/31/2014 7

The Importance of Milestones Provide evidence that sacrifices are worthwhile. Provide an opportunity to reward staff. Help fine-tune the vision and strategies. Undermine cynics and resisters. Keep the bosses on board. Build and sustain momentum 3/31/2014 8

MSU Enrollment Management Examples 3/31/2014 9

Fall 2014 Undergraduate Executive Summary FS14 Freshmen Target Range (7600 7800) FS14 Transfer Target: 1450-1550 In-State: 5,460 (70.9%) Spring 2014 Target: 450-550 Domestic Out-of-State: 980 (12.7%) FS14 CAAP Target: 550 International: 1,260 (16.4%) CAMP Target: 50 Total Freshmen: 7700 5-Year Comparison Summary (Mar 26 2014) 5-Year Low 5-Year High FS13 FS14 FS13 vs. FS14 5-Year Comparison Total Applications 22710 31012 31012 32727 1715 Above the range Total Admissions 13792 20132 19918 20781 863 Above the range Total Deposits 4750 6177 4973 4881 (92) Within the range Student of Color Comparison (YTD Comparison) Students of Color Applications Total Applications % Students of Color Applications Students of Color Admits Total Admits % Students of Color Admits Students of Color Deposits Total Deposits % Students of Color Deposits FS13 6076 31012 19.59% 3803 19918 19.09% 831 4973 16.71% FS14 6827 32727 20.86% 4185 20781 20.14% 849 4881 17.39% Not Reported Comparison (YTD Comparison) "Not Reported" Applications Total Applications % "Not Reported" Applications "Not Reported" Admits Total Admits % "Not Reported" Admits "Not Reported" Deposits Total Deposits % "Not Reported" Deposits FS13 215 31012 0.69% 153 19918 0.77% 27 4973 0.54% FS14 193 32727 0.59% 129 20781 0.62% 17 4881 0.35% 3/31/2014 10

FS13 Final vs. FS14 Targets (by Residency) 2013 Freshmen (Final) Applications Admit Rate Admits Yield Rate Deposits Enrolled % Enrolled In-State 16855 69.71% 11749 47.69% 5629 5603 71.45% Domestic Out-of-State 6253 80.81% 5053 18.56% 947 938 11.96% International 8371 57.44% 4808 27.06% 1336 1301 16.59% Total 31479 68.65% 21610 36.29% 7912 7842 100.00% 2014 Freshmen (Target) Applications * Admit Rate Admits Yield Rate Deposits Enrolled % Enrolled In-State 16700 68.24% 11396 48.00% 5470 5460 70.91% Domestic Out-of-State 6300 84.65% 5333 18.56% 990 980 12.73% International 8500 56.52% 4804 27.06% 1300 1260 16.36% Total 31500 68.36% 21533 36.29% 7760 7700 100.00% * Projected applications Current Status - FISH FS13 - as of Mar 26 2013 Applications Admits Deposits In-state 16722 11155 4051 Domestic Out-of-State 6074 4714 689 International 8216 4049 233 Total 31012 19918 4973 FS14 - as of Mar 26 2014 Applications Admits Deposits In-state 17085 10992 3850 Domestic Out-of-State 6782 5155 747 International 8860 4634 284 Total 32727 20781 4881 3/31/2014 11

MSU International Yield Rates (2005 2013) Yield Trend FS05 FS06 FS07 FS08 FS09 FS10 FS11 FS12 FS13 Chosen Maximum Michigan 50.6% 50.8% 48.9% 50.2% 47.5% 47.5% 47.8% 48.5% 47.7% 48.0% 49.0% Domestic Non- Resident 19.2% 17.9% 17.4% 16.8% 17.6% 16.5% 17.3% 19.0% 18.6% 18.6% 19.5% International 31.4% 35.3% 34.3% 35.0% 34.7% 30.0% 29.9% 30.4% 27.1% 27.1% 30.0% Chosen was used in enrollment management materials as expected or likely outcome. Last 3 year average = 29.1 Maximum is defined as the expected highest likely value for yield based on all the known information. 3/31/2014 12

