Alternaty - Capability statement - July 2013

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Alternaty is a boutique real estate firm providing a suite of consulting services throughout the development lifecycle. Headquarter in HCMC Vietnam, with associates in Thailand, Myanmar and Indonesia.
We specialise in the early stages of planning and development when accurate and detailed advisory adds significant value for the whole development and maximises the returns for developers, investors or any players involved throughout the development process.

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Alternaty - Capability statement - July 2013

  1. 1. A boutique real estate firm, we partner with hotel and resort developers to deliver alternative real estate products. Capability Statement August 2013
  2. 2. August 2013 Alternaty is a boutique real estate firm providing a suite of consulting services throughout the development lifecycle. Headquarter in HCMC Vietnam, with associates in Thailand, Myanmar Indonesia and the Maldives. Our team has 17 years of combined experience in the real estate industry with an extensive track record in hotel and resort advisory in Indochina Region More than 40 hotel and resort valuations in Vietnam, Lao and Cambodia. More than 35 feasibility and market studies. 12 Operator selection advisory assignments. Vast experience in mixed used residential resorts, rental pool structure and fractional ownership. Alternaty Alternative Real Estate 2
  3. 3. August 2013 How Can We Help You? About Alternaty • We are a real estate consulting firm providing specialist advice for real estate developers and investors. • Our approach is to forge partnerships with developers to provide a suite of consulting services including market research, development advisory, feasibly study and highest and best use analysis. • We specialise in the early stages of planning and development when accurate and detailed advisory adds significant value for the whole development and maximises the returns for developers, investors or any players involved throughout the development process. Investment Services Hotel Operator Selection Villa Management Hotel Pre-opening Services Hotel Operations Review 3
  4. 4. August 2013 The Various Stages of the Property Lifecycle Our scope of services Land Planning Market research Feasibility study Valuation Hotel operator selection Development recommendations Highest and best use analysis Due diligence Investment Construction Design review (from operation stand point) Pre-opening budget Interior design review (from operation stand point) Facilities review Positioning and branding identity (operation stand point) Operator and consultant selection Organization chart review Pre-opening Interim GM service (pre-opening GM) Sale and marketing review Tailoring of hotel standard operating procedures (SOP) Hiring and training Pre-opening check list review and implementation Operation Owner representation service Periodic operational review and critical points analysis Training program Sales and marketing review Budget control and targets Online reputation control and review Upgrade Reposition Hotel operations review Inspection and operational analysis Service upgrade implementation and training Mystery guest service At any stage of the development process, hotel owners can benefit from professional advice. 4
  5. 5. August 2013 Our Scope of Services About Alternaty • A boutique real estate firm providing a suite of consulting services throughout the development lifecycle. Investment Services Feasibility study Cash flow modelling Highest and best use analysis Development recommendations Valuation Sales & Marketing Exit strategy execution Alternative Real Estate Hotel Operator Selection Understanding the Client’s objectives Consideration of management options Preparation of biddings documents Collection of EOIs Comparison matrix of candidates Shortlist of suitable options Negotiation of commercial terms of MOU, TSA and HMA Villa Management Resort style management of second home projects Website bookings and reservation engine Villa Brand Standards Standard Operating Procedures Butler Services Hotel Pre- opening Services Functionality & Facilities Review Branding and Service Concept Hotel operation forms & tailored amenities list Organization chart and staff positioning Hiring and training Tailoring of hotel standard operating procedures (SOP) Hotel Operations Review Tailored monitor of hotel performance Inspection & operational analysis Full operational review of each department Departmental recommendations Implementation of Standard Operation Procedures (SOP) Monthly Supervision 5
  6. 6. Our Scope of Work: Investment Services
