t t I Provinceof Sorsogon ECOTOURISMBusiness Planning Workshop LIKAS-RIDGE,Irosin, Sorsogon June11-11 2008 r| List of Participants I| Name Office 1. DanteJ. Bonos ProvincialLGU I 2. Ari G. Grajo LGU-kosin 3. NoelMercado LGU-lros n r| 4. EstrellaFortes LGU-lros n 5. VictorBarberan IDTRODAPresident 6. ZosimoGamba LBFBulusan t 7, AlbinoEspano LGU-Bulusan 8. PhilipBartilet AGAP- Bulusan I 9. ReynaldoFulleros AGAP-Bulusan 10.Ruben Gonzalas AGAP-Bulusan 11.Veronica Gallanosa AGAP-Bulusan r| 12.Salvador Jao LGU-Casiguran 13.Arlie Coranes LGU-Casiguran '14. r| EduardoTejada Casiguran Water Distdct- General Manager 15.Roberto Derla PNAGSAMAFederation President I 16.Norma Emata LGU- PrietoDiaz '17. JoanDeticio LGU-Prieto Diaz t 18.Chito Domina LGU- PrietoDiaz 19.Job Villarin LGU- Pilar 20.Joel Navora LGU- Pilar r| 2'1.Jikiri John Ltanera LGU- Pilar I 22.Samuel Siao LGU- Pilar(SB member) 24. I 25. I Poge2 of 58 I T T Provinceof Sorsogon Il ECOTOURISMBusiness Planning Workshop LIKAS-RIDGE,Irosiry Sorsogon t 11'13,2008 T June

I DAY, I l. Arrivaland Registration - facilitatedby assigned secretariat members r| ll. OpeningCeromonies r| Thethree-dqy workshop slorled ol 10t30in lhe morningwjth Ms. Edno Locso's (LIKAS AssocioteDirectorj recognizing lhe podiciponlsfrom lhe municipoliliesof Cosiguron, lrosin,Buluson ond lhe ProvinciolLGU. Porticiponls from Prieio Dioz, pilor ond Sorsogon I City hod not yet crnivedot this poini. The oper'lingproyer ond the singingof ihe r| PhilippineNotionol Anihem immediqlely foilowed. OpeninoMessoge r| Ms.Joji Royel"Orbose,Execulive Director of L|KA5,gove the openingmessoge. She welcomedlhe podicipontscoming from ihe differentmunicipoiilies of Sorsogon ond ol r| the sqmetime expressed her hoppiness on iheirpresence. Ms.Orbose gove o shoribockground on the bosisond purposeof conduciingthis workshop.The province of Sorsogonshe soid is very rich in ecotourismsiies however ot presentiouris'ts flock onlyin Donsolfc,r the wholeshorks.As it is,only Donsolbenefiis from I ihesevisitors. In fqci, ii is Alboyihot goinsmore becouselourists coming lo Donsol would preferio polronizelourism fociliiies ond servicesin Alboy rotherihqn lhose l| operolingond presenlin Sorsogon. It wos in 2005thoi ihe Foundoiionfor the PhilippineEnvironmeni (FpE) come to l| Sorsogonond mode o ropidsite ossessmenl of ihe province.She mentjoned thot o mulii-seciorolIniegroied Ecoiourism Plonning Workshop wqs conducled on June2005, speorheodedby LlKAs,wherein ihe resullsof lhe FpEsile ossessmenlwere presenlecl. Outpulsfrom lhe workshopwere lhe formulolionof lhe provinclolVision, Mission ond I Siroiegic Gools on Ecoiourism;exisiing, emerging ond potenliol ecotourismsites I Poge3 of 58 tr T I mopped oui; ond proposediour pockoges.One concern ihol come oul wos insuficienldoio on ecotourismthot shouldbe ihe bosisfor o soundecotourism I progrom. Shefurlher explqined thot wqs becquseof thisneed fhof LIKAS,in coordinoiionwith threeof lhe biggeslfunding ogencies in ihe Philippines,The Foundoiion for o Philippine I Environmenl{FPE), the Foundotionfor o Susloinoblesociely, Inc {FSSI)ond lhe Peoce ond EquityFoundotion {PEF), conducied o porticipoloryreseorch in 2007lowords developing o comprehensiveSorsogon Ecolourism plon, Tle study hod three r| componenls;{l) sile ossessmenl* physicqlossessmeni of ihe differeniecoiourism producisin Sorsogonprovince; (2) morkei reseorch - studyof ihe iourjsis'profile, trovel behqviourcnd moiivoiionsof visiiorsto selecied iourislsiies in Sorsogon; ond (3) seciorql onolysis-qssessmenl of the supportservices such os focililiesond lourism I servicespresent in Sorsogon.The resulls of the reseorchwere presentedond vqlidoied loslAugusi 200/ duringo mulii-sectorolworkshop. ll wqs duringthis qctivity thot ihe r| Vision,Mission ond SlrolegicGools on Ecotourismwos reviewed ond revised.The mojor ouipul wos o cleor ecolourismfrqmework for the province oi Sorsogonwhich is overorching.ll wos specificof whoi ecoiourismis, whoi on ecotourismprogrom is, thol r| it shouldbe morkeibosed ond susioinobleond lhoi lhe communiliesshould benefii olsofrom il. r| Losily,she hoped thoi the poriiciponisore the righi perons to be presenlduring this workshopbecouse this is very impodont ond lhe invitedresource person is on expert. Sheolso looked forword lhot ihe porlicipontscon sloyond finishihe wholedurotion of I theworkshop. Once ogoin, she exlended her grotitude to everyone. r| lnlroductionof Porticiponts Ms,Edno Locso infroduced the resourceperson for lhe businessplonning workshop. Mr. ChrjsiopherG. Lomboyholds o Moslersdegree in DevelopmeniMonogemeni from lhe I Asioninsiiiuie of Monogemenl(AlMl ond ispresen'ily lhe ExecuiiveDireclor of Punloso Too Foundolionol LosBonos, Logunq. He is o fovourilefocilitolor qnd resourceperson I by big corporolions. Mr.Christopher Lomboy exploined ihe HumonBingo gome ond cord (referio onnexA). Thegome's mechonics is very much like lhe usuolbingo game bui in fhislnsfonce the I porlicipontshove io rememberihe nome ond foce of his/herco-porticiponts. The firsl one lo form qn X, leiler L, inveried L ond 2 odjocent rowswins the gome. After 5 r| minules,Mr. Buddy Joo of Cosiguronwqs declored ihe winner. The porlicipontswere oskedto introduceindividuolly ofter the gome by stolingtheir t nome qnd fromwhoi ogency,office or orgonizolionthey come from. r| I Poge4 of 58 I I T