International Yield Analysis Enrolled target: 1300 The numbers below demonstrate vulnerability for a given yield %. Plan Maximum 25.3% 25.6% 25.9% 26.2% 26.5% 26.8% 27.1% 27.4% 27.7% 28.0% 28.3% 28.6% 28.9% 29.2% 29.5% 29.8% 30.1% 30.4% ADMITS 4154 1051 1063 1076 1088 1101 1113 1124 1138 1151 1163 1176 1188 1201 1213 1225 1238 1250 1261 4204 1064 1076 1089 1101 1114 1127 1138 1152 1165 1177 1190 1202 1215 1228 1240 1253 1265 1276 4254 1076 1089 1102 1115 1127 1140 1151 1166 1178 1191 1204 1217 1229 1242 1255 1268 1280 1291 4304 1089 1102 1115 1128 1141 1153 1165 1179 1192 1205 1218 1231 1244 1257 1270 1283 1296 1306 4354 1102 1115 1128 1141 1154 1167 1178 1193 1206 1219 1232 1245 1258 1271 1284 1297 1311 1321 4404 1114 1127 1141 1154 1167 1180 1192 1207 1220 1233 1246 1260 1273 1286 1299 1312 1326 1337 4454 1127 1140 1154 1167 1180 1194 1205 1220 1234 1247 1260 1274 1287 1301 1314 1327 1341 1352 4504 1140 1153 1167 1180 1194 1207 1219 1234 1248 1261 1275 1288 1302 1315 1329 1342 1356 1367 4554 1152 1166 1179 1193 1207 1220 1232 1248 1261 1275 1289 1302 1316 1330 1343 1357 1371 1382 4604 1165 1179 1192 1206 1220 1234 1246 1261 1275 1289 1303 1317 1331 1344 1358 1372 1386 1397 4654 1177 1191 1205 1219 1233 1247 1259 1275 1289 1303 1317 1331 1345 1359 1373 1387 1401 1412 4704 1190 1204 1218 1232 1247 1261 1273 1289 1303 1317 1331 1345 1359 1374 1388 1402 1416 1428 4754 1203 1217 1231 1246 1260 1274 1286 1303 1317 1331 1345 1360 1374 1388 1402 1417 1431 1443 4804 1215 1230 1244 1259 1273 1287 1300 1316 1331 1345 1360 1374 1388 1403 1417 1432 1446 1458 4854 1228 1243 1257 1272 1286 1301 1313 1330 1345 1359 1374 1388 1403 1417 1432 1446 1461 1473 4904 1241 1255 1270 1285 1300 1314 1327 1344 1358 1373 1388 1403 1417 1432 1447 1461 1476 1488 4954 1253 1268 1283 1298 1313 1328 1341 1357 1372 1387 1402 1417 1432 1447 1461 1476 1491 1504 5004 1266 1281 1296 1311 1326 1341 1354 1371 1386 1401 1416 1431 1446 1461 1476 1491 1506 1519 5054 1279 1294 1309 1324 1339 1354 1368 1385 1400 1415 1430 1445 1461 1476 1491 1506 1521 1534 5104 1291 1307 1322 1337 1353 1368 1381 1398 1414 1429 1444 1460 1475 1490 1506 1521 1536 1549 5154 1304 1319 1335 1350 1366 1381 1395 1412 1428 1443 1459 1474 1490 1505 1520 1536 1551 1564 5204 1317 1332 1348 1363 1379 1395 1408 1426 1442 1457 1473 1488 1504 1520 1535 1551 1566 1579 5254 1329 1345 1361 1377 1392 1408 1422 1440 1455 1471 1487 1503 1518 1534 1550 1566 1581 1595 5304 1342 1358 1374 1390 1406 1421 1435 1453 1469 1485 1501 1517 1533 1549 1565 1581 1597 1610 3/31/2014 13

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Domestic Out-of-State Yield Rates (2005 2013) Yield Trend FS05 FS06 FS07 FS08 FS09 FS10 FS11 FS12 FS13 Chosen Maximum Michigan 50.6% 50.8% 48.9% 50.2% 47.5% 47.5% 47.8% 48.5% 47.7% 48.0% 49.0% Domestic Non- Resident 19.2% 17.9% 17.4% 16.8% 17.6% 16.5% 17.3% 19.0% 18.6% 18.6% 19.5% International 31.4% 35.3% 34.3% 35.0% 34.7% 30.0% 29.9% 30.4% 27.1% 27.1% 30.0% Chosen was used in enrollment management materials as expected or likely outcome. Last 3 year average = 18.3 Maximum is defined as the expected highest likely value for yield based on all the known information. 3/31/2014 16