  7. 7. August 2013 Feasibility Study Our Scope of Work: Investment Services • The Feasibility Study will carefully examine the location and surrounds of the subject site to determine the highest and best use of the land. This would be followed by a detailed cash flow analysis on different development scenarios. • The Feasibility Study, together with the valuation, is a critical stage in devising the investment strategy for an asset. Objectives • Conduct a financial analysis of the project to test various assumptions and forecasts • Determine the profitability of the project and test the outcome of various scenarios • Produce a detailed feasibility study document and cashflow statements that may be used in sourcing debt financing and equity investors • Document and explain all assumptions and forecasts with market information • A customised Discounted Cash Flow model will be designed specifically for the project. The financial model will encompass the following input parameters: • Land cost • Site area • Coverage ratio • Gross floor area • Saleable / leasable area • Construction costs • Operating and related costs • Interest rate • Cost of equity • Discount rate • Sensitivity Analysis • The model will include a Sensitivity Analysis and will yield the following results: • Internal Rate of Return • Net Present Value • Payback Period 7
  8. 8. August 2013 Scope of Work • Review and inspect subject property • Review the general relevant market sector • Scrutinize relevant title documents, legal documents, government approvals and permits provided to us • Collection of market transaction evidence • Collection of relevant hotel performances indicators • Identify and analyze comparable transactions, if any • Consider and adopt appropriate approach • Provide our opinion as to the market value of the subject site Information Required • Copies of the investment license of the subject site and land use rights certificate • Location maps and site plans, building plans, leases • GFA and NFA existing • Actual or projected construction costs • Architectural drawings or master plans of the project • Any restrictions on the land in terms of ownership • Detail of acquisition of the property including, but not limited to, the price paid for the property • Information on the existing loan and financing status Land & Building Valuation Our Scope of Work: Investment Services • Value is central to virtually all real estate decision-making including whether and how to lease, buy, or mortgage a property acquisition, whether to renovate, refinance, demolish or expand a property, and when and how to divest (sell, trade, or abandon). • Only by being informed of the true market value of an asset or site can an effective marketing campaign can be devised with the correct pricing strategy. Furthermore, an informed owner will have a superior negotiating position with potential investors. • Aternaty works hand in hand with the Client to understand, analyse and apprise the real market value of an asset both from an existing status and future value upon development completion point of view. 8
  9. 9. August 2013 Site Analysis, Development & Investment Structure Recommendations Our Scope of Work: Investment Services • The aim of site analysis, development and investment structure recommendations is to ensure that the master plan designed by the master planner is optimised not just in terms of aesthetics, but more importantly in terms of functional and operational efficiency. Objectives • Conduct a detailed review of the site characteristics including access and local amenities • Assess the potential of the site to determine the highest and best use. • Suggest development concepts that suit current market conditions to attract investors, developers, operators, visitors and tenants. • Work together with the master planner to optimise the Master Plan in terms of scale, layout, operations, profitability, marketability and government approval. • Site Analysis • Access • Surrounding Land Uses • Significant Developments • Local Amenities • Master Planning • Detailed SWOT Analysis • Development & Investment Structure Recommendations • Phasing • Layout of the various components • Number of room/villas, units, apartments etc • Sizes and scale • Facilities and amenities • Internal access and traffic flow • Proximity and interaction between buildings • Back of house placement and layout • Investment Structures 9
  10. 10. August 2013 Development Support Services Our Scope of Work: Investment Services Alternaty Development Support may include active support in the following development stages: • Market Research review • Feasibility Study review • Development Recommendations review • Development Concept review • Selection, short listing and commissioning and coordination of consultants • Draw up requirement in terms of budget, timing, experience, where based • Shortlist targeted consultants that meet set criteria • Master planning, architecture and interior design • If more than one architect is involved (e.g. lead and support architects) assist in splitting up scope of work to suit the needs and abilities of architects involved, ensure scopes are coordinated and no gaps are left in terms of roles and responsibilities. • Owner representation • Participate in all consultant team meetings, workshops and presentations. Chair meetings, distributing meeting agenda beforehand and meeting minutes after. • Assist the Owner in meetings/presentations with investors, operators, banks, shareholders, minority partners, suppliers, consultants in term of pre-meeting preparation, meeting attendance, translation, follow up post meeting. 10
