Civic Intelligence

Direct Selling Education Foundation

990 • Fiscal year 2016 • EIN 23-7335899

Jan 01, 2016 to Dec 31, 2016 • Filed on Nov 14, 2017

Organization Profilewww.dsef.org
1667 K Street NW No 1100Washington, DC 20006-1600

(202) 452-8866

Siviq Scores

Precomputed percentiles for this filing year versus similar nonprofits in the same peer cohort.

Liabilities / Assets

15th percentile

0.01x

Higher debt load relative to assets than 15% of similar nonprofits.

2016 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2016

Liabilities / Revenue

31st percentile

0.12x

Higher debt load relative to revenue than 31% of similar nonprofits.

2016 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2016

Net Margin

13th percentile

-17%

Higher net margin than 13% of similar nonprofits.

2016 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2016

Top Officer Pay

93rd percentile

$634,757

Higher top officer pay than 93% of similar nonprofits.

Top officer pay equals 46.4% of source-year revenue.

2016 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2016

Asset Growth

30th percentile

-2.0%

Faster asset growth than 30% of similar nonprofits.

2016 filings • 501(c)3 • $10M-$25M nonprofits • Annualized from 2015 to 2016

Revenue Growth

89th percentile

42%

Faster revenue growth than 89% of similar nonprofits.

2016 filings • 501(c)3 • $10M-$25M nonprofits • Annualized from 2015 to 2016

Balance Sheet
Liabilities / Assets15th percentile

Assets

Down

$11,610,828

Down $236,694 (-2.0%) from 2015

Net Assets

Down

$11,451,147

Down $222,751 (-1.9%) from 2015

Liabilities

Down

$159,681

Down $13,943 (-8.0%) from 2015

Revenue And Expenses
Liabilities / Revenue31st percentileNet Margin13th percentile

Revenue

Up

$1,366,923

Up $406,017 (+42%) from 2015

Expenses

Up

$1,593,772

Up $244,206 (+18%) from 2015

Net Income

Up

-$226,849

Up $161,811 (+42%) from 2015

Historical Trend

Balance Sheet Trend

Asset Growth30th percentile

The highlighted filing sits inside the broader history for assets, liabilities, and net assets.

$15M$10M$5.0M$0Assets 2012: $11,303,991Liabilities 2012: $237,300Net Assets 2012: $11,066,6912012Assets 2013: $11,882,486Liabilities 2013: $126,826Net Assets 2013: $11,755,6602013Assets 2014: $12,322,268Liabilities 2014: $142,243Net Assets 2014: $12,180,0252014Assets 2015: $11,847,522Liabilities 2015: $173,624Net Assets 2015: $11,673,8982015Assets 2016: $11,610,828Liabilities 2016: $159,681Net Assets 2016: $11,451,1472016Assets 2017: $11,698,770Liabilities 2017: $131,872Net Assets 2017: $11,566,8982017Assets 2018: $10,286,421Liabilities 2018: $155,116Net Assets 2018: $10,131,3052018Assets 2019: $10,652,878Liabilities 2019: $141,912Net Assets 2019: $10,510,9662019Assets 2020: $10,727,401Liabilities 2020: $340,877Net Assets 2020: $10,386,5242020Assets 2021: $11,428,061Liabilities 2021: $365,778Net Assets 2021: $11,062,2832021Assets 2022: $9,162,757Liabilities 2022: $292,284Net Assets 2022: $8,870,4732022Assets 2023: $9,266,853Liabilities 2023: $143,284Net Assets 2023: $9,123,5692023Assets 2024: $9,480,211Liabilities 2024: $313,613Net Assets 2024: $9,166,5982024

Highlighted filing

2016

Assets$11,610,828
Liabilities$159,681
Net Assets$11,451,147
Open 2016 Filing

Operations Trend

Revenue Growth89th percentile

Revenue, expenses, and net income across loaded years, with this filing highlighted.