Domestic Out-of-State Yield Analysis Enrolled target: 990 The numbers below represent the admission target for a given yield %. Plan Maximum 17.8% 17.9% 18.0% 18.1% 18.2% 18.3% 18.4% 18.5% 18.6% 18.7% 18.8% 18.9% 19.0% 19.1% 19.2% 19.3% 19.4% 19.5% ADMITS 4683 832 836 841 846 850 855 860 864 869 874 879 883 888 893 897 902 907 911 4733 841 845 850 855 860 864 869 874 878 883 888 893 897 902 907 912 916 921 4783 849 854 859 864 869 873 878 883 888 893 897 902 907 912 916 921 926 931 4833 858 863 868 873 878 883 887 892 897 902 907 912 916 921 926 931 936 941 4883 867 872 877 882 887 892 897 901 906 911 916 921 926 931 936 940 945 950 4933 876 881 886 891 896 901 906 911 916 920 925 930 935 940 945 950 955 960 4983 885 890 895 900 905 910 915 920 925 930 935 940 945 950 955 960 965 970 5033 894 899 904 909 914 919 924 929 934 939 944 949 954 959 964 969 974 979 5083 903 908 913 918 923 928 933 938 943 948 954 959 964 969 974 979 984 989 5133 912 917 922 927 932 937 942 948 953 958 963 968 973 978 983 989 994 999 5183 921 926 931 936 941 946 952 957 962 967 972 978 983 988 993 998 1003 1009 5233 929 935 940 945 950 956 961 966 971 976 982 987 992 997 1003 1008 1013 1018 5283 938 944 949 954 959 965 970 975 981 986 991 996 1002 1007 1012 1018 1023 1028 5333 947 952 958 963 968 974 979 984 990 995 1000 1006 1011 1016 1022 1027 1032 1038 5383 956 961 967 972 978 983 988 994 999 1004 1010 1015 1021 1026 1031 1037 1042 1048 5433 965 970 976 981 987 992 997 1003 1008 1014 1019 1025 1030 1036 1041 1046 1052 1057 5483 974 979 985 990 996 1001 1007 1012 1018 1023 1029 1034 1040 1045 1051 1056 1062 1067 5533 983 988 994 999 1005 1010 1016 1021 1027 1032 1038 1044 1049 1055 1060 1066 1071 1077 5583 992 997 1003 1008 1014 1019 1025 1031 1036 1042 1047 1053 1059 1064 1070 1075 1081 1086 5633 1000 1006 1012 1017 1023 1029 1034 1040 1045 1051 1057 1062 1068 1074 1079 1085 1091 1096 5683 1009 1015 1021 1026 1032 1038 1043 1049 1055 1060 1066 1072 1077 1083 1089 1095 1100 1106 5733 1030 1035 1041 1047 1053 1058 1064 1070 1076 1081 1087 1093 1098 1104 1110 1116 1121 1127 5783 1039 1044 1050 1056 1062 1068 1073 1079 1085 1091 1096 1102 1108 1114 1120 1125 1131 1137 5833 1048 1053 1059 1065 1071 1077 1083 1088 1094 1100 1106 1112 1118 1123 1129 1135 1141 1147 5883 1057 1062 1068 1074 1080 1086 1092 1098 1104 1110 1115 1121 1127 1133 1139 1145 1151 1157 3/31/2014 17

In-State Yield Rates (2005 2013) Yield Trend FS05 FS06 FS07 FS08 FS09 FS10 FS11 FS12 FS13 Chosen Maximum Michigan 50.6% 50.8% 48.9% 50.2% 47.5% 47.5% 47.8% 48.5% 47.7% 48.0% 49.0% Domestic Non- Resident 19.2% 17.9% 17.4% 16.8% 17.6% 16.5% 17.3% 19.0% 18.6% 18.6% 19.5% International 31.4% 35.3% 34.3% 35.0% 34.7% 30.0% 29.9% 30.4% 27.1% 27.1% 30.0% Chosen was used in enrollment management materials as expected or likely outcome. Last 3 year average = 48.0% Maximum is defined as the expected highest likely value for yield based on all the known information. 3/31/2014 18

Throw in a monkey wrench Obama predicts Michigan State to win 2014 NCAA basketball championship 3/31/2014 19

