Comparto el Plan de Negocios para desarrollar una competencia deportiva internacional que desarrollé para mi último proyecto GLOBAL BEACH RUGBY para presentar ante la Federación Internacional. Espero sea útil para quien necesite comenzar algo similar.

1. Preliminary draft business plan for discussion
January 2017

2. TABLE OF CONTENTS
• Who we are
• Why we are here
• The Global Beach Rugby proposition
• Addendum
• Annex 1
• Annex 2

3. WHO WE ARE
Juan Manuel Lauria
• Founding Partner.
• Former rugby player.
• International Lawyer with a Masters Degree in International law and
a Degree in Sports Law and Management with vast experience in
sports events.
• Juan is responsible for legal and financial issues.
•

4. WHY WE ARE HERE
We are here to share a draft proposal to conduct the first Beach Rugby World Cup along with Regional
beach rugby tournaments with the ultimate goal of enhancing rugby worldwide.
Key elements of our proposal include:
• ENSURE LEGITIMIZED BEACH RUGBY COMPETITIONS, CONDUCTED UNDER A SINGLE QUALITY
STANDARD, AND DELIVERED WITH THE INTERNATIONAL WORLD RUGBY SEAL OF APPROVAL
World Rugby’s endorsement will enable us to develop and unify beach rugby competition at
the highest standards, maintaining and protecting the values and ethics of Rugby.
• ENABLE FASTER PENETRATION INTO NEW MARKETS AND ENHANCED PRESENCE IN
TRADITIONAL ONES
Beach rugby is a cheaper and easier rugby format than Seven Series or Fifteens, and provides
an optimal vehicle to increase the global profile of Rugby through presenting an exciting major
international Rugby event to audiences in target markets with large populations and expanding
economies.
• INCREASE GLOBAL PARTICIPATION
By involving national teams and Member Unions across all Tiers in regional competition
formats, qualifiers to a Beach Rugby World Cup. Also, beach rugby can assist in bringing new
players into the Game as participants, especially into Sevens.
• DRIVE AND ACCELERATE TREND OF BEACH RUGBY EVENTS TOWARDS THRILLING LIVE
SPORTING EVENTS ENJOYMENT EITHER IN/AT THE VENUE AND VIA COMMUNICATION
PLATFORMS (BROADCASTED TRADITIONAL TELEVISION, DIGITAL PLATFORMS, ETC.)
Opportunity to promote the Game and stage an entertainment to the widest audience
possible and opening up new commercial and participation opportunities for the Game as a
whole.
• ENSURE FINANCIAL VIABILITY AT NO COST FOR WORLD RUGBY, DEVELOPING IN THE LONG
RUN A WELL ESTABLISHED NEW SOURCE OF REVENUES FOR THE ORGANIZATION
Opportunity to retain control and leadership in securing and managing the commercial
opportunities associated with Beach Rugby.
• LEVERAGE EXISTING CONNECTIONS (E.G., SPONSORS) AND DEVELOP NEW ONES (E.G.,
PARTNERSHIPS WITH OTHER SPORT ASSOCIATIONS) IN CONJUNCTION WITH REGIONAL
ASSOCIATIONS, RUGBY UNIONS, AND PLAYERS.
We will elaborate on our proposal in the following pages.