$3.0M$2.0M$1.0M$0-$1.0MExpenses 2012: $1,712,8192012Revenue 2013: $1,658,048Expenses 2013: $1,386,942Net Income 2013: $271,1062013Revenue 2014: $1,409,422Expenses 2014: $1,185,074Net Income 2014: $224,3482014Revenue 2015: $960,906Expenses 2015: $1,349,566Net Income 2015: -$388,6602015Revenue 2016: $1,366,923Expenses 2016: $1,593,772Net Income 2016: -$226,8492016Revenue 2017: $849,045Expenses 2017: $1,614,909Net Income 2017: -$765,8642017Revenue 2018: $788,048Expenses 2018: $1,688,798Net Income 2018: -$900,7502018Revenue 2019: $1,424,171Expenses 2019: $1,743,281Net Income 2019: -$319,1102019Revenue 2020: $2,034,696Expenses 2020: $1,384,776Net Income 2020: $649,9202020Revenue 2021: $1,544,540Expenses 2021: $1,308,017Net Income 2021: $236,5232021Revenue 2022: $905,056Expenses 2022: $1,427,835Net Income 2022: -$522,7792022Revenue 2023: $587,761Expenses 2023: $1,312,205Net Income 2023: -$724,4442023Revenue 2024: $662,585Expenses 2024: $1,183,383Net Income 2024: -$520,7982024

Highlighted filing

2016

Revenue$1,366,923
Expenses$1,593,772
Net Income-$226,849
Open 2016 Filing
Jump To
Filing Snapshot
Filing Period
Jan 1, 2016 to Dec 31, 2016
Signed
Nov 14, 2017
Return Version
2016v3.0
Gross Receipts
$3,358,945
Mission and Program Overview

Mission

To serve the public interest by advancing the direct selling industry's support of consumer rights and protection, education about the industry, ethical leadership, and individual economic empowerment.

Engages and educates the public on the ways direct selling empowers individuals, supports communities and strengthens economies worldwide.

Balance Sheet Detail
LineBeginningEndChange
Assets
Investments in Publicly Traded Securities$11,684,520$11,440,538▼ $243,982
Pledges and Grants Receivable$83,751$95,078▲ $11,327
Cash and Non-Interest-Bearing Accounts$53,072$57,740▲ $4,668
Land, Buildings, and Equipment, Net$17,810$12,401▼ $5,409
Prepaid Expenses and Deferred Charges$7,570$4,846▼ $2,724
Accounts Receivable$799$225▼ $574
Total Assets$11,847,522$11,610,828▼ $236,694
Liabilities
Other Liabilities$94,252$115,611▲ $21,359
Accounts Payable and Accrued Expenses$79,372$44,070▼ $35,302
Total Liabilities$173,624$159,681▼ $13,943
Net Assets / Fund Balance
Permanently Rstr Net Assets$8,115,995$8,115,995→ $0
Unrestricted Net Assets$2,671,655$2,315,351▼ $356,304
Temporarily Rstr Net Assets$886,248$1,019,801▲ $133,553
Total Net Assets Fund Balance$11,673,898$11,451,147▼ $222,751
Total Liabilities and Net Assets / Fund Balance$11,847,522$11,610,828▼ $236,694

Asset Categories

AssetBook ValueDepreciationBasis
Equipment$12,401$57,830$70,231

Endowment Activity

PeriodBeginningContrib.Gain/LossOther UsesEnd
2016$10,883,745-▲ $764,461$633,457$11,014,749
2015$11,294,236-▲ $86,680$497,171$10,883,745
2014$10,985,000-▲ $699,985$390,749$11,294,236
2013$10,535,000-▲ $1,241,000$791,000$10,985,000
2012$9,765,000$100,000▲ $945,000$275,000$10,535,000
Compensation and Service Providers
Top Officer Pay93rd percentile

Employees

NameTitleFull / Part TimeBaseOtherTotal
Gary HugginsExecutive DirectorFT$200,000$48,279$248,279
Nancy LaichasChief Marketing OfficerFT$129,792$25,363$155,155