In-state Yield Analysis Enrolled target: 5470 The numbers below represent the admission target for a given yield %. Plan Maximum 47.4% 47.5% 47.6% 47.7% 47.8% 47.9% 48.0% 48.1% 48.2% 48.3% 48.4% 48.5% 48.6% 48.7% 48.8% 48.9% 49.0% ADMITS 10746 5094 5104 5115 5126 5137 5147 5158 5169 5180 5190 5201 5212 5223 5233 5244 5255 5266 10796 5117 5128 5139 5150 5160 5171 5182 5193 5204 5214 5225 5236 5247 5258 5268 5279 5290 10846 5141 5152 5163 5174 5184 5195 5206 5217 5228 5239 5249 5260 5271 5282 5293 5304 5315 10896 5165 5176 5186 5197 5208 5219 5230 5241 5252 5263 5274 5285 5295 5306 5317 5328 5339 10946 5188 5199 5210 5221 5232 5243 5254 5265 5276 5287 5298 5309 5320 5331 5342 5353 5364 10996 5212 5223 5234 5245 5256 5267 5278 5289 5300 5311 5322 5333 5344 5355 5366 5377 5388 11046 5236 5247 5258 5269 5280 5291 5302 5313 5324 5335 5346 5357 5368 5379 5390 5401 5413 11096 5260 5271 5282 5293 5304 5315 5326 5337 5348 5359 5370 5382 5393 5404 5415 5426 5437 11146 5283 5294 5305 5317 5328 5339 5350 5361 5372 5384 5395 5406 5417 5428 5439 5450 5462 11196 5307 5318 5329 5340 5352 5363 5374 5385 5396 5408 5419 5430 5441 5452 5464 5475 5486 11246 5331 5342 5353 5364 5376 5387 5398 5409 5421 5432 5443 5454 5466 5477 5488 5499 5511 11296 5354 5366 5377 5388 5399 5411 5422 5433 5445 5456 5467 5479 5490 5501 5512 5524 5535 11346 5378 5389 5401 5412 5423 5435 5446 5457 5469 5480 5491 5503 5514 5526 5537 5548 5560 11396 5402 5413 5424 5436 5447 5459 5470 5481 5493 5504 5516 5527 5538 5550 5561 5573 5584 11446 5425 5437 5448 5460 5471 5483 5494 5506 5517 5528 5540 5551 5563 5574 5586 5597 5609 11496 5449 5461 5472 5484 5495 5507 5518 5530 5541 5553 5564 5576 5587 5599 5610 5622 5633 11546 5473 5484 5496 5507 5519 5531 5542 5554 5565 5577 5588 5600 5611 5623 5634 5646 5658 11596 5497 5508 5520 5531 5543 5554 5566 5578 5589 5601 5612 5624 5636 5647 5659 5670 5682 11646 5520 5532 5543 5555 5567 5578 5590 5602 5613 5625 5637 5648 5660 5672 5683 5695 5707 11696 5544 5556 5567 5579 5591 5602 5614 5626 5637 5649 5661 5673 5684 5696 5708 5719 5731 11746 5568 5579 5591 5603 5615 5626 5638 5650 5662 5673 5685 5697 5709 5720 5732 5744 5756 11796 5591 5603 5615 5627 5638 5650 5662 5674 5686 5697 5709 5721 5733 5745 5756 5768 5780 11846 5615 5627 5639 5651 5662 5674 5686 5698 5710 5722 5733 5745 5757 5769 5781 5793 5805 11896 5639 5651 5662 5674 5686 5698 5710 5722 5734 5746 5758 5770 5781 5793 5805 5817 5829 3/31/2014 20

Fall 2014 Applications - Five Year Range Comparison FISH As of (Mar 26 2014) 5-Year Low 5-Year High FS13 FS14 FS13 vs. FS14 5-Year Comparison All Applications 22710 31012 31012 32727 1715 Above the range In-State 15075 17276 16722 17085 363 Within the range Domestic Out-of-State 4841 6079 6074 6782 708 Above the range International 2794 8216 8216 8860 644 Above the range Total Out-of-State 7635 14290 14290 15639 1349 Above the range Caucasian 14643 16957 16505 16847 342 Within the range African American 2177 2463 2285 2449 164 Within the range Hispanic 854 2116 1345 1604 259 Within the range Native American 50 135 53 66 13 Within the range Asian American 16 1552 1552 1744 192 Above the range Hawaiian/Pacific Islander 0 24 21 25 4 Above the range Multicultural 0 820 820 939 119 Above the range Not Reported 215 618 215 193 (22) Below the range 3/31/2014 21

Fall 2014 Admissions - Five Year Range Comparison FISH As of (Mar 26 2014) 5-Year Low 5-Year High FS13 FS14 FS13 vs. FS14 5-Year Comparison All Admissions 13792 20132 19918 20781 863 Above the range In-State 9439 12119 11155 10992 (163) Within the range Domestic Out-of-State 3586 4777 4714 5155 441 Above the range International 767 4049 4049 4634 585 Above the range Total Out-of-State 4353 8763 8763 9789 1026 Above the range Caucasian 10085 12934 11913 11833 (80) Within the range African American 977 1267 1267 1322 55 Above the range Hispanic 499 1274 836 968 132 Within the range Native American 30 66 34 33 (1) Within the range Asian American 14 1157 1157 1272 115 Above the range Hawaiian/Pacific Islander 0 17 15 18 3 Above the range Multicultural 0 530 494 572 78 Above the range Not Reported 153 359 153 129 (24) Below the range 3/31/2014 22

Fall 2014 Deposits - Five Year Range Comparison FISH As of (Mar 26 2014) 5-Year Low 5-Year High FS13 FS14 FS13 vs. FS14 5-Year Comparison All Deposits 4750 6177 4973 4881 (92) Within the range In-State 3958 5115 4051 3850 (201) Below the range Domestic Out-of-State 689 850 689 747 58 Within the range International 61 327 233 284 51 Within the range Total Out-of-State 792 1070 922 1031 109 Within the range Caucasian 3882 4945 3882 3731 (151) Below the range African American 235 334 267 258 (9) Within the range Hispanic 128 450 184 207 23 Within the range Native American 6 32 6 13 7 Within the range Asian American 5 267 235 205 (30) Within the range Hawaiian/Pacific Islander 0 6 3 4 1 Within the range Multicultural 0 179 136 162 26 Within the range Not Reported 27 94 27 17 (10) Below the range 3/31/2014 23