T Mr. Lomboycommented fhol the combinotionof lhe porticiponlswos good. He is optimisiicthe groupwill be oble lo developecolourjsm progroms for Sorsogonbeyond Donsol. It' Mr, Chris:Do we know how much revenueis generoledtrom-G wnofesno*slgiltings I ond inlerociionin Donsol?Hos qnyone from ihe groupbeen in o guidedtour loteiy? I' Porficipontlweni on o guidedlour lo Togoyloy. I Mr-Chris: So whot wosyour ilinerorv? t' 'lo Porficlpqnl:We weni lhe coffee productionoreo ihen to lhe Swlzerlondspoi. After I lhoi we proceededto ToolVolcono & Lokeihen ol the picnicGrove ond ihe polocein t- the sky. I Mr. Chrls:Yes. lf we con nolice, tourslike lhis would bringyou to olmostoll plocesof interesl.ino porticulororeo. At preseni,Bohol hos increosing revenue on loudsm,lf you visil Bohol, even the von drjverscon oct os your tourisi gujde. They ore yery T knowledgeobleond the customerservice is reollyfell. Sonogoncioims ro nqve mony tourislsiles. We shouldhorness ihose potenliols. T ExoeclotionSeiiinos

I Mr.Chrjs osked lhe porticipontsio wriie down lheirexpeclolions on the followingoreos: workshop,.focilitofor, co-porticiponls qnd venue.Ihe porticipontswould write lheir responses .individuolly{broin writing) ihen discusst'hem wilh omonggroup members. T Consolidoiedgroup outpuls will be wriitenon monilopcpers for pres6niorron. ectotionCheck Oul I Co.PorficiDonls PRIETODIAZ To be obte to Melhods must be Conducive io the ! identifu simple ond good ociivities opportunitiesot the enough 'lo use to locol level in ierms leorn I of sustoinobleond morkei bosed ecolourSm I BULUSAN Resullsodenied -helpful porlicipoiive -conducive -sysiemolic& Jriendly Jriendly orgonzed -experi -oclive I -comprenenstve -open-minded tRosrN rl -knowledqeoble oriicipoiive l| Poge5 of 58 I h works I -noi"ningos cogon" -giveshis best -procticol -reolisticolpul -withtime lirnii CASIGURAN I 10leqm how 10 lo impqrt new TOSnore Conduciveto mqkeq syslemolic knowledge, experiencesreloliYe leorning businessplon for opproocnes ono ecolourismihol is ideosreloiive to lhe moller T prepqroiion oitoinobleand of o t susloinoble T Presenloiionof Workshoo Obiectives ond Flowof Aciivilies Mr. Lomboypresenled ond exploinedihe workshopobjectives. Ai the end of ihe r| workshop,lheporliciponts ore expected to:

l. Lisl ihe different externolond internolfoctors lhot influence ecoJourismin the I orovlnce 2. ldentifythe opproprioteeco-iourism products or senr'icesfor ihe iqrget mqrkel 3.ldenlify oreos of cooperotionond colloborolionon eco-lourism I 4. Prepareo drofl businessplon on their eco-tourismprogroms for ihe provinceond iheirtowns I 5.Submil qn octionplon of progromimplementoiion for the next6 monlhs. Mr.chrls: Why ore people not going beyond Donsol? Why don'l lourists go to Molnog? Whol con we offerthol people con reollyfind ONLYin Sorsogon?Whot mokes it worth I ihe irip to Sorsogonoiher lhon Donsol?ls it possiblelo moke odjoceni iowns colloborote?

I Philip:I would like to suggestthoi for objeciivenumber l, lei us odd "ond ils municipoliiies"ofter the phrose"in the province".

I Mr.Chrls: ll's okov, we willoo komthe orovince down lo ihe diiferenilowns.

I Theflow of oclivilieswos oresenledos:

I QuoVod;s - Whereore we no\ Whot is ihe end we wl--\ _/ ----\\ ocnteve( / I r/ ) l \\ I ----.j ..1 t Poge6 of 58 I E Wholthe morketneeds? Whoore your

Whot isyour orgonizotionol co_ now you sel your 7 ore I produci or T iorgelmorkel? service How ore you going lo fin Who wifl deliver ihe I \ yourprogrom? T to your lorget mqrket ? I Pu'iiingil ott iogelher = BUSINESSpLAN pREpARATtON I

I ACTIONPLANNING I Mr.Chrls: In plonnjng where do.ffi I Ms.Norms: We sloriwith the objeclives. Mr. chris:ln pronningwe need to know lhe objeciives,so we go bock ono rev*w the I Visionond Mission.Why is lhe morkelimportqnt? shouldyield business so ihe morkeiis veryimporroni I ousrness$:,I::Tj'.to succeed. f:gl""rism for our Mr.Chrb:.lf you hove the produci but if nobody buysyour produc.l your busrness wjll ihrive.tf thereis no buyer, not I ihere isno business.All pi"n*i^

I Mr.Joo: As I seeil, iourismis nol o priorityof the LGU5,ihe benefilsore not yei seen.

Mr. Chris:The LGUSore very busyond iied up wiih other prognf,msond projech. lt is 'lhere I good thqi sre NGOslhoi are involvedin ecotourismprogroms. Are lhere tourism officesin the municipolities?