Board Members and Trustees

NameTitle
David A WentzChairman
John P ParkerImmediate Past Chairman
Joseph N MarianoPresident
S Kerry TassopoulosVice Chair
Angela Loehr ChryslerDirector
Brenda CudeDirector
Britney C VickeryDirector
Calvin JolleyDirector
Connie TangDirector
Dana MehrerDirector
David B HollDirector
David R MerrimanDirector
Douglas DevosDirector
Elizabeth B DavisDirector
Erik S JohnsonDirector
Gregory ProbertDirector
Halle SminchakDirector
Heather ChastainDirector
J Stanley FredrickDirector
Jane CreedDirector
Janice CapinegroDirector
John W WhelpleyDirector
Kara SchneckDirector
Katherine GardnerDirector
Linda FerrellDirector
Marjorie L FineDirector
Mike CollinsDirector
Oran Arazi-GamlielDirector
Orville ThompsonDirector
Pamela Jones HarbourDirector
Raymond H Miley JrDirector
Rick C LoyDirector
Robert CavittDirector
Robert UrbanDirector
Suzanne LoomisDirector
Tim HornerDirector
Traci Lynn BurtonDirector
W Alan LuceDirector
Deborah T AshfordOutside Counsel
Adolfo FrancoSecretary
Michael C MacDonaldTreasurer
Revenue and Support

Revenue Composition

Contributions and Grants
$624,590
Program Service Revenue
$0
Investment Income
$737,561
Other Revenue
$4,772
All Other Contributions
$552,051
Change in Net Assets
$-226,849

Noncash Contribution Practices

Property subject to holding requirements
No
Reviewed unusual noncash gifts
No
Third parties used for noncash contributions
No

Noncash Contributions

Contribution TypeContribution CountReported AmountValuation Method
Other Non Cash Contri Table15$26,059Fair Market Value
Other Non Cash Contri Table12$9,679Fair Market Value
Total Noncash Contributions27$35,738-

Audited Revenue Reconciliation

Revenue per Audited Statements
$1,331,282
Revenue Not Reported on Financial Statements
$35,641
Revenue Not Reported on Form 990
$90,374
Total Revenue per Audited Statements
$1,421,656
Total Revenue per Form 990
$1,366,923
Expenses and Functional Allocation

Major Expense Lines

Line ItemAmount
Other Expenses$832,191
Salaries, Compensation, and Employee Benefits$707,081
Total Fundraising Expense$300,998
Grants and Similar Amounts Paid$54,500
Professional Fundraising Fees$0

Functional Expense Allocation

Line ItemProgramManagementFundraisingTotal
Other Salaries and Wages$243,115$48,174$62,085$353,374
Current Officers, Directors, Trustees, and Key Employees$148,967$24,828$74,484$248,279
Travel$109,556$68,369$1,220$179,145
Office Expenses$16,974$79,361$18,545$114,880
Occupancy-$90,832-$90,832
Fees for Services Other$73,358$9,085$1,632$84,075
Conferences and Meetings$44,749$12,448$15,780$72,977
Fees for Services Accounting-$63,074-$63,074
Grants to Domestic Orgs$54,500--$54,500
Other Employee Benefits$32,476$6,468$8,044$46,988
Fees for Services Legal-$36,456$3,800$40,256
Payroll Taxes$24,979$4,684$8,440$38,103
Fees for Service Investment Mgmnt Fees-$35,641-$35,641
Pension Plan Contributions$13,998$2,776$3,563$20,337
Insurance-$11,525-$11,525
Depreciation Depletion-$7,420-$7,420
Other Expenses$305,788$-409,106$103,318$0
Total Functional Expenses$1,184,972$107,802$300,998$1,593,772

Audited Expense Reconciliation

Line ItemAmount
Total Expenses per Audited Statements$1,644,407
Total Expenses per Form 990$1,593,772
Expenses per Audited Statements$1,558,131
Expenses Not Reported on Form 990$86,276
Expenses Not Reported on Financial Statements$35,641
International Activity

Grant and Assistance Recipients

RecipientLocationCategoryPurposeAmount
Council of Better Business Bureaus IncArlington, VA501(c)(6)Ethics Partnership/ Sponsorship$27,500
National Association for Community College EntrepreneurshipSpringfield, MA501(c)(3)Conference and Summit Sponsorship$9,500
United States Association for Small Business and EntrepreneurshipWhitewater, WI501(c)(3)USASBE Conference Sponsorhip$7,500
Association of Women's Business CentersWashington, DC501(c)(3)Sponsorship Women's Business Center National Conference$5,000
General Services Administration (GSA)Washington, DC115Consumer Action Handbook$5,000
Fundraising, Events, and Gaming
Fundraising activities
Yes
Gaming activities
No
Professional fundraiser used
No