  11. 11. August 2013 Investment Flyer Our Scope of Work: Investment Services • The Investment Flyer is a summary document several pages in length that contains the salient points of the investment opportunity for potential investors to quickly gain an overview of the investment opportunity. The aim of the Investment Flyer is to be a brief document containing limited non-confidential information that can be widely distributed. Once a potential investor shows further interest, then a fully detailed Information Memorandum can be sent. • The Investment Flyer will generally include a summary of the following points: • Introduction • Location and Map • Development parameters • Current status • Arial view • Investment parameter • Assumptions • DCF (if any) • Estimated Return on Investment (if any) • Investment structure (if any) 11
  12. 12. August 2013 Information Memorandum Our Scope of Work: Investment Services • After a thorough analysis is completed and appropriate investment options identified, Alternaty will discuss with the Client the selection of appropriate investor target groups. Alternaty will then proceed with the preparations of the targeted marketing material. The Information Memorandum is a formal document containing full details of the investment opportunity for a potential investor to be fully informed about the opportunity after reading the document • The Information Memorandum will generally include full details on the following points: • Introduction • Detailed overview of economic, tourism and investment climate • Location and Map • Development parameters • Current status • Arial view • Investment parameter • Assumptions • DCF (if any) • Estimated Return on Investment (if any) • Investment structure (if any) 12
  13. 13. August 2013 Investor Database Shortlist & Selection Our Scope of Work: Investment Services • Alternaty has a database of more than 13,000 active contacts in the SEA region. This database will be used to first identify target countries and target groups of investors, funds, developers and financial institutions. These target groups will then be discussed with the client. • For each target group selected, potential investors will be carefully identified and shortlisted. • For each identified investor, a single person will be identified who has authority to action an investment opportunity. 13
  14. 14. Our Scope of Work: Hotel Operator Selection
  15. 15. August 2013 Management Options Hotel Operator Selection Before considering a management company, developers should be aware of all the possible options and alternatives that match their investment strategy. Do you really need a brand? Hire operator Operate Independent Franchise Branded No branded Independent Franchise 15
  16. 16. August 2013 Why may an international brand be required? Our Scope of Work: Hotel Operator Selection • Highly competitive marketplace with several similar product • Developer seeks to increase rates and occupancy • Developer seeks to reduce operating costs • Residential component in need of an identity • Residential component to increase trust of buyers • Developer with low experience in the hospitality field • Developer seeks low or no involvement in daily operations • Bank requesting developer to involve a professional management company 16
  17. 17. August 2013 Operator selection process Hotel Operator Selection Stage 1 Understand owner’s objectives List suitable international management companies (10-15) Prepare bidding documents and request for EOI (including client’s objective) Collection of EOIs Stage 2 Shortlist most suitable options (3-5) Collect commercial terms Start negotiations of commercial terms, key provisions and performances Finalize the MOU Stage 3 Request for HMA, TSA and pre- opening agreement Negotiation for provisions and key elements Finalize the TSA Finalize the HMA 17
  18. 18. Our Scope of Work: Villa Management
  19. 19. August 2013 The Alternaty Villa Management Process Our Scope of Work: Villa Management • An efficient management system will result in decreased operating costs while at the same time the guest experience will be enhanced by making use of fully trained staff and standardised procedures. Alternaty’s villa management implementation process is typically divided into 3 stages as follows: a) Beginning with the standardised Alternaty Villa Operations Manual, the SOPs will be tailored to meet the needs, expectations, revenue and service goals of the Client. This process takes approximately 4 to 6 weeks. b) The HR process begins with presenting to the Client the recommended Organisation Chart, hiring process and proposed training (pre-opening stage). This process takes approximately 6 to 12 weeks depending on the number of villas to be managed. c) Monitoring and control over the soft opening phase is essential for the quality control of the services and for the preparation of the official opening. This process take approximately 8 to 12 weeks depending on the number of villas to be managed. The Alternaty Villa Standards Manual including Brand Standards and detailed SOP’s for each department will be customised specifically for the property. 19