I Mr. Bonos:None, even o provincioltourism office is locking. Whot we hove is o t ProvinciolTourismCouncil, the composiiionsof which ore privoieeniiiies Mr, Chrb:Who ihen tqkescore of lourismin the municipolilies?In the province?The MunicipolPlonning ond DevelopmenlCouncil? t Molorily:Yes. t Mr.Chrls: How oboui tourisiguides? Do the townshove ihese? t Ms.Norms: We hoveguides in PrietoDioz. Mr.Chds: Are lhere troining for HRM?How io enierloinyour guests? Do you hovelhe customerservice cullure? Upon enieringony businessesloblishmenl in Botongosyou t will oulomoticollybe greeted "Good Morning,sk/modom". They even hove leedbock formsfor visiiorslo occomplish.Sometimes ii is lhe serviceihot lhe people go fo, the level of servicebeing offered-There ore instoncesthol ii is not ihe produci but the experiencethot ihe morkei is willing10 poy for. Ecolourismis nol o product bui o I SERVICE.l'tis possible io hove o superiorstrolegy with inferiorresources like finonce. The bestsource of finoncingsiroiegy is OPM-olher people'smoney. People ore oftrocied t to good business.Such is the cosein Borocoythot iswhy ii isovercrowded olreody. I om helping CongressmonChoto of ComorinesNorte right now. We hove this BIDA- BorongoyInitioiives for DevelopmenlAclion progrom.This is for borongoy officiolsio t come up wiih theirown borongoydevelopmeni ogendo. The oblective of the progrom islo help borongoyofflciols lo be creoiiveond lhjnkof oiherwoys io sourceoui funds. t Ifvour business is willcome lo you ond offerfo flnonceit. Houserules were discussedfor everyoneio obide io. Thebody come up wilh lhree I ruleS: t I . Beon iime.Moming sessions stod ol 8:30ond oflernoonsessions end oi 5:30. t Page 8 of 58 I inrirentmode ;r,?"t'ii#;:t#lbe corlsmov be ioken ouiside or the rroinins 3. Additionol houserules wi be oddedos ihe needorises. :he momingsession ended 'esumed ot r2:z-o.pm.Affer o heorrylunch, the offernoon qt l:30pm. Mr.Lomboy rc ronspked session ;reoenerir orinJf;ii"."i, irit;ili?,?*who berorethe lunch breo[ roi '$i3XT::JrTiil3 Eocho'he municiporiries iffJi#::13 il1-shown weresrouped inecopy or tnJ ausr*,i ir,j#"g"e."J3li:"J:,:,""1""0-o' (Preose rerer io nnne^eto.

*a"O n*u, His/her moyormovorond rhprhe .^,,n^ir^ft, .^ ^ ," ,^]nq9. orientotionis mor6 on ousrness.The counciro^rore;s resisroiion Fo. i:ir".,ii,io.ilji,ll;ili scorecoro Ar ";;;.;"# H:"r::,x..::::J rheend or the yeoi rnu Jo"rnllii|.oro|. isqssessed

We williry 10 clorify some of lhe lerr :i's*r##j""1ffi:,:*:l*i':;-*Hlixi'ijililiiiL:,"Jffi1;ffi'JrJt[j:l m:*i";j;;:m$;il.",rlffi:;ij:ff."TiJ;$i["J:;[ffi '""x.,fi: J"# bariers [I^7ifHlS"lH]H,ff.3H3 ::J';*.:l?:T?, ffi ?;5'ig weneed ro We olsoneed io knowour como:iitiol..Li-kg in Sorsogon,you will ture tourists to go 3:X5:r:i,n:fij:f;*"J,?J,".g",r,ii ir,. .",,iJ"ir;;,il; ;:l iheyhove rhe ln every businessmere cre risks.so we need lo idenlify qlso nece55 con ihem ond come up wiih

ActivifvI - ldenlifvingTorget Morket

tt d;videdinto 4 groups.One representotive lIT. ewspaper l-11U odverlisemenl from eoch group selecied o clippinq.Using rne c,iopingi lne group rorgelmorket wos tor eoch odverliement. ideniifiedwho the

Aclivi out uls: Groub/.r.lvArrl.-*=J Torgelmortef- GroupI - Chorocferislic BMWcor -Middte io nigh -symbolizes =nd quoliiy ond Poge9 of 58 Chqrocierislic Group/odverlisement morket eleqonce -uolue feolures - ClossA ond B odded shown like GPS novioo'iionolsYsTen0- lhowed differeni kind of LGcetlPhones -clossA, B,C ond D E-roup2_ cellphonesfrom low io high

-Gtl ulrrrv -low rsles ond vqried Group3-mobe moDfie Pnonel netwo{k {cunent serv€es communicqlionnetwork the -otfordobility of Globeond TMwith subscribers) services -oll wilh CesorMontono ond Michoel mobile Phones openlines V osendosers ,.-r^.. ^ Frr. ^nd n - -ClossA, B,Cond D -heollhconcems Group4 oo'tmeol -orgonicfood -wiih beneiits-

Processing: the, ott I - The BMW cor odverlisement- iorgeis. !lSf-.-"i9^:mltk""n" Group in othercouniries Becouse of this' nqviqotionolsyslem is olreodyo s'onOo'Ofeoiire oe tomitiqrwithits use ond ottributes' ;ilH;i#;;il'l.rirtt"erieo peoprJwouta FM modelsof cellphonesThe liBt cellphoneis wilh Group2 - TheLG od showedseverol for the isstim oni ligilt wiin tneiu teotures'lhe iorgei morket i.iJli*im ipt"t"'prrone, ond enioyshoving model is the youl; ;h; ilfes to tistenio music flrst cellphone modelhos ihe QWERry cororedpnone nousinq: O4e of thecellphone interchongeoble ihe-high end mo'ket' kevoodond witho stylus.rno cerrp-non"e totgels execulives-ond feoiures The odvertisemenlotlrocts The other cellphonemodels olso no"u-Oltfu.r"nt -ortlt ooseoon ine feoluresof theirproducis' hove to ihe some network ClossA ond B would Group 3 - Globe ond TM belong B tn" torgeh C ond^Dmorkei Forihe A ond oosiooidmoblle phone occounrs,to the lno.n cun"to-osLndorsei "O ond Kc.concepcionfor vouth' N.:;#,"ii;#;;; is cheoperlhon the some il;; ;"- ii" pr;;o, ru ,"*lt"t lt'tit text'oll text'eic ) segmenlcon]ce' s":l bosedon the servicesoffered by Globern" *oi["i ,cllr..?

'10 Poge of 58 Group4- the oqtmeolodveriisemenl fqrgefs bofh heolthconscious ond olderpersons. Theod ls expliciion lhe benefrisof ihe product.The inclusion of broccoliin the piclure denoiesfreshness ond vilomin-pockedproduct.

Mr.chris: Whol do you thinkis ihe imporlonceol lhisoclivily? Why do thisoc'iivi'ty?

Philip:So we cqn qnolfzeihe mqrkeiof difterentproducis.

Mr.Joo: To help us ideniify the differentmorkel.

Ms.Norms: To hetp us determine the .ightmorketing strotegy.