Fundraising and Gaming Totals

Line ItemAmount
Fundraising Direct Expenses$49,896
Fundraising Gross Income$49,896
Professional Fundraising Fees$0

Fundraising Events

EventGross ReceiptsGross RevenueDirect ExpensesNet Income
Auction/Golf Tournament$122,435$49,896$7,527$42,369
Total Events$122,435$49,896$49,896$0
Political and Lobbying Activity
Political campaign activity
No
Lobbying activity
No
Subject to proxy tax
No
Debt and Bond Financing

Other Reported Liabilities

LiabilityAmount
Refundable advances$82,741
Due to the Association$32,870
Governance and Compliance

Governance Checklist

Compiled or reviewed by an accountant
No
Annual disclosure for covered persons
Yes
Audit committee
Yes
Backup withholding compliance
Yes
Business relationship with family members
No
Business relationship with organization members
No
Material changes to governing documents
No
Compensation from other sources disclosed
No
CEO compensation reviewed
Yes
Other officer compensation reviewed
Yes
Conflict-of-interest policy
Yes
Audited financial statements prepared
No
Key decisions subject to board approval
No
Management duties delegated
No

Governance Explanations

Form 990, Part VI, Section A, line 2

“Some members of the Board of Directors of the Foundation also serve on the corporate boards of other members/contributors. If the Foundation has an agreement with another organization and a member serves on that organization's corporate board, this Board member is also considered not independent.”

Form 990, Part VI, Section B, line 11B

“The Board of Directors has delegated review of form 990 to the Treasurer and staff.”

Form 990, Part VI, Section B, line 12C

“DSEF conducts an orientation of new board members which includes discussion and disclosure of any conflicts of interest as well as ongoing briefings by the Board of Directors on this topic.”

Form 990, Part VI, Section B, line 15

“Compensation review is the responsibility of the Board of Directors' compensation committee, which consists of non employee Board members. This committee has the authority to retain compensation consultants to assist in the evaluation of officers' compensation. The committee annually reviews and approves executive officer compensation and employment agreements, as applicable. The committee can delegate its authority to the CEO for compensation for certain classes of employees. The chairman of the Board appoints the chairman of the compensation committee. Minutes are required to report all compensation committee actions and detailed terms of compensation arrangements.”

Form 990, Part VI, Section C, line 19

“Forms 1023 and 990 are made available upon request. Other organizational documents are not available to the public.”

Filing and Contact Details

Filer

Filer Name
Direct Selling Education Foundation
EIN
23-7335899
Phone
2024528866
Address
1667 K Street NW No 1100, Washington, DC 20006-1600

Signing Officer

Name
Adolfo Franco
Title
Secretary
Phone
2024528866
Signed
2017-11-14
Discuss with paid preparer
Yes

Organization Details

Principal Officer
Joseph N Mariano
Formed
1973
Legal Domicile
Dc
Voting Board Members
32
Independent Board Members
30
Employees
5
Volunteers
40

Preparer

Firm
Rogers & Company PLLC
Address
8300 Boone Boulevard Suite 600, Vienna, VA 22182
Preparer
Lori A Collingsworth
Phone
7038930300
Supplemental Narrative

Additional Explanations

Form 990, Part III, line 2

“DSEF Fellows Program: In 2016, the Foundation launched the DSEF Fellows Program as a vehicle to expand and sustain productive partnerships with leading academics. The Foundation's goal is to recruit 200 professors to a new Fellows program and, by extension, reach 60,000 students per year by 2019 with the message of what direct selling is and how it can serve as an effective go-to-market strategy for consumer product and services companies and as a path to micro-entrepreneurship for individuals. In the first year of the program, we partnered with more than 60 professors in multiple disciplines from institutions throughout the country.”

Form 990, Part XII, Line 1 Change in Accounting Method:

“The organization changed its method of accounting for tax purposes from the modified cash method, to the accrual method used for GAAP financials statements to comply with the Financial Accounting Standards Board (FASB) Statement of Financial Accounting Standards 116, Accounting for Contributions Received and Contributions Made (SFAS 116), now codified in FASB Accounting Standards Codification 958, Not-for-Profit Entities (ASC 958).”

Form 990, Part XII, Line 2C:

“The Foundation's Board of Directors is responsible for oversight of the annual audit, including the including selection of the independent accountant. The process has not changed from prior years.”