5. THE GLOBAL BEACH RUGBY PROPOSITION
Context and opportunity
In 2016, more than sixty nine (69) beach rugby tournaments were conducted around the world, with
Europe holding the large majority of them (fifty (50)) and America only hosting six (6). These
tournaments were mainly organized by private entities and, in the case of France, the National Union
has been organizing a tour within France
1
for a few years now. On another note, the Olympic Council of
Asia organized in 2016 the fifth edition of the Asian Beach Games staged in Danang, Vietnam, including
beach rugby among 22 other disciplines and 45 participating nations
2
. Also in America, beach rugby has
been included in the Bolivarian
3
and South American beach games which are also promoted by Olympic
Councils
4
. Beach games are been promoted by Olympic Councils with great success due to the relatively
low costs of staging the beach sports festival, with temporary rather than permanent venues, and high
potential for tourism and resort promotion and development have attracted massive interest from
around the continent
5
.
Beach rugby joins the trend of many other sports, with the notable examples of beach soccer and beach
volleyball, which are the fastest growing beach sports in the past few years. This is due to multiple
factor, ranging from existing infrastructure, audience appeal, and how competition structures are
staged. Beach soccer expand television coverage to an audience of 250 million households in 180
countries worldwide
6
, converting it into a major showcase for international commercial opportunity
7
,
while beach volley records an average of more than 138 millions cumulative television audience
between 2007-15
8
.
Beach rugby is proving that it is a new way to showcase the game, another way to compete, and is
growing fast and engaging new players to the game. This form of rugby competition is proving to be fun
and attractive to play and watch by men, female and kids due to its attractive, easier and cheaper way
of competition- compared to 7s or XV’s formats-. For these reasons, we are convinced that beach rugby
can be a major and effective vehicle for the World Rugby to fulfill its goals.
World Rugby Goals
9
:
• Protect: Drive player welfare best practice; Protect and promote rugby, Protect its values, spirit
and ethos.
• Grow: Increase global participation; maximize commercial values and increase the financial
sustainability of international rugby.
• Inspire: Olympic participation is successful in every way; provide strong inspirational Inspire
leadership.
Nowadays beach rugby tournaments are growing aimlessly- there are no regular and organized
competitions engaging Europe, America, Asia, Africa nor Oceania-, and they are develop without the
rugby integrity standards needed, neither with the quality needed to properly develop its potential.
1
Desktop research, expert interviews conducted in Nov-Dec 2016, Jan 2017
2
http://www.ocasia.org/game/GameParticular.aspx?9QoyD9QEWPcJoVV9tLNO2A
3
http://www.odebolivariana.org/
4
http://www.odesur.org/santiago-albergara-a-los-ii-juegos-suramericanos-de-la-juventud/
5
http://www.ocasia.org/Game/Index.aspx
6
http://www.beachsoccer.com/corporate
7
http://www.beachsoccer.com/sport/history
8
FIVB-BVB-Handbook2016-CH01_v02.pdf
9
2016-2020_Strategic_Plan_English.pdf

6. We believe this is an opportunity to centralize coordination and set standards for the game by World
Rugby in order to achieve its goals, which we are sure will drive the sport forward spreading rugby to
every area of the world, at every level.
THE TOURNAMENT
Our long-term vision is to set up a circuit of professional international beach rugby events.
In its initial step towards fulfilling this goal we have a three-year execution plan, which will be divided in
two phases:
• First phase (2018-2019) will deliver a total of three (3) events in one year: two regional
tournaments format (American Cup and Asian Cup), crowned by the first Beach Rugby World
Cup staged in Europe.
Competition structure: eight (8) men’s and four (4) women’s teams participating in regional
competitions. Twelve (12) men’s and eight (8) women’s teams participating in the Beach Rugby
World Cup.
• Second phase (2019-2021) will deliver four (4) events per year. We will repeat first phase’s
tournaments format, plus one (1) more regional tournament staged in Europe (European Cup).

7. BUSINESS MODEL
THE TOURNAMENT
The following chart shows First Year Calendar:
Buenos Aires
Ordos
Danag, Vietnam
Moscow
WHERE WE WANT TO GO10
:
AMERICA ASIA EUROPE
Argentina Malasya Spain
Brazil China Russia
USA EAU
Uruguay Thailand
Venezuela
10
Please refer to Addendum for more information.

8. KEY SUCCES FACTORS
We identified the key success factors of our proposal:
KEY SUCCESS FACTORS
Stadium Infrastructure Between 2.500 and 3.000 seated spectators.
Broadcasting Operations 3 events broadcasted live on TV and streaming.
Tournament Structures
Regional tournaments to avoid flight expenses. We will
engage every continent with the first Beach Rugby World
Cup.
Team's Quantity and Quality
8 men and women national teams recruited by Rugby
Unions.
Event Production Tournaments staged to deliver a great in-venue experience.
Commercial & Sponsors Funding Global sponsorship structure.
MAIN RISKS AND MITIGATIONS
We forsee the main risks of developing our Plan and define the response to those issues are the following:
RISKS MITIGATION FACTORS
Stadiums Infrastructure
We will engage in turnkey – fixed price contracts to avoid
financial volatility risk. We will partner with local
authorities and other sport organizers (e.g., city of
Mallorca, etc.; advanced communications with other
tournament organizers such as “Beach Soccer World
Wide”: FIFA’s beach soccer organizer).
Event Production Performance
We will ensure a high standard performance, we have
highly proven experience in the business.
Broadcasting Operations
We will engage in a turnkey fixed price contracts to avoid
financial volatility risk. We are in advanced
communications with broadcaster operators such as
“United Sports Content Providers LLC” (USCP).
Commercial & Sponsors Funding
We will engage with top global leader agencies (e.g. Havas
Sports or IMG).
Difussion &
We will ensure the support of key rugby stakeholders. We
are in advanced communications with Rugby Unions,
Regional Associations and elite rugby players (e.g.
Sudamerica Rugby, Argentina, Venezuela, Spain, etc.
Rugby Unions).
Team's Quantity and Quality
Financial Risks
Is highly limited. Cost sources are easily delimited and
leveraged by sponsors.