Mr. Chris:Our frome of mind shouldolwoys be morkef-focused.This is importont so we willknow howwe con posiiionour producisond how we willsell our products.

Aclivity2- Quo Vodis?{ PresenlSituolionl

Mr. chds osked the body io group themselvesper municipolity.The resulisof ihe reseorches(siie ossessmeni, morket reseorch ond sectorolonolysis) were distribuiedfor review.The group will discussomong themselveslhe resultsof the studiesusing lhe followingguide questions:

Reviewof reseorches:Guide Questions-ldenlify who the torgei morkelis? . Whoido iheyneed? . Whol ore ihe opporluniliesond chollengesfor eco-fourismin youroreo?

ChollGnga!ior Gcolou 3m CASIGURAN- orok co -Domeslic ond ' developmenl -nofurql qnd cullurol -how to develop lhe the resorl feotures - o|]oges -flowing,spring woter (345liters/sec2] -foresfirekki PILAR- rivercruisinq, nds{demo & honds-on Tourislsfrom -Eco-foudsm -ivmp-off polnt io -slokeholdeE' io go lo Pilor odventuresites Visoyosond Mosbote commtTmenT -neorDonso -politicolwlll to prevent "securiiy" -lorgest shoreline in dynomitefishing -focilities ond Sorsogonprovince -susioinobiiityof tourist occommodotion -snorkelling& diving otlroclions -nlghtlife stTes -shoreline-dump-site for excessfish (low-low) heollh ond Pogel1 of 58 h TorgelMorkel Cholleng* tor ecofoudrm I sonilqlion PRIETODIAZ - mq ve ondfish sonci T -'omilies -ploce for -guides ond lrdnsport -mqintendnce of the retoxol|on drivers o|e iourhi- mongTovereserye -cdulis -more informotion odented t ond oboul siles -noturol ond histo- educotionol {broodcost & print culturolfeoiures medioJ -hqndicrofts ond t -bqnking focililies she lcrofls -obundont morine supply I -locolfood focilities for occommodcltion ond I other lourism reloted estob lshments BUIUSAN- Buluson Volcono Nqturol PorK I -domesfic= nqture -syslems & -locol hlstoricol -secunry ond educoiiono monqgement of lonomorKs -bonkingfocilities iour/sfudents, rounsmprogroms -no'lurol feotures -roodcondiiions I r9seorcners, -inforrnqilon ll-!6^-ha( l^16 ecotrekkers -Bosic requirementwqterfqlh, minerol peope/troining/customer fortourism sprlngs,resorls, rivers) service foreign=bockpocke|s -Tourism mosler -BVNP,troils I side trip, noi pad of pron -ExtensTveriver system rT!n IROSIN- Eco osedVo ViewPork BolosC iolS t -env[onmenl Jmprovement of odded income to how to (:llroct more conscious fociliiies supporr s-ArvcesTOUNSTS slrondedlrovellers -occommodolion prov|oers : -vocotiontourisis infrqsifuclure for t vqllevvlew resort Queslions,comments ond clorificotions: t ForCqsiguron group lrt. Chris:You hove to hremore specific, whol morketsegmeni does your produci coler I io? Whatdoes ihe studysoid for OrokspringJ? Engr.Ieiodo: We don'l hove doio yei. Cosiguronwos not included the morkei I reseorchstudy. Air.Chris: okoy. I ihinkyou moyrequest io usethe lool used;nthe reseorchin orderto t iner n dqio. You hove io be if i'lis domesticmorket. who ore 2 I Poge12 of58 I Arelhey youngprofessionols? Or sludenis?Among fomily members, who decidesio go where?Who is lhe unservedmorkei? Even in your brochures.it shouldreflecl okeody your torgel morkei.For exomple, Colombo ond LosBonos is knownfor hot springs.Bui even dudngsummer monlhs people slillgo 10lhese hoJsprings becouse ii is declored io be "theropeutic".ln Russio,people swimin ice cold wqter for 100meters becouse it cloimslo hove on invigorolingeffecl to lhe sysiemin ourbody.

Thereore olso morketsegmeni ihoi likesunderdeveloped oreos wilh noturolsetfings. We hove to considerwhot ihe morkeineeds. tf you visifthe "LonelyPlonet" website or buy their mogozines,you would nolice thot they coter to budget touristsihot preler simpleoccommodotionr ond nolurolseflingr. Before developing, I suggesiyou mokeo reseorchfirst- Your inveslment moy be useless;ihis development might not be whol your morketwonls, tor Pllor:

Mr.chrk: Withregords lo your brochure,il feoluresdifferent sifes. ll even hospockoges ond proposedilinerory olreody. Where ore thesebrochures ovoiloble?

PoslorJob: They ore ovoilobleoi ourTourism Office. We plonio mokeihem ovoilobleol AirlineOffices.

Mr. Chrk: We shouldbe specificon our lorget morket.Moybe we con moke specific brochurefor specificmorkel. Even if we do internelbrowsing, we usuollyseorch for the specificoctivily like "bird woiching", "mountoin climbing" or "snorkelling"ond lhe likes. Soourwebsites should olso be specific.

Ms. Norms:I would like lo reocl on 'lhe piclure in the brochure.I lhink lhose ore cul mongroves.Cutiing of mqngrovesis o morlallin in PrieioDioz.

Mr.Chrls: Yes, we shouldbe consisleni.Since we ore pursuingecoiourism progrom, we shouldbe environmenl-friendly.The brochurefeolured o mix of services;we should olwoysgo bock lo ourlorget morkel.We musilhink of woyshow to otlroct visilorsfrom Legospilo go lo Pilor.You olreody hove brochuresond mogozinetits good, but where do you disploylhem? lt shouldbe mode ovoiloblefor torgel reodersnol only to the sponsors.lt isincluded here thol Pilorhos diving sites. Do you hove divingfocililies? ls it on occredileddiving siie?

ForPrielo Diqz:

Mr. Bonos:There ore reolly migro'torybirds sighted in Sorsogonproyince. They con be seenot Buluson.Prielo Dioz, Donsol.Gubol, PilorondBorcelono- Thot is the reosonwhy Sorsogonis identifredwiih bird flu. In foct, Sorsogonis included omong lhe regulorly moniioredprovinces on birdflu.

Mr,Chris: You olso hqve o brochure,but it is o bii u con Seporole Pogel3 of 58 eoch feqlurebosed on youriorget per specificmorkel.