Financial Statement Notes

Part V, Line 4:

“Board Designated Endowment Funds: The Board Designated Endowment Fund is to be used for future operations. The principal of the fund is intended to be held in perpetuity with the revenue from the fund to be used for operations and programs of the foundation. At the discretion of the board, principal may be expended. The intention is that principal is to be used only in emergency situations and be limited to no more than 20% of net assets. Endowments - Permanently Restricted Net Assets The foundation maintains three true endowments. The purposes of these endowments are to (1) fund general operations, (2) endow an "ethics" board seat and (3) to endow an "academic" board seat.”

Part X, Line 2:

“Management has evaluated the Foundation's tax positions and has concluded that the Foundation has taken no uncertain tax positions that qualify for either recognition or disclosure in the financial statements for the years ended December 31, 2016 and 2015.”

Part XI, Line 2D - Other Adjustments:

“Direct fundraising event expenses 49,896.”

Part XII, Line 2D - Other Adjustments:

“Direct fundraising event expenses 49,896.”

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IRS990/Desc0Education Initiative: DSEF partners with members of the academic community to support research and education programs that expand the knowledge and understanding of the fundamental principles of direct selling. DSEF works with professors in a variety of disciplines including entrepreneurship, marketing, ethics, consumer studies, business and economics to commission academic research, case studies and white papers and to sponsor direct selling education programs on university campuses across the country. These efforts provide students, professors and the public with insights into the direct selling channel and its latest trends and innovations, offer solutions for better business management and help educate the next generation of entrepreneurs and industry leaders about opportunities in the space.
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IRS990/Form990PartVIISectionAGrp/PersonNm0John P Parker
IRS990/Form990PartVIISectionAGrp/PersonNm1Deborah T Ashford
IRS990/Form990PartVIISectionAGrp/PersonNm2Joseph N Mariano
IRS990/Form990PartVIISectionAGrp/PersonNm3Adolfo Franco
IRS990/Form990PartVIISectionAGrp/PersonNm4Michael C MacDonald
IRS990/Form990PartVIISectionAGrp/PersonNm5S Kerry Tassopoulos
IRS990/Form990PartVIISectionAGrp/PersonNm6David A Wentz
IRS990/Form990PartVIISectionAGrp/PersonNm7Angela Loehr Chrysler
IRS990/Form990PartVIISectionAGrp/PersonNm8Brenda Cude
IRS990/Form990PartVIISectionAGrp/PersonNm9Britney C Vickery
IRS990/Form990PartVIISectionAGrp/PersonNm10Calvin Jolley
IRS990/Form990PartVIISectionAGrp/PersonNm11Connie Tang
IRS990/Form990PartVIISectionAGrp/PersonNm12Dana Mehrer
IRS990/Form990PartVIISectionAGrp/PersonNm13David B Holl
IRS990/Form990PartVIISectionAGrp/PersonNm14David R Merriman
IRS990/Form990PartVIISectionAGrp/PersonNm15Douglas Devos
IRS990/Form990PartVIISectionAGrp/PersonNm16Elizabeth B Davis
IRS990/Form990PartVIISectionAGrp/PersonNm17Erik S Johnson
IRS990/Form990PartVIISectionAGrp/PersonNm18Gregory Probert
IRS990/Form990PartVIISectionAGrp/PersonNm19Halle Sminchak
IRS990/Form990PartVIISectionAGrp/PersonNm20Heather Chastain
IRS990/Form990PartVIISectionAGrp/PersonNm21J Stanley Fredrick
IRS990/Form990PartVIISectionAGrp/PersonNm22Jane Creed
IRS990/Form990PartVIISectionAGrp/PersonNm23Janice Capinegro
IRS990/Form990PartVIISectionAGrp/PersonNm24John W Whelpley
IRS990/Form990PartVIISectionAGrp/PersonNm25Kara Schneck
IRS990/Form990PartVIISectionAGrp/PersonNm26Katherine Gardner
IRS990/Form990PartVIISectionAGrp/PersonNm27Linda Ferrell
IRS990/Form990PartVIISectionAGrp/PersonNm28Marjorie L Fine
IRS990/Form990PartVIISectionAGrp/PersonNm29Mike Collins
IRS990/Form990PartVIISectionAGrp/PersonNm30Oran Arazi-Gamliel
IRS990/Form990PartVIISectionAGrp/PersonNm31Orville Thompson
IRS990/Form990PartVIISectionAGrp/PersonNm32Pamela Jones Harbour
IRS990/Form990PartVIISectionAGrp/PersonNm33Raymond H Miley Jr
IRS990/Form990PartVIISectionAGrp/PersonNm34Rick C Loy
IRS990/Form990PartVIISectionAGrp/PersonNm35Robert Cavitt
IRS990/Form990PartVIISectionAGrp/PersonNm36Robert Urban
IRS990/Form990PartVIISectionAGrp/PersonNm37Suzanne Loomis
IRS990/Form990PartVIISectionAGrp/PersonNm38Tim Horner
IRS990/Form990PartVIISectionAGrp/PersonNm39Traci Lynn Burton
IRS990/Form990PartVIISectionAGrp/PersonNm40W Alan Luce
IRS990/Form990PartVIISectionAGrp/PersonNm41Gary Huggins
IRS990/Form990PartVIISectionAGrp/PersonNm42Nancy Laichas
IRS990/Form990PartVIISectionAGrp/ReportableCompFromOrgAmt00
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IRS990/Form990PartVIISectionAGrp/ReportableCompFromRltdOrgAmt360
IRS990/Form990PartVIISectionAGrp/ReportableCompFromRltdOrgAmt370
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IRS990/Form990PartVIISectionAGrp/ReportableCompFromRltdOrgAmt390
IRS990/Form990PartVIISectionAGrp/ReportableCompFromRltdOrgAmt400
IRS990/Form990PartVIISectionAGrp/ReportableCompFromRltdOrgAmt410
IRS990/Form990PartVIISectionAGrp/ReportableCompFromRltdOrgAmt420
IRS990/Form990PartVIISectionAGrp/TitleTxt0Immediate Past Chairman
IRS990/Form990PartVIISectionAGrp/TitleTxt1Outside Counsel
IRS990/Form990PartVIISectionAGrp/TitleTxt2President
IRS990/Form990PartVIISectionAGrp/TitleTxt3Secretary
IRS990/Form990PartVIISectionAGrp/TitleTxt4Treasurer