International, by Country (Comparison to FS13 on 3/15/14) Country Applications Δ Admits Δ Deposits Δ Country Applications Δ Admits Δ Deposits Δ Albania 2 1 1 0 0 0 Liberia 3 (5) 0 0 0 0 Angola 16 16 4 4 0 0 Libya 0 (2) 0 0 0 0 Argentina 1 0 0 (1) 0 0 Macau 5 2 4 2 0 0 Armenia 2 1 0 0 0 0 Madagascar 1 1 0 0 0 0 Australia 3 (3) 3 (1) 1 1 Malawi 20 8 5 2 0 0 Austria 1 (1) 0 (1) 0 0 Malaysia 30 8 17 6 1 0 Azerbaijan 1 0 1 1 0 0 Mali 1 0 0 0 0 0 Bahamas 0 (2) 0 (2) 0 (1) Marshall Islands 1 1 0 0 0 0 Bahrain 6 4 2 0 1 1 Mauritius 0 (2) 0 (1) 0 0 Bangladesh 4 0 1 (3) 0 0 Mexico 19 12 9 8 1 1 Barbados 1 1 1 1 0 0 Mongolia 1 1 0 0 0 0 Belgium 2 2 2 2 2 2 Mozambique 4 (1) 2 2 0 0 Benin 1 0 0 (1) 0 0 Namibia 2 (2) 0 (2) 0 0 Bermuda 0 (1) 0 (1) 0 0 Nepal 1 0 1 1 0 0 Bolivia 1 (2) 0 (1) 0 0 Netherlands 3 1 1 0 0 0 Botswana 6 5 0 (1) 0 0 Netherlands Antilles 1 1 0 0 0 0 Brazil 17 (2) 11 1 1 (1) New Zealand 3 2 1 1 1 1 British Virgin Islands 0 (1) 0 (1) 0 0 Niger 1 1 0 0 0 0 Bulgaria 3 1 1 0 0 0 Nigeria 84 41 20 12 0 0 Burma (Myanmar) 0 (1) 0 (1) 0 0 Norway 6 3 0 (1) 0 (1) Cambodia 1 0 1 0 0 0 Pakistan 13 9 10 9 1 1 Cameroon 8 5 1 1 0 0 Panama 9 4 8 5 2 2 Canada 37 (3) 26 6 4 4 Peru 1 0 1 0 1 1 Chad 1 1 0 0 0 0 Philippines 5 4 4 3 0 0 Chile 3 (2) 2 (1) 1 1 Poland 1 1 1 1 0 0 China 6905 203 3454 402 134 0 Portugal 1 (1) 1 (1) 0 0 Christmas Island 2 2 1 1 0 0 Qatar 3 (2) 3 0 0 0 Colombia 2 (4) 1 (1) 0 0 Romania 1 1 1 1 0 0 Congo (Kinshasa) 12 10 2 2 0 0 Russia 4 1 0 0 0 0 Costa Rica 0 (1) 0 (1) 0 0 Rwanda 47 35 24 21 0 0 Cote D'Ivoire 1 0 0 0 0 0 Saudi Arabia 143 59 48 11 3 1 Cyprus 1 1 0 0 0 0 Senegal 5 4 3 3 0 0 Dominican Republic 4 (4) 4 0 0 0 Serbia 0 (1) 0 (1) 0 0 Ecuador 15 9 11 7 1 1 Singapore 6 1 4 1 0 0 Egypt 8 (1) 2 (2) 1 1 Slovenia 1 1 0 0 0 0 El Salvador 3 3 1 1 0 0 Somalia 1 (2) 1 0 0 0 Eritrea 1 1 1 1 0 0 South Africa 11 1 1 (1) 0 0 Ethiopia 29 8 9 0 0 (1) South Sudan 2 0 0 0 0 0 France 4 (2) 1 (1) 0 0 Spain 8 8 5 5 1 1 Gambia, The 2 1 1 0 0 0 Sri Lanka 2 (1) 1 1 0 0 Georgia 0 (1) 0 0 0 0 Sudan 0 (1) 0 0 0 0 Germany 3 0 3 1 2 2 Swaziland 5 2 0 (1) 0 0 Ghana 58 36 21 13 0 0 Sweden 2 1 1 1 1 1 Greece 3 1 3 2 0 0 Switzerland 1 (2) 0 (2) 0 (1) Guatemala 6 1 4 1 1 0 Syria 2 (1) 1 1 0 0 Honduras 10 (1) 7 (4) 0 0 Taiwan 124 (4) 91 21 2 (1) Hong Kong 44 12 27 9 3 0 Tanzania 27 14 15 6 1 1 India 205 54 132 43 15 4 Thailand 25 5 21 8 0 (3) Indonesia 12 (3) 8 1 2 1 Tunisia 0 (2) 0 0 0 0 Iran 1 (2) 1 0 0 0 Turkey 50 3 35 (3) 0 (1) Ireland 1 1 1 1 1 1 Uganda 14 9 5 4 0 0 Israel 1 0 0 (1) 0 0 Ukraine 1 (3) 1 (2) 0 0 Italy 5 (1) 1 (4) 0 (1) United Arab Emirates 25 0 3 (7) 0 (1) Jamaica 1 (1) 1 (1) 0 0 United Kingdom 6 (8) 4 0 1 1 Jan Mayen 1 1 0 0 0 0 United States 1 1 0 0 0 0 Japan 19 (1) 14 (2) 1 (2) Uzbekistan 2 2 1 1 0 0 Jordan 7 5 4 2 0 (1) Venezuela 15 0 10 3 0 0 Kazakhstan 2 (2) 2 0 0 0 Vietnam 13 (5) 7 (5) 0 0 Kenya 61 39 16 8 0 0 Yemen 2 2 1 1 0 0 Korea, Republic of 364 (27) 202 15 9 (6) Zambia 23 15 7 3 0 0 Kuwait 4 (5) 1 (4) 1 1 Zimbabwe 37 25 13 9 0 0 Latvia 0 (1) 0 0 0 0 Grand Total 8743 597 4388 618 197 10 3/31/2014 24