ForBuluson:

Ms,Chqvez: One of lhe problemsexpressed by visiiongoing lo Buluson.qside from the rood condilions.wcs the avoilobilityof publicironspori. especiolly ofter 5 PM.

Mr.Ch s: Moybeyou con oronge forshuiile bus or servicewherein ihere ore scneoutes for pick-upond tronsfersio ond fromsirolegic locolions or poinis. tor lrosln:

Mr. Chris:Are you reollytorgeting only slrondedlrovellers? So ihen you would olwoys proyfor typhoons so lhol youwill hove clienis ol yourproposed Volley View pork?

Mr, Grojo:We qre qlsotorgeling other visitors oside from sirondedirovellers. Bqsed on experience,Moinog con no longeroccommodole ol{ sironded possengers. We orejusi Jhlnkingthoi moybewe con hove o shoreof ihismorkel segment.

Mr.Chrls: But lei uslhink corefully before moking improvemenls. Do slrondediroveliers hqvethe moneyond limelo go, visitond enjoythe servicesoffered oi yourproposed volleyview resorl? You reolly hove to be specificos to who youriorgel morketis. Foroll:

Mr.Chris: ls ihe exhousifrom vehicles not on issuehere? Foreigners do nol likethis.

Ms,Norms: When vehicles qre registeredoi ihe LTOihey mus.tposs the smokeemission testing.

Mr.Chris: Con we reollysoy lhol ihe smokeemission tesling is properly ond slricilybeing implemented?

Mr.Eonos: Before the cleon energyond globolworming, oll ihe lricyclesin the province nove fwo-strokeengines. Becouse of the topogrophicfeotures of .iheprovince, lhere is .eolly o lol of smoke being emiiied from ihese tricycles.Now mojoriiy,if not oll, of "rcyclesore olreody4-siroke engines.Iwo-stroke engines ore beingphosed-out.

M/. Chris;The unique culturol feotures like feslivols were noi mentioned.As for iroditionol '.edicine,ihere isbig demond for thol. Moybe'lheho'i ond cold springscon be utilized 3s o spo treoimentwilh lhe differentmossoges being offeredoi CIMED.The lowns ore ::.ering olmosithe someproducfs. Buiuscn hos beoches. so does pilorond prietoDioz- :-,usonhqs hoi springslike lrosin. We musilhink of somethingdifferen.t. Whol is the r=erence of one iown wilh ihe ofhen?Whoi con we offerihot isunique ond exclusive l-v in ouriown?

'14 Poge of 58 t I Mr, Bonos:Our problemis thqt we do nol hove o iourismoffice ond siructure.Alboy provincecelebrotes two festivolso yeor, lbolong ond Mogoyon but they ore more populor ihon our Kosonggoyohon.For loudsm,whot is cruciol is ihe people who I hondleslhe progrqms. I ^,lr.Chrl3: Whot ore we goingto offer? Mr.Bon6: Sorsogonhos lols lo offer

Mr. Chris:Whot mokesyou differenthom other plocei? Agoin it is the "positioning" T irsue.Like festivols, it is being held io rhowccse lhe cultureof ihe iown. Bul isn'i il o woste if you would hold o festivol,spending o big omouni of money just to oltroci I lownmofes? Mr.slm: I would liketo shorethe BoloyBuhoy in SonRoque, Buluson. 11 is o home-bosed T ecolourismsile. All the plonls o.e orgonicollygrown; lhere is o colomonsiorchord, o honeybeeform ond herbolplonis. There is muliipurposeholl for seminorsond troining. Smollcobonos ore olsopresenl for smollgroup gotherings.Lodging occommodoiions ond coteringservices ore ovoiloble.Foreign visilors hove been visitingthe ploce for sometime now.

Mr.Chris: Whot is your product positioning?

M( Slm:A noturolenvironment?

Mr. Chris:Moybe o wellnessond heolingcenter? We musldevelop someihing differenl ond uni.quethol we con offerto visitors.ln Phukef,Thoilond, visilors go to therebecouse when you oyoil of the mossogoservice, lhe mossogerbecomes your peBonolvolet. We hove to thinkof offeringo differentcomplemenlory producl.

Mr. Eorberdn:Here in lrosinduring ihe time of Moyor Doroton,the trodilionolheolers I were orgonized.Thof is why lrosinbecome knownos o "trod-medtown". Howeverlhi! progromwos disconlinued.

Mr. Chrb: ls ecotourismbeiler monoged by lhe LGUor privote seclor? ls lhere q continuityissue? Moybe due io ihe chongesin the leodership?Where is lhe LGUon olly? Where is lhe privote sector on olly? The governmentis usuollyvery good in promotionond infrostruciuredevelopment rolher thon in monogingbusiness. We hove to identry where our stokeholdersore good ot. In Bohol.fheir ecotourismis reotly booming. Bu1mosl of lhe lourisl sites ore privolely-owned,the tGU ius't moke ordrnonces.

Agoin,we hove io considerwhot is innovoiivein whol we ore offering.The Philippines con be positionedos shoppingcopiiol. Shoppingis very cheop here in our couniry, evenfor brqndedproducls, comDored lo olhercounldes.

Pogel5 ot 58 we wlllbe uidedwith visionond misslonin businesslonnin . let usstort with the end.

TheSorsoqon Province's vlslon qnd Missionon Ecolourism

Ms. Joji Orbosepresented lhe provinciolvision on ecolourismto the body. The soid vision ond missionwos formuloted during lhe Multisecloroi-iniegroledecolourism workshopconducled lost June 2005,

9/tston Wou t&,n $*togon pta,rtrtrr. 6 c ktat foc ea tLvtend eohglral{ tL4dttrlr.t, .4ltAral4nlguLd.c, t ntatlr. tt4rltm, pzctlattg lolu* ead.nabLlwry.zb!@ to bth hql ett/ t,Jf,rt zttt 4l tp4rlstt 4td, cott .tletw to tl6 taeltd.&rpmla gro*h 4t d. tAt lo.d,I corutunltbl.