Document Assets

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Filings

Displayed year

2016 • Form 990Detailed filing. Detailed filing data is available for this year.

Open filing
Assets
$11,610,828
Liabilities
$159,681
Net assets
$11,451,147
Revenue
$1,366,923
Expenses
$1,593,772
Net income
-$226,849
Balance SheetOperations
YearAssetsLiabilitiesNet AssetsRevenueExpensesNet Income
2024Facts available. Structured filing facts are available, but richer extracted sections are limited.$9.48$0.31$9.17$0.66$1.18$0.52
2023Detailed filing. Detailed filing data is available for this year.$9.27$0.14$9.12$0.59$1.31$0.72
2022Detailed filing. Detailed filing data is available for this year.$9.16$0.29$8.87$0.91$1.43$0.52
2021Detailed filing. Detailed filing data is available for this year.$11.4$0.37$11.1$1.54$1.31$0.24
2020Detailed filing. Detailed filing data is available for this year.$10.7$0.34$10.4$2.03$1.38$0.65
2019Detailed filing. Detailed filing data is available for this year.$10.7$0.14$10.5$1.42$1.74$0.32
2018Detailed filing. Detailed filing data is available for this year.$10.3$0.16$10.1$0.79$1.69$0.90
2017Detailed filing. Detailed filing data is available for this year.$11.7$0.13$11.6$0.85$1.61$0.77
2016Detailed filing. Detailed filing data is available for this year.$11.6$0.16$11.5$1.37$1.59$0.23
2015Detailed filing. Detailed filing data is available for this year.$11.8$0.17$11.7$0.96$1.35$0.39
2014Detailed filing. Detailed filing data is available for this year.$12.3$0.14$12.2$1.41$1.19$0.22
2013Detailed filing. Detailed filing data is available for this year.$11.9$0.13$11.8$1.66$1.39$0.27
2012Facts available. Structured filing facts are available, but richer extracted sections are limited.$11.3$0.24$11.1$1.71