  20. 20. August 2013 Villa Management Conceptual Framework Our Scope of Work: Villa Management STANDARD OPERATING PROCEDURES (SOP) BRAND STANDARD MANUAL (BSM) HUMAN RESOURCES (HR) HOTEL SOFTWARE SYSTEM (HSS) Services & Product Standards Brand Standards Unique Selling Points (USPs) Back of House (BOH) Front of House (FOH) Recruitment Training Proposal/Suggestion - Front Office - Housekeeping - Food & Beverage - Security - Sales & Marketing - Spa - Engineering - Finance & Accounting - Purchasing - Human Resources - Brand Standard Manual - Villa Directory - Printed Branding Material List - Standard Villa Inventory Set up - Standard Amenities Set up - Department SOP Manual + Mission + Job Description + SOP for Scope of Works (SOW) - Department Forms & Checklist - Recruitment/Management - Training Plan - Training Materials - Monthly & Yearly Audit Operation Materials Villa Operations Scope of Work 20
  21. 21. Why are we different? Our Scope of Work: Villa Management Whether operating under challenging market conditions or in a developing economy, the key for a business to survive is flexibility and the key for the business to prosper is adaptability. There are 100’s of brands, consultants and operators that come with the same “standard” rigid formulas for management, standardized room design and expensive but unnecessary organizational structures. How are we different? At Alternaty, our Hotel Pre-opening and Operational Review services are specifically tailored to the needs of the Hotel Owner, where our goals are exactly aligned with the Owner. This means we have a common target in terms of standards, revenue, and most importantly, in terms of costs. We do not impose any fixed cage, inflexible brand standards, inappropriate operation procedures nor costly investment requirements. We work shoulder to shoulder with the Owner to maximize the value of the investment or asset by applying, flexible tailored services, flexible remuneration structures, adaptable working approaches and adaptable operation standards. August 2013 21
  22. 22. Standard Operating Procedures (SOP’s) Our Scope of Work: Villa Management August 2013 22
  23. 23. Training Materials Our Scope of Work: Villa Management August 2013 23
  24. 24. Alternaty Villas – Online Direct Booking Website Our Scope of Work: Villa Management August 2013 24
  25. 25. Our Scope of Work: Hotel Pre-Opening Services
  26. 26. We refer to our Hotel Pre-opening Services as “Owner Representation”, whereby our support is given at every point of operation or construction both for internal departments (front office, HR, housekeeping etc) and for external service providers (sale and marketing, branding firms, franchise companies etc). Owner Representation Service Our Scope of Work: Hotel Pre-opening Services Don’t buy a foreign GM… rent one! The Owner Representation service allow us to offer what we call an “Interim GM”, where our operations team takes over (or reviews) the operation of the asset for a limited time until the operation is stabilized and is ready to be handed over to a permanent GM and the Owner. August 2013 26
  27. 27. Functionality and facilities review Branding & service concept Hotel operation forms & tailored amenities list Organization chart and staff positioning Tailored Standard Operating Procedures Pre-opening Period Operation Supervision The Alternaty 7-step Process for Hotel Pre-opening Services Our Scope of Work: Hotel Pre-opening Services Brought to you by Alternaty Management • A tailored Pre-opening process where Alternaty works closely with our client throughout the property pre-opening stage. August 2013 27
  28. 28. Our Scope of Work: Hotel Operations Review
  29. 29. The majority of hotels and resorts in Vietnam and Asia are still managed without any clear management structure and without standard procedures. The Owner believes that this is “cost saving” during the start up period, but in fact this is detrimental for the medium to long term operation of the asset as it leads to: • Inadequate level of guest services • No control over service quality and no control over complaints or mistakes (no improvements) • Wrong and inconsistent pricing and marketing strategy • Wrong and inconsistent staff training (low staff motivation and only attract low quality staff) • Unprofessional housekeeping and front office procedures • High security and safety risks. These mistakes are costing Owners much more than they think! Ask for our free “Face It and Fix It” Assessment. A simple solution to this problem is the implementation of Standard Operation Procedures (SOP), tailored for the specific property, which results in: • Reduced operation costs • Increase in occupancy and rates • Increase in guest service level and staff experience • Increase in property value Don't get it wrong! Weak Hotel Management Approach Our Scope of Work: Hotel Operations Review August 2013 29