Afier the vision,the missionwos olso presenled.However, Ms. Orboseinformed the group ihol lhe missionwos revisedduring lhe ecolourismreseorch preseniotion ond volidotionworkshop held lostAugusl 2007. Ihe originolond revisedmission wos:

OrioinolMission RevisedMission

To develop lhe lourism cqpqcity of To develop+he ecotouristnpotentiols of SorsogonprovincE throughr Sorsogonprovincu through the following strqtegic6ools stro+egicaoolsr l.Sustdinobleresource |nonogelnentond l.Eoch L6U developsiis own unique econornicehterpriSes; ecotourishProducl; z.Preservqtionof culturol heritoge ond 2.Econonicenterprise supportiveof or indigenousproctices; eInohotingfrom ecotourisn; 3.Multi-sectorol cooperotion,community 3. Preseryoiionof culiurql heritoge ond porticipoiion qnd humon resource indigenouspractices; developnent; 4. Multi-sectorolcooperotion and communiiy 4,fmprovemenfof physicslinfrostruclures, porticipotion; supporlfocilities: ond improvementof ihe 5. Developing ecotouristn-relqtedHR peoceqnd order situotion coPocities; 6. Developmeniof innovqtiveproducts ond services; 7. fnprewment of oppropriaie physicol infrostructuresupport focilities with low inpocton the hqturolervironmenl; ond 8. Inprovetleni of peace qnd order siiuotion.

Poge16 of 58 Anotheroulpul of ihe soidpreseniotion ond volidoiionworkshop wos the formulotionof ihe provinciolfromework for ecolourjsm.Whol ecoiourismis ond js nol wos cleorly definedos follows:

Wholecofourism is- Whol ecotourisnis not- -5upportinglocol products - Jusi ociiviliesor producls -Coteringlo both localondforeign mqrkel - Tolol anfrostruc+ure development -A leffningexperience - Construclionof infrq or onyesloblishhenl -Encouroges porticipofion of vorious noi oppropriotein +heeco-si+e ecotourismoctors/sfokeholders -'Umuunlodqt hokikinobong iilon long" -Host cornnunitiesbenefilting sociolly,- Activities ore desfructive to the cullurqlly,Economicolly ond environmeniolly environmentjhozordous to the peopleond -Noture-bosed environment(sinisiro ong likos no yornon) -Pronotes environmentolprotection qnd - Totolly chongingihe noturol londscope. conservoTron sffectingecosys+ems -Respects, preservesond promoteslocol -Anythingthot chongesfhe foce of God's history,volues culiure qnd troditions creolron -Uniqueecotourism expe(ience (bosed on -fhproperwoste disposql the cohtex+ -Sex+ourism (os linkooe indust

Thefocililotor reminded lhe pqriiciponislo comeeorly t'he next dov soihe sessioncon slortoi 8:30AM. He olsosoid thol ihe 2nddoy sessionmoybe extended until 6 pM becouseos il wos,the workshopwos okeodybehind schedule. Hoving no further queslions,commenls ond reoctionsfrom lhe body,the In doy sessionend;d ot S:00in lhe ofternoon.

Day 2

Thesecond dqy storledoi 9:20AM wilh o recopiiulotionof the octiviiieslhe orevious doy.Even before lhe siorlof ihe session,Mr. Bonos of Sorsogonpovince LGU requesied lhoi ihe Governorbe furnishedo copy of the lhree-doyworkshop documeniolion. Mr. ChrisLomboy soid thot he willreloy soid requesi to the LIKASExeculive Drrector.

StokeholderAnqlysls .r'i. -omboysicded ihe seconddoy with on inpul on siokeholderonolysis. He soidihot '-e soidocliviiy is oimed of: - . ceniifyinginleresls of differentgroups ond ossesslheir importqncelo qnd influence ]r€r on eco- tourismProgrom in the provinceof Sorsogon;

Poge17 of 58 2 ldenlifyingpotentiol ofionces (incfividuols or insliJutionslond processesupon which lo build;ond 3-Providing o foundotionond sirotegyfor porticipolionof slokeholders.

;he stokeholdersof SorsogonEcoiourism ore (tJ peopte,groups, instilutions ond ofhers, ilkelyio be qffected proposed by o inlervention(eiiher n;goiivety or positivety)ond lij people.groups, insiitulions ond oihers,who con offeci the ;utcome oi qn inlervenlion.

Mr.Lomboy identified ond differentiotedlhe lypesof siokeholdersos: . - key 3lokeholdeF ore ihosewho con significonilyinfluence the successot on ocfivily . primorysfokeholders - ore those who ore ultimoielyoffecied by on ocfiviiy, eilheros beneficiories{positively} or dis-beneficjories (negotively); ond . secondorysfqkeholdeF -ore ihosewilh o stoke, inlereslor inlermedioryrole in on octivily.

Thefocililator presenled the fromeworkfor lhe stokeholderonqlysis os:

Trrget recipients ofyour ser.vice Adds value to your service

Decreases the value of your service

Suppliersore thoselhol help lo deliverthe servjce.Complemenlorcore thosethoi odd volue lo your servjceond compelltorsore ihoseihol decreosethe volue of your service.

Ine why ond Tne iso

Poge 18 of 58 n7:'ffi"::1"f"'JlJ:itrffli::iri',,fl,?i:l'*';,I'r,rsrsrepisidenrirvins thekey

Step1: tdenlifykey slokeholders . Whoore ihe polenliolbeneficiorjes? . wno mightbe odverselyqffecled? . wno ore ihe vulnerqblegroups? . wno,oreihe suppone,s qnd opponenls? . wnot orethe relolionships omong lhe slokeholders? *, gnr'r'*no o* nol tenced so lhoi lhe public hove occess. "''"y,i:#?83?:"';ff16ff"#,1iyff"il"ff#i,"#?j""ff;T,j*,:",,S:lg::,, tnt supportenond the opponents? ,&alnXokl$rtr whot ore lhe rerorionshipsomong

't"ntifiedtheir ^5&y:tjiffI customers,suppliers, compremenrors ondcompeiirors. Cuslomers P | | or-rlvercrulse Siudenis - lfud -Donsol lourfor river cruise Jishermen inlo omite fishin 9--g! ls u r q n-cold Locol tourislsond -Rizol Beoch iourisis from G neiqhbouringlowns

i-nountolneersffi lrosin ond other -€co-reseorchers municipolilies ihol sunoundthe loke lrosln-Hof ondTrodltionot rocottourisls HeoiErs ,Yodilionol wellness Buluson ieekers -'rrounlotneerS Prieto Dio z - coYes ':ciJ{615 from Ropu-ropu So6ogon Ciiy, pilor mining-:Mongroves mlnerolwoste er)d other poris of

Poge19 of 5A PoslorJob: We should qnd developwho'i ispreseni in our ploce even if whol we otferis nol unique. ti.. Chrls:But thot is the chollenged,io look for someihingunique ond develop il to somelhin ihqt would ollroci lhe tourisls.