9. FINANCIAL PROJECTIONS
Beach rugby tournament has the potential of high profits under a base case, with limited downside and strong upside. Main
sources of income are sponsorship and media rights revenues, and the main sources of expense are stadium infrastructure
and broadcasting operations.
There are no records in regards to beach rugby TV audience and media rights revenues, due to the fact that it has never
been performed before. In this sense, estimations have been provided by broadcasters and commercial agencies and based
on our criteria and on our own experience in developing beach rugby events in Europe and America.
SOURCES OF EXPENSE
The main costs related to the business are described are below:
YEAR 1
(3 events)
YEAR 2
(4 events)
YEAR 3
(4 events)
TOTAL p/ item
INFRASTRUCTURE € 225.000,00 € 300.000,00 € 300.000,00 € 825.000,00
BROADCASTING
OPERATIONS
€ 150.000,00 € 200.000,00 € 200.000,00 € 550.000,00
FLIGHTS & ACCOM. € 90.000,00 € 120.000,00 € 120.000,00 € 330.000,00
MARKETING € 75.000,00 € 100.000,00 € 100.000,00 € 275.000,00
MERCHANDISE € 90.000,00 € 120.000,00 € 120.000,00 € 330.000,00
SUBTOTAL p/ year € 630.000,00 € 840.000,00 € 840.000,00
TOTAL 3 YEARS € 2.310.000,00
1. INFRAESTRUCTURE
Turnkey stadiums for 2.500 – 3.000 seated spectators have been quoted in €75.000 per event. This includes liability
insurance in compliance with local regulations among many other costs
11
.
2. BROADCASTING OPERATIONS
USCP United Sports Content Providers LLC. is a leading specialist sport broadcaster company, who produces and distributes
TV and streaming content for every type of platform in 6 continents. They quoted each event (America, Europe and Asia) in
11
More information on Annex 1.

10. €50.000
12
for live TV and streaming production.
3. PLAYERS FLIGHTS AND ACCOMODATION
These expenses will be borne by the event organization. Eight or ten players plus 1 coach and 1 physician compose men and
female teams. Players will fly within their belonging continent in order to reduce flight expenses.
These costs varies among each event, nevertheless an estimation based on our experience in Mallorca and America have
been made. In this sense, the cost per event is €30.000.
4. MARKETING SERVICES
Production of promotional material per event €25.000.
5. MERCHANDISE
Cost estimation based on 6.000 T-shirts and caps at €5 each. In this sense, the cost per event is €60.000.
SOURCES OF INCOME
The main sources of income related to the business are described are below:
YEAR 1
(3 events)
YEAR 2
(4 events)
YEAR 3
(4 events)
TOTAL p/item
SPONSORSHIP € 660.000,00 € 880.000,00 € 880.000,00 € 2.420.000,00
MEDIA RIGHTS € 120.000,00 € 160.000,00 € 160.000,00 € 440.000,00
MERCHANDISE € 180.000,00 € 240.000,00 € 240.000,00 € 660.000,00
SUBTOTAL p/ year € 960.000,00 € 1.280.000,00 € 1.280.000,00
TOTAL 3 YEARS € 3.520.000,00
1. SPONSORSHIP
In terms of sponsorship’s structure, 1 title sponsor and 3 others tier 1 sponsors have been estimated by a sports
commercial agency.
In this sense, sponsorship revenues estimated per event are
13
:
12
Please refer to Annex 1 for more information.
13
Estimation performed by a commercial agency.

11. INDUSTRY REVENUE TYPE OF SPONSOR
Bank € 100.000,00 Title
Automotive € 40.000,00
Tier 1 Travel & Hotel € 40.000,00
Technology € 40.000,00
Total p/event € 220.000,00
2. MEDIA RIGHTS
Due to the fact that our broadcaster also works with beach soccer, we are certain that beach soccer media rights revenues
are €110.000 for the same set of events we want to perform.
We estimated our media rights revenues in comparison with beach soccer. If we compare audience from “2014 FIFA World
Cup”
14
and “2015 World Rugby World Cup”
15
, the result would be almost a 60% of difference between each other.
In this sense, estimation is based on 60% less than beach soccer media rights revenues.
Consequently, beach rugby media rights revenues estimation per event is €40.000.
3. MERCHANDISE
We estimated the sale of 6.000 T-shirts and hats at €10 each per event.
In this sense, the estimated revenue per event is €60.000.
NET INCOME
We estimated net income based in two scenarios.
As mentioned before, we are working on a partnership with Beach Soccer Worldwide to share stadiums and split its cost in
order to reduce our infrastructure costs.
Scenario A – Bottom Case: net income excluding partnership with BSWW:
YEAR 1 YEAR 2 YEAR 3
Gross income p/year € 960.000,00 € 1.280.000,00 € 1.280.000,00
Expenses p/year € 630.000,00 € 840.000,00 € 840.000,00
Net Income p/year € 330.000,00 € 440.000,00 € 440.000,00
TOTAL 3 YEARS PLAN NET INCOME € 1.210.000,00
14
http://es.fifa.com/worldcup/news/y=2015/m=12/news=mas-de-tres-mil-millones-de-telespectadores-vieron-el-mundial-de-2014--
2745549.html
15
http://www.rugbyworldcup.com/news/161402?lang=es