10000 International Applications 9000 FS14 as of 3/26/14 8466 8483 8509 8517 8517 8500 8000 7000 Planning Target: => 8,500 Estimated Actual: 8,500 To-Date Actual: 8,860 6970 6882 7999 7896 8458 8324 8397 8377 8374 8375 8373 8371 7158 7191 7181 7192 7190 7184 7179 6000 6655 5000 5378 4000 3000 3145 3138 3586 4260 4617 4769 4772 4781 4781 4784 4784 FS11 2000 1505 1493 2287 FS12 FS13 1000 0 661 1546 FS14 157 454 125 1030 119 115 411 726 351 SEP OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG FINAL 3/31/2014 25

International Admissions 6000 5000 FS14 as of 3/26/14 Planning Target: 4,804 To-Date Actual: 4,634 (96%) 4700 4807 4812 4813 4810 4808 4800 4804 4804 4804 4804 4000 To Go: 170 3700 4134 4400 4431 4099 4105 4117 4117 4110 4106 3783 3000 3342 3200 3027 3384 3402 3411 3412 3414 3414 2300 2099 2000 1970 2041 FS11 FS12 1000 0 800 FS13 791 1107 70 246 FS14 20 274 19 260 762 13 450 141 OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG FINAL 3/31/2014 26

International Deposits 1600 1400 1436 1315 1455 1462 1451 1446 1445 1430 1400 1390 1390 1336 1314 1301 1246 1200 1250 1300 1260 1170 1168 1167 1000 1052 1096 1023 800 600 FS14 as of 3/26/14 Planning Target: 1,260 To-Date Actual: 284 To Go: 976 FS11 400 411 FS12 200 0 300 FS13 200 266 75 263 40 75 FS14 16 35 56 194 10 28 53 5 25 115 5 107 OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG Enrolled 3/31/2014 27

Domestic Out-of-State/Territory (Comparison to FS13 on 3/15/14) State Applications Δ Admits Δ Deposits Δ State Applications Δ Admits Δ Deposits Δ Alabama 10 (1) 7 (1) 1 1 Nevada 18 1 13 3 0 (4) Alaska 10 0 7 0 1 (1) New Hampshire 18 (11) 12 (16) 2 1 Arizona 45 8 31 6 2 (1) New Jersey 367 4 290 (16) 35 (9) Arkansas 13 7 8 3 0 0 New Mexico 13 5 7 2 2 1 Armed Forces Europe,Mideast, Africa 2 1 1 0 1 0 New York 418 22 309 (9) 25 (14) Armed Forces in the Pacific 2 1 1 1 0 0 North Carolina 60 16 45 13 4 (2) California 647 90 447 50 35 (11) North Dakota 1 (1) 1 0 0 (1) Colorado 55 (1) 38 0 3 (2) Northern Mariana Isla 1 1 0 0 0 0 Connecticut 117 11 91 2 12 (2) Ohio 414 27 335 17 46 1 Delaware 9 8 5 5 1 1 Oklahoma 3 (2) 2 (2) 1 1 Florida 224 15 152 (5) 27 (5) Oregon 16 (1) 12 4 0 0 Georgia 61 (19) 47 (18) 11 3 Pennsylvania 279 40 213 19 33 (2) Guam 1 (3) 0 (2) 0 (1) Puerto Rico 21 8 16 8 1 1 Hawaii 17 9 12 7 1 1 Rhode Island 12 1 10 0 1 (1) Idaho 6 (4) 4 (1) 2 2 South Carolina 29 9 19 5 1 (4) Illinois 2084 211 1599 93 265 45 South Dakota 9 4 9 5 0 0 Indiana 249 37 190 34 32 9 Tennessee 36 8 28 7 4 2 Iowa 15 0 12 2 2 1 Texas 254 55 170 20 34 1 Kansas 15 (3) 15 2 3 0 Utah 9 1 4 0 0 0 Kentucky 22 (4) 17 (4) 6 (1) Vermont 10 3 9 5 0 0 Louisiana 8 3 4 2 1 1 Virgin Islands 6 5 3 2 0 0 Maine 7 0 7 2 0 (1) Virginia 96 (6) 81 (6) 12 (2) Maryland 165 39 133 42 13 0 Washington 52 8 38 9 5 1 Massachusetts 144 11 119 8 13 (1) Washington DC 19 4 6 0 0 (2) Minnesota 96 (45) 78 (40) 11 (4) West Virginia 4 1 3 0 0 0 Mississippi 6 3 6 4 0 0 Wisconsin 146 20 119 29 17 1 Missouri 43 (5) 35 3 5 2 Wyoming 143 31 120 25 11 5 Montana 6 1 3 (1) 0 0 (blank) 219 48 133 31 16 5 Nebraska 13 1 10 3 1 1 Grand Total 6765 672 5086 352 699 16 Targeted by the National Spartan Grant 3/31/2014 Boarding School Initiative 28