Slep 2: Assessslokeholder inleresls ond lhe polenliollmpocf lo q proposedinfervenlion Whoi ore lhe siokeholders'expectolions? whol ore lhe benefitsfor the stokeholders? Whotresources is ihe slokeholderwilling io mobilze? Whoislokeholder intererts conflici with yourgools?

Slep3: Assessslokeholder Inlluence ond imporlonce Foreoch stokeholder group, ossess iheir: ' Powerond stoius (poliiicol, sociol, economic) . Degreeof orgonizotion . Conirolof slrolegicresources . lnformolinfluence . Powerreloiions wilh oiherstokeholders . lmporlonceto otloinmentof yourgool

Sfep4: oulllne o StokeholderPorllclpotlon Sholegy Plonstokeholder involvement occording to: . lnteresls,importonce ond influence . Porticulorefforts needed to involvelmporlont stokeholderwho lock influence . Approprioteforms of porlicipolion

Thelypes of Porflcipollonwere enumeroiedos follows: . lnformotionShoring {One - Woyl . Consultotion{Two - Woy} . Colloborolion{Shoring control & decision- moking} . EmpowermentlTronsfer conirol over decisions ond resourcesl Strotegiesfor differenttypes of slokeholdersoccording to lnfluenceond lmporionce were summorizedos:

Poge20 of 58 Eigh Ensurethat Activelyseek needs are rnet and participation their are involvement lf|€aningful and support Requlre no special Keep well particapation iBforrr|€d to avoid conltict strategles or oppC'sltion

fnffuence

4 : SiokeholdersAnolvsis

ill':*"::i^"t,.,ffi:fl::JffsitjlldF:][:J#::,i",,"^"J"ff1;..',:"J,:1"g?,.:-s,.oo!i'"Jlll"i,l.'i?il., ,1"nr::?'nj:"#porronce/inrruence-irroe moderore. 'r'r'orkshop o Slokeholdef Inleresf in Eflectot tmpodonce Eqotourlsm inleresl Oegree? (postive Influence C A s IG Ui A-N _lr reqollvcl Eorongoy folk- FrontlineI rosnve envtronment p4)teciion Eorongoy Infroslructure Posiiive Officlols supporl PRIETO D_i Fisherysector Moin source of Posilive ona criticol livelihood negolive Some Eusinesssecioi Addilionot posilive sr9nmconl source of Significoni rncome People's Addiiionol_- Orgonizoiion ir(.)stTtve moderote source of criticol ncome t'ton-governmenl Additionol Orgonizolion posiiive moderole source of criticol _]!qome B U tU S A N LGU-Buluson Locol revenr.rePoslirve source Criticot Criiicol

Poge2l of 58 $ltF.

Slqkeholder InfeJeslin lmporlonce Degreeol Ecolou.ism lnfluence -.n :: uniiy source of signlficont Significoni odditionol Income ,' : Society Advococy Significani \3Cs, POs, :::'oro qrouos 3overnmeniLine r gencies (DOT, l:\R ondDTI rRostN Scring resort Addilionol criticol Significonl :c-Aroiors -'cdilionol coslumers Source of posilive criticol _eo ers income acnloy Gubot -Source of moderole -embers incomeos lour guides -5TeWCrOs --onsol TourismSource of significonl Significonl :1Jice tourist -3U lrosin Econornic Criticol Criticol develqprngnl -ccolcommunity Source of positive significoni oddiiionol income PII.AR lcnsol Tourism-Source Posilive ^cuslry ond significont Significont tourisls negolive -compelilor :15herrnon using significonl Moderoie -curismeqol meons siles' Source of significont : rners/operolorsoddi'lional tftcome :eod hondlers Source of posilive significonl Moderole oddilionql income

Poge22 of 58 SociolMorkelinq

Thenexi inpul wos given ogoin by the fociliiolor.He soid thol morkeiingis o chqnging behoviour.li rneons geiling coslumers to: . Switchbronds . Tryo. buy.rew producis or 5ervices . Buymore products orservices . Buyproducis orservices ogqin ond ogoinond ogqin Componentof Behaviour: . Knowledge- whol otherpeople now obout our ploce . Atiitude firstimpression qboui the ploce {ex. In Mindonoolhere is romponikidnqpping) . Proclice-how do o cerlqinproduci orservice is pui intouse TheMorketing Mix of 4P's l. Prodvctis whoi we ore offeringpeople. tt con be on ideo,commodities {o tongible good or service),otlitudes, behoviour or service.A productmusl be o solulionlo o probiemond isreol. ll shouidgive benefits, isunique ond compeiitive.

2. Pfce is monelqryor non-monetory.When we lolk qboul moneioryit is usuollythe oricelessexoeriences.

3, Ploceor Chqnnelis where longible products ore purchosed. li is where people ore in rlghifrome of mindsio receivethe messoge.The ploce is where service is provided. lt is wherepeople will ocl. lmporlonlconsiderqtions for plqceincludes ovoilobiliiy (eosy to find),eosy io use,qppropriote, timely, convenienl ond pointof decision-moking.

4. Prcmotionis the creqiion of messqgelhoi is memorobleond persuosive.Using the mediois one woy io reochthe lorgetmorkef. Exomples of medioihot con be usedfor promolionqre prinl, Televislon, rodio, elecironic medio ond person10 Derson.

Thereore elementsof ihe messqgedesign. The type of oppeolshould be precise, ihe ioneshould be convincingond ihespokesperson should be credibJe.

Peopledo not buyproducls or services. They buy lhe expectoiionsof iheirbenefils. Wedo nolsellwhot we woni,we shouldsell whot they (torget morket) wont.

Advertisingison imporlonlospect of promoiion.Inleresls in on od ore influenced by surprise{somelhing lhqt excilesyour clienl}, informqlion ond benefits.

Sociql/tlqrketing meons sellingbehoviour, ideos, beliefs clnd oftiiudes.li enioilslhe processof chqngingoltitudes ond mindsels.Sefl,ng is ihe oct of sellinglhe qciuol produciwhile morketing is selling the produci using the combinqiionof the4p,s. Processof Sociolmorkeiing:

Poge23 of 58 :. identifybehoviour/ociions thoi could reduce/eliminole o problem. 2-Define the morket, segmenl the iqrgetmorket ond onolyze. Know your morket. 3.Sirolegize using the 4P's io odjusiyour positioning to lorgelmorkel needs. lhe gool of SociolMorkeling is lo chongelhe behoviourof customeGinto something ceneficiql. induslrvAnolysis

Ihe indusiryonolysis wos mode lhrough q plenoryquesiion ond onswerprocess.