12. Scenario B – Top Case: net income including partnership with BSWW, assuming only 50% of infrastructure’s cost
YEAR 1
(3 events)
YEAR 2
(4 events)
YEAR 3
(4 events)
TOTAL p/item
INFRASTRUCTURE € 112.500,00 € 150.000,00 € 150.000,00 € 412.500,00
BROADCASTER € 150.000,00 € 200.000,00 € 200.000,00 € 550.000,00
FLIGHTS & ACCOM. € 90.000,00 € 120.000,00 € 120.000,00 € 330.000,00
MARKETING € 75.000,00 € 100.000,00 € 100.000,00 € 275.000,00
MERCHANDISE € 90.000,00 € 120.000,00 € 120.000,00 € 330.000,00
SUBTOTAL p/ year € 517.500,00 € 690.000,00 € 690.000,00
TOTAL 3 YEARS € 1.897.500,00
As shown on the table above, infrastructure’s cost is reduce in a 50% along the 3 years, and as shown in the table here
below, net income would be increase in almost a 34%.
YEAR 1 YEAR 2 YEAR 3
Gross income p/year € 960.000,00 € 1.280.000,00 € 1.280.000,00
Expenses p/year € 517.500,00 € 690.000,00 € 690.000,00
Net Income p/year € 442.500,00 € 590.000,00 € 590.000,00
TOTAL 3 YEARS PLAN NET INCOME € 1.622.500,00

13. KEY RESOURCES & PARTNERS
VENUES & STADIUMS
Customized stadium at the chosen venues, with stands for 2.500 - 3.0000 seated spectators will create a great atmosphere.
We maintained conversations with several experienced constructors who can provide us this type of structure in each
venue (turnkey), and they showed great interest in the project.
On another note, as mentioned before, we are working on a partnership with other sports event producers in order to
share the cost of the venues. This partnership would reduce the cost and would let us reach other venues in a near future.
BROADCASTING
We want to send images around the world, we consider that broadcasting all the events is a key resource of the project; it
will change the way the game is presented.
We had conversations with several broadcasters who have the required experience and the required sophisticated
technology to showcase and deliver an exceptional live sporting experience in America, Europe and Asia, and they are
willing to work in our project.
PLAYERS
Are our number one consideration. As mentioned before, local players- male, female and kids- are also key resources. We
consider that is necessary to leave them a legacy and make them play a key role at the event.
We think in a first stage that professional XV’s rugby players won’t be allowed to play due to contract’s issues. The best
options are 7’s and amateur rugby players. In a following stage the aim is to involve all type of players.
SPECTATORS
Our goal is to try to transform spectators into future consumers of rugby, either looking at television or start playing rugby.
We want to deliver a great in-venue entertainment experience to the spectators.
NATIONAL RUGBY UNION, REGIONAL ASSOCIATIONS & ELITE RUGBY PLAYERS
Due to our experience as rugby players and rugby event organizers, we have a close relationship with the main rugby’s
stakeholders who are a key partner in order to develop our proposal (e.g. “Venezuela Rugby Union” offered us to host an
event in Venezuela, in a stadium prepared for beach games).
We will ensure their support to provide teams and players to the tournaments. They will be involved in scouting beach
rugby National Teams.

14. GOVERNMENT ORGANISATIONS / LOCAL AUTHORITIES FROM VENUES
We want to leave a legacy in each hosting community; so hosted councils or local authorities are key partners in order to
achieve this aim. On another note, their economic support for staging the event is also important as well as the event’s
diffusion among its community.
BEACH SOCCER
Beach Soccer is the entity who organizes FIFA’s beach soccer competition around the world. We are working on a
partnership with its C.E.O. and they are looking forward to share venues and split infrastructure and TV production’s costs
with us.