  30. 30. August 2013 The Alternaty 4-step Process for Hotel Operations Review Our Scope of Work: Hotel Operations Review • Whether 1 or 5 stars with 10 or 1,000 rooms, in the city or resort location, each property operation must follow certain best practices and standard operating procedures to allow the property to: • Operate optimally • Maximizing revenue and profit • Continually increasing the quality of stay, guest service and value propositions • Minimise operation costs, property physical downgrading and staff turnover • Some simple or more complex advice from a veteran in the hotel industry could significantly impact your profit and in turn, increase your asset value. • A Hotel Operations Review is a thorough assessment of your hotel operations, starting from obtaining an independent and objective perspective of your operation, all the way down to implementation of new, fresh and effective operational procedures. Thorough physical inspection of hotel and resort and high level due diligence of operation Health Check Full operational review of each department Diagnosis Implementation of Standard Operation Procedures (SOP) tailored specifically for the property Cure Monthly supervision Periodic Checkup Brought to you by Alternaty Management 30
  31. 31. CVs of Alternaty Management Team
  32. 32. August 2013 Executive Director +84 908 556 492 +84 836 028 591 gasparotti.mauro Responsibilities Mr. Gasparotti holds the position of Executive Director at Alternaty (Vietnam). In addition to his business development responsibilities, Mauro specialises in hotel investment and consultancy, feasibilities studies, cash flow analysis, market analysis, projects consultancy and operator selection. He also organizes the use and implementation of valuation models for hospitality assets and developments sites. Professional Experience Prior to co-founding Alternaty, Mr. Gasparotti set up and headed the Hotel Services department at CBRE Vietnam and before this he was a Senior Manager in the Valuation and Advisory department. Prior to joining CBRE, Mr Gasparotti worked in an international financial consulting firm in Vietnam. Following his graduation, Mr Gasparotti moved to Sydney in 2005 where he was employed at Colliers International as an assistant valuer within the Hotels department. Mr. Gasparotti was responsible for implementing valuation models and supporting the valuation process within the department. In Italy Mr. Gasparotti was employed at Praxi International, a leading Italian real estate consultancy firm, with the responsibility of developing investment and feasibility models for the firm. mauro.gasparotti @alternaty.com Education E-Certificate in Hotel Investment and Asset Management, Cornell University Master of Business Administration (MBA in International Business Strategy), University of Newcastle, Australia Master of Science (Econometrics, Finance, Real Estate Finance), University of Parma, Italy Bachelor of Economics, University of Parma, Italy Mauro Gasparotti CVs of Alternaty Management Team 32
  33. 33. August 2013 Executive Director +84 933 902 530 +84 836 028 591 rudolf.hever Responsibilities Mr. Hever holds the position of Executive Director at Alternaty (Vietnam). In addition to his business development responsibilities, Rudolf specialises in alternative ownership structuring and hotel and resort consulting. He has extensive experience in conducting feasibility studies of development projects across Vietnam for hotel, residential, retail, office and industrial projects to specialty properties such as golf courses, luxury villas and resorts. Professional Experience Prior to co-founding Alternaty, Mr. Hever was the Associate Director of the Research and Consulting department of CBRE Vietnam since 2007. During his tenure he was responsible for elevating the department to the market leading position within the industry. He is widely recognised for providing first class research and consulting services and is frequently quoted in the press and TV. rudolf.hever @alternaty.com Education Master of Science (Real Estate), University of Hong Kong Master of Real Estate, University of NSW, Sydney, Australia Bachelor of Commerce (Finance and Accounting), University of Sydney, Australia Credentials AAPI – Associate of the Australian Property Institute AFin – Associate of the Financial Services Institute of Australia Registered Property Valuer, Office of Fair Trading, Australia Undergoing accreditation by the Royal Institute of Chartered Surveyors (RICS) Rudolf Hever CVs of Alternaty Management Team 33
  34. 34. August 2013 Head of Property Operations +84 973 714 848 +84 836 028 591 Responsibilities Mr. Casadevall holds the position of Head of Property Operations at Alternaty (Vietnam). In addition to his business development responsibilities, Mr. Casadevall specializes in property management and pre-opening services. He has extensive experience in organizing and supervising hotel and villa operation systems including all daily procedures, F&B outlets, capex and budget planing. Mr Casadevall is a professional hotel operations consultant and is the developer of a new lounge and resort concept in Phu Quoc. Professional Experience Mr. Casadevall has worked in the hospitality industry for 20 years in Spain, France, Switzerland, England, Andorra, Ecuador, Mexico and Dominican Republic. He has significant international experience as a General Manager of 4 different hotels and experience in other specific areas of 9 different hotels. joan.casadevall @alternaty.com Past Positions General Manager – Chenla Resort & Spa 4* – Phu Quoc – Vietnam General Manager – El Montanya Resort & Spa 4*– Seva (Barcelona) – Spain Sales Manager – Costa Brava Verd Hotels – Vall-llobrega, Spain General Manager – Hotel Catalonia Centro 4* – Madrid, Spain General Manager – Ahotels Piolets 4 * – Ahotels Piolets Park & Spa 4* – Soldeu, Andorra F&B Manager – Hotel Fiesta Palace Resort 5* – Playa Bavaro, Dominican Republic Joan Casadevall CVs of Alternaty Management Team 34