Domestic Out-of-State Applications 7700 6700 5700 5170 5119 5867 5782 5764 5726 6240 6130 6170 6039 6169 6029 6133 6007 6298 6308 6325 6317 6305 6300 6247 6268 6272 6261 6253 6253 6248 6258 6256 6250 6249 6249 6214 6225 6233 6232 6221 6212 4700 4431 4396 5031 5006 3700 3221 4318 4269 FS14 as of 3/26/14 Planning Target: => 6300 Estimated Actual: 6300 FS11 2700 2759 2687 2650 To-Date Actual: 6,782 FS12 FS13 FS14 1700 700 793 783 778 703 SEP OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG FINAL 3/31/2014 29

6000 Domestic Out-of-State Admissions 5100 5300 5320 5325 5330 5333 5333 5000 4900 4000 3500 3551 4400 4124 4084 4022 4594 4537 4528 4862 4856 4834 5007 5059 5068 5060 5053 5053 4948 4972 4981 4979 4969 4947 4944 4954 4954 4945 4947 4963 3000 2000 2500 2333 2332 2187 3334 3173 FS14 as of 3/26/14 Planning Target: 5,333 To-Date Actual: 5,155 (97%) To Go: 178 FS11 FS12 1000 912 857 849 742 FS13 FS14 0 OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG FINAL 3/31/2014 30

1200 Domestic Out-of-State Deposits 1110 1120 1080 1050 1000 800 750 746 950 912 809 1073 1059 1013 1082 1034 1064 1027 981 1020 990 947 946 993 977 929 875 980 938 937 859 749 600 586 550 652 581 478 400 381 375 FS14 as of 3/26/14 FS11 200 223 200 301 244 395 Planning Target: 980 To-Date Actual: 747 To Go: 233 FS12 FS13 0 54 FS14 44 52 157 143 25 OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG Enrolled 3/31/2014 31