  35. 35. August 2013 Senior Consultant +84 126 7380502 +84 836 028 591 leighann.chow Responsibilities Ms. Chow holds the position of Senior Consultant at Alternaty (Vietnam). Her main responsibilities are consultancy projects, market analysis and feasibility studies. Professional Experience Prior to joining Alternaty, she was Vice President at Citigroup in New York City for over six years within Pension Investments on the due diligence and selection of hedge fund investments team and directed portfolio performance analytics and risk metrics. Prior to Citigroup, she did market research and drove fundraising efforts at a boutique real estate private equity firm in New York. In addition, she led a project in Vietnam for a non-profit organization. leighann.chow @alternaty.com Education Masters of Business Administration (Finance & International Business), Fordham University, New York, USA Bachelor of Arts (Business Economics), University of California Santa Barbara, USA Leigh Ann Chow CVs of Alternaty Management Team 35
  36. 36. August 2013 Business Development Manager +84 907 762 621 +84 836 028 591 ezio_rosa Responsibilities Mr. Rosa holds the position of Business Development Manager at Alternaty (Vietnam). His main responsibilities are to build on the market position of Alternaty by locating, developing, defining, negotiating and closing business relationships. In addition to his business development responsibilities, Ezio focuses on developing the sales and leasing department of the company by working closely with a team of brokers. His markets include luxury residential units, small offices in CBD locations, studio apartments and prime retail space. Professional Experience Prior to joining Alternaty, Mr Rosa was Sales Manager (UK Area) for Mionetto Spa (2003 – 2006) and Sales Director at Saeco Vietnam (2008 – 2009). He previously set up and developed business for a food and wine importer and distributor. Mr Rosa is the founder and Director of Rosa Global Ltd a trading company specialized in consulting and import/export activities.ezio.rosa @alternaty.com Education Maters Degree in Literature and Philosophy, University of Padua Padova, Italy. University of Reading, International Research Exchange, Berkshire, UK. Ezio Rosa CVs of Alternaty Management Team 36
  37. 37. August 2013 Executive Assistant +84 934 345 630 +84 836 028 591 nhung.pham222 Responsibilities Ms. Nhung holds the position of Executive Assistant at Alternaty (Vietnam). Her main responsibilities are assisting the management team on daily activities along with being responsible for client accounts and consultancy projects. She is in charge of client communication, internal/external meetings, presentations and working progress schedule. In addition to her business development responsibilities, Ms. Nhung is also in charge of controlling accounting and marketing functions as well as training and supervision of junior staff. Joining Alternaty since very early days, she has been working with almost all key projects and clients of Alternaty. Professional Experience Prior to joining Alternaty, she was part of the Hotel Services Department Team in CBRE Vietnam and in charge of market research.nhung.pham @alternaty.com Education Bachelor of Business Administration, University of Industry, HCMC Certificate of Finance and Banking, University of Economics, HCMC Nhung Pham CVs of Alternaty Management Team 37
  38. 38. August 2013 Guest Service Manager +84 933 566 678 +84 836 028 591 ngocdung.thai Responsibilities Ms. Dung holds the position of Guest Relations Manager at Alternaty (Vietnam). Her main responsibilities are managing the villa management team, including reservations, front office procedures, guest relations and concierge services. In her role as leader of villa management team, her tasks include organizing and training the extra services staff as well as training and supervision of butlers and guest service attendants. Ms Dung brings to the team extensive experience in international hotel operational procedures having been involved in several different roles in five star branded hotels in HCMC and Hanoi. Professional Experience Prior to joining Alternaty, she was Senior Guest Relation Officer at the InterContinental Asiana Saigon Hotel, InterContinental Hanoi Westlake and Guest Relations Officer at the Caravelle Hotel in HCMC. dung.thai @alternaty.com Education International Front Office Certificate, Saigon Tourist Hotel & Tourism College, HCMC Restaurant Operations Certificate, Saigon Tourist Hotel & Tourism College, HCMC Dung Thai CVs of Alternaty Management Team 38
  39. 39. Track Record of Management Team