In-State Territory (Comparison to FS13 on 3/15/14) County Applications Δ Admits Δ Deposits Δ County Applications Δ Admits Δ Deposits Δ Alcona 7 3 5 1 4 2 Lake 2 (4) 2 (3) 0 (2) Alger 7 (4) 6 (4) 1 (4) Lapeer 98 8 54 (5) 22 (7) Allegan 110 (1) 65 (12) 14 (17) Leelanau 27 (21) 16 (20) 4 (5) Alpena 28 13 21 9 6 4 Lenawee 125 40 75 26 36 17 Antrim 24 4 16 7 2 (3) Livingston 517 35 303 5 119 2 Arenac 8 2 5 2 1 0 Luce 1 (5) 1 (4) 0 (4) Baraga 8 5 8 6 3 3 Mackinac 12 (4) 3 (6) 1 (2) Barry 68 (2) 49 10 18 4 Macomb 1485 113 873 (1) 330 6 Bay 96 19 57 (2) 23 5 Manistee 20 14 14 10 3 1 Benzie 12 0 7 0 0 (2) Marquette 54 4 43 8 17 9 Berrien 202 21 123 (1) 52 8 Mason 26 3 17 0 8 1 Branch 34 5 22 5 8 4 Mecosta 22 0 10 (6) 4 (5) Calhoun 155 27 84 9 35 7 Menominee 13 0 11 (1) 3 (6) Cass 50 (3) 21 (10) 8 0 Midland 202 0 144 9 66 14 Charlevoix 28 10 15 3 5 (1) Missaukee 5 (10) 4 (4) 2 (1) Cheboygan 9 (2) 6 (3) 1 (3) Monroe 151 8 76 (20) 27 2 Chippewa 23 (7) 16 (7) 5 (4) Montcalm 46 6 24 (2) 10 0 Clare 11 1 5 0 2 (2) Montmorency 5 2 3 2 1 0 Clinton 213 7 146 2 66 1 Muskegon 170 10 101 (5) 30 (3) Crawford 12 1 11 2 2 (2) Newaygo 32 (7) 19 (4) 9 (1) Delta 37 21 28 15 9 5 Oakland 4454 41 2989 (27) 980 (76) Dickinson 12 (19) 10 (15) 1 (11) Oceana 26 6 16 3 9 3 Eaton 223 20 147 13 71 5 Ogemaw 15 12 8 7 4 4 Emmet 52 8 37 3 14 1 Ontonagon 4 2 2 0 0 (1) Genesee 462 (7) 252 9 93 (9) Osceola 15 4 9 3 1 (2) Gladwin 5 2 3 2 1 1 Oscoda 2 (1) 1 0 0 0 Gogebic 3 1 1 (1) 0 (1) Otsego 27 2 15 (1) 7 (1) Grand Traverse 151 (22) 94 (23) 35 (8) Ottawa 418 (10) 242 (27) 68 (11) Gratiot 30 (4) 16 (8) 10 (1) Presque Isle 5 1 3 0 2 (1) Hillsdale 32 5 14 3 5 1 Roscommon 11 (3) 7 (2) 1 (5) Houghton 26 (5) 18 (1) 5 0 Saginaw 197 (22) 131 (18) 44 (10) Huron 29 (15) 20 (8) 10 (8) Sanilac 20 (7) 13 (6) 6 (2) Ingham 703 48 462 (8) 187 (19) Schoolcraft 4 2 4 3 1 0 Ionia 79 3 43 6 17 0 Shiawassee 114 6 63 (9) 21 (7) Iosco 17 7 9 4 2 0 St. Clair 162 19 111 15 36 3 Iron 8 (4) 6 (4) 1 (4) St. Joseph 39 (17) 26 (4) 12 3 Isabella 58 14 38 5 11 3 Tuscola 32 4 25 0 10 1 Jackson 198 34 116 20 62 21 Van Buren 67 (13) 40 (5) 21 (5) Kalamazoo 401 2 253 (12) 86 (11) Washtenaw 803 (26) 505 (23) 114 (12) Kalkaska 1 (5) 1 (2) 0 (1) Wayne 2886 53 1784 (66) 490 (71) Kent 1031 (42) 641 (58) 180 (50) Wexford 27 7 15 1 7 1 Keweenaw 2 2 1 1 0 0 (blank) 4 4 0 0 0 0 Grand Total 17010 399 10700 (219) 3582 (259) 3/31/2014 Upper Peninsula Counties 32

In-State Applications 18000 16000 14000 14845 14588 14568 14197 15910 15383 15405 15165 16755 16170 16233 15992 17103 17239 16500 16698 16728 16555 16503 16328 17395 17434 17454 17456 17448 17418 16820 16840 16846 16849 16851 16855 16907 16914 16909 16890 16852 16796 16608 16717 16725 16733 16730 16700 12000 10000 11676 11115 11671 11054 FS14 as of 3/26/14 Planning Target: => 16,750 Estimated Actual: 16,750 To-Date Actual: 17,085 FS11 8000 FS12 FS13 6000 4000 FS14 4614 4539 4090 4271 SEP OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG FINAL 3/31/2014 33

In-State Admissions 13000 11000 9918 12305 12191 11523 12236 11050 11873 11019 11325 10250 11000 11114 11250 11300 10855 12351 12366 12351 12364 12341 12263 12272 12256 12280 12274 11695 11734 11744 11751 11749 11450 11500 11500 11500 11,396 9000 8591 9310 8900 8735 10184 9997 7000 6909 5000 4344 3292 6800 6255 FS14 as of 3/26/14 Planning Target: 11,396 To-Date Actual: 10,992 (96%) FS11 FS12 3000 2857 2271 To Go: 404 FS13 FS14 1000 OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG FINAL 3/31/2014 34

7000 In-State Deposits 6000 6149 6020 6233 6204 6115 6041 6011 5941 5981 5971 5912 5900 5000 4534 5225 4680 5691 5400 5570 5333 5699 5667 5629 5603 5560 5550 5470 5460 4084 4000 3787 3806 4300 3000 2706 3098 3500 3461 2000 1000 0 515 264 206 62 1656 1260 2063 800 754 1500 1474 2650 2620 FS14 as of 3/26/14 Planning Target: 5,460 To-Date Actual: 3,850 To Go: 1,610 OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG Enrolled FS11 FS12 FS13 FS14 3/31/2014 35

Enrollment Management Performance Indicators: Driving Data to Informed Decisions & Desired Results Session ID: M6.1939 Questions? 3/31/2014 36