  40. 40. August 2013 Hotel operator selection for 3 properties from 3 to 5 star in different locations in Vietnam. Client: VietinBank, one of the four largest commercial banks in Vietnam. Operator Selection Full range of advisory services for 4 sites including resorts development site and existing premises. Scope of service include feasibility studies, valuations and building conversion analysis. Advisory Service Hotel market research and cash flow analysis for a 300 room internationally branded hotel currently under construction. Client: Viettel, one of the world’s fastest growing telecom operators in Vietnam. Market Research Hotel operator selection service for a five star city hotel located in Vientiane, Laos. Client: Gemadept Corp., a leading shipping and logistics company in Vietnam. Operator Selection Alternaty Track Record 2012 & 2013 40
  41. 41. August 2013 Highest and best use study for a 357 ha mixed-use hotel and resort project on 357ha in Do Son, Hai Phong. Highest & Best Use Investor representation services including support in valuation, sourcing investment opportunities and due diligence. Client : Trinity Structure & Finance, a boutique investment fund headquartered in Bangkok. Investor Representation Full range of consulting services including market research, fractional sale consultancy and support in property management for a golf course and villa project. Client: Sacom, a leading telecommunication cable manufacturer in Vietnam. Consulting Services Villa management and pre- opening services including rebranding for a large mixed-use residential/resort project located in Mui Ne. Client: An Phu Corporation, a Vietnamese developer with a large diversified portfolio. Villa Management Alternaty Track Record 2012 & 2013 41
  42. 42. August 2013 Investor representation and bulk sale analysis for an under constriction, almost completed mixed-use residential/resort project located in Hoi An, Quang Nam. Investor Representation Developer sourcing for investors, hotel operators and partnership opportunities for a large international real estate exhibition held in Marina Bay Sand, Singapore. Client/Partner : Terrapinn, the leading event organiser for real estate and business events. Developing Sourcing Investor representation for a property acquisition and conversion from office to serviced apartments located in District 7, HCMC. Client: Private Owner Alternaty Track Record 2012 & 2013 42
  43. 43. Annex
  44. 44. August 2013 Alternaty Hotels + Resorts Newsletter Annex • Each edition of the Alternaty Hotels + Resorts Newsletter features a certain Real Estate Market and has the following international coverage • Sent to more than 10,000 active real estate players in Asia Pacific • Campaign Monitor software used to track feedback of recipients • Use of Social Media Channels including Slide Share, LinkedIn, Facebook, Website Blog) • The Newsletter generally contains the following topics: • Real Estate Market Overview • Location • Access • Supply • Demand • Seasonality • Hotel Performance • Operating Costs • Land Price • Economics Update • Regional News Update • Feature Article • Investment Opportunities 44
  45. 45. August 2013 Alternaty in the Press Annex Rudolf Hever, interviewed on HTV9, speaking at the Vietnam Hospitality Management Conference on “Fractional Models: Opportunities and Risks”, November 2012. “Vietnam’s island paradise: but where are the residential products?”, Rudolf Hever, The Property Report, Dec 12 – Jan 13 “Vietnam’s island paradise: but where are the residential products?”, Rudolf Hever, The Property Report, Dec 12 – Jan 13 Mauro Gasparotti, interviewed on HTV9 (Nhip Cau Doanh Nhan - Businessman Bridge) on Fractional Sale and Timesharing Models, December 2012. 45
  46. 46. August 2013 Conferences & Events Annex Left-Right: Mauro Gasparotti (L) and Rudolf Hever (R) presenting the award for Best Condo Vietnam (Hyatt Regency Danang to Mr Rick Mayo-Smith, Managing Director, Indochina Capital (C) at the South East Asia Property Awards 2012 in Singapore. Mauro Gasparotti (second from left) speaking at a panel discussion on “Vietnam – Finding the way forward” at the HICAP Update held in Singapore in March 2013. Left-Right: Mauro Gasparotti (third from left) speaking at a panel discussion on “Navigating into the future: Vietnam” at the the Asia Pacific Hotel Investment Conference heldin Bangkok in May 2013. Rudolf Hever (R) chairing a panel discussion on “Condo Hotel, Villas and Branded Residences – How Best to Accelerate Return of Capital?” at the Asia Pacific Hotel Investment Conference hled in Bangkok in May 2013. 46
  47. 47. August 2013 Connect with Us! Alternaty Social Media Channels Annex Twitter Facebook LinkedIn og SlideShare YouTube 47
  48. 48. Thank You Disclaimer: This document has been prepared in good faith and for general informational purposes only. Nothing herein contains investment, legal, tax and/or other advice and investors should seek independent professional advice before making any investment decision. While reasonable care has been taken to ensure that the sources of information herein are reliable, no guarantee is provided to the accuracy or completeness of such information (and the same may not be independently verified or audited) and no liability is accepted for any inaccuracy or omission.

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