Ql: whoi oreihe enirybarriers?

Ms.Norms: Lobor or leve of skillsof ihe people. Mr.Mercodo: Peoce ond Order

Mr.Albie: Policy or reguloiions

Mr.Chris: energy cosi I nolenough power supply] Q2q:On Supply ond Disiribuiion- Who ore ihe serviceor product producers?

Mqjorily: LGUond privotebusiness

Q2b:How do iheydeliver ihe services?

Answer:Thetourisls ore invi'led to visitihe ploce,ihrough promotions

Q3:Technologicol fociors -ls lechnology used for this business?

Answer:Communicqtion (ex. Cellsites), WIFI

Q4: Seosonolily- Are there miiigoiing foctors 'ihoi contribuie or minimizelo the performonceon lowond peokseoson?

Answer:Yes, like ihe seosonolityof the presenceoi wholeshorksin Donsol.Also ihe migroiorypotterns of birds.

Q5;Economic {nfluences Are therefoctors in the economythol conlribuleor diclote lhe successor foilureof ihe hrusiness?

Answer:Summer vocotion usuolly is the peok seosonfor visils.The exchqnge roie of dollors.

Poge24 of 58 Cl5:Regulotory lssues Are lhere relevontregulolions thot qqn help/impedegrowth Itte b6iness?

Ajrswer:Yes, lhere ore. An exompie is when qiert ievel 2 on the BulusonVolcono is '6sued by Phivolcs.This {imits the octivitiesof people wilhin the 4 kilomelerrodius oround t e BulusqnVolcono lhql isconsidered donoerzone.

ServiceDesiqn

;he servicedesign should breoppropriqte to lhe lorget morket.

INPUT PROCESS OUTPUT

Focilities: Jroiningof guides qovenlure -ploce{hotelsl -orgonlzingcommunities educoiion -people{guides) -culinoryprocess reseorch Jood (GoodMonufociuring Process) we ness -geors lssueson Operolions:

L Quoliiy- Whotdoes the 10r9ei morkel wonl? 2.Delivery - Con the service provider io deliverthe service when needed? 3. Productivity- How ore you 9oin9to designlhe serviceto foctorin velocityor during lowseoson to increosesoles?

Thesecond doy endedond wos odjournedoi 5:00pm. Thefocilitoior reminded the groupihot the schedulefor the 3rdond flnoldoy would be ihe presentotionof ihe executivesummories of ihe businesspions per groupin the morningond plonning sessioninlhe ofternoon.

Poge25 of 58 I t Day 3 Thelosl doy of lhe workshopstorted wiih the presenlcrlionof lhe executivesummories * of lhe corresponding businessplcns of podicipojing municipolities.Mr. Lomboy qsked the boclyio porticipotein criiiquingeoch of the businessplons lo be presenled.Eoch businessproposolwill be clssesseclbosed on the clorilyof lhe followingospecls:

. Tqlgel mqrkel/mqrkel segmenl . Producf/servicesoffered I . Anolysisof lhe competition . Uniqueselling proposilion/volue proposilion . Viobililyof the pton- mokessense qnd mokesmoney J . Areqslor cooperotion/collaborolionwith othersites/progroms/instituljons

Theguide queslions for feed bockingwere: I l. Whotweni well? ond presentolion) {conient 2. Whqtcon be improved?{confenl qnd presenlolion)

I Worksho Out ExeculiveSurn of BusinessPlons o| Ecolourismer munrcl ExeculiveSummory : IROSIN

L BusinessConcepf . Wholbusiness ore you in? . Descriplionof theservices (volue proposifion)

; Wellness-HeollhTourism: Theropeuljc Hoi Springs ond Troditionol Heolers > BulusonVolcono Noturol pork {BVNpl forest trekking-biking > Herbolproducis, orgonic food ond iocolcuisine Volueproposiiion

- TherapeulicquoJi'ty of immersingin hot springs i Allernotlve/iroditionolheoling from troined ond occreditediroditionot heolers > Physicolfitness hry engoging in oerobicoctivilies ltrekking/biking) jn BVNp 2. OrgQnizolionorCompony . Stotelhe nome of yourcompony or orgonizolion . Giveo briefbockground oboul yourhisfory, mission, objectives ond trock record

- LoccrlGovernmeni Unit ot lrosin - Mission:The municipoliiy of lrosinis committed to promoieihe generolwelforeof Irosiniqnsond developoll humooresources ihrough comprehensive qnd integrotecldelivery of basicservices, enhoncement of multiseclorol S!4fpql9lr S!d .r!!!lel]rgli4}sources iowords susioinobte

Poge 26 of 58 oeveropmenl > Tourismpromotion is identified os one slrolegy to promoieeconomic development

3. MqrketPotenticll ' Whois your torgel morket?Chorocteristics? preferences? . Howlorge is the torge' morkel? . Whotis ihe incomepolenliot? . Whoiis the revenue ond incomepoteniiol?

> Theiqrgel mq*ei ore lourisls(boih foreign ond domeslic)comjng from or going to well-knowndesiinotions such os Donsol,BVNp, Comorines Sur Wotersports .lhe Complex(CWC), The moin chorqcterisllcs of iorgetmorket ore: heqtf h conscious,physicolly oclive, seeks ouidoor ociivilies 4. MqnogementTeom . Whowill run your enierprise or business? . Whoireloled experience does your monogemenl teom hove?

> Themonogement ieom wili come from: LGU, LIKAS-Cenler forintegrotjve Medicine,Bqnioy cubol 5. DisiinciCompetencies . Whotexperiise does your orgonizotion hove lo mokeyour venture successlul? z LIKAS-CIMEDhoson existingprogrom on integrotivemedicine ond moinloins o nelworkof lroditionolheolers ; BonloyGuboi personnel hos extensjve experience on BVNpb;odiverslly monitoring

6. RequiredFunding ond iis Use . Howmuch is needecito operotionqlize this business? ' Forwhotpurpose?Infroslruclure, iroining, copitol expendilures, morketing, eic.

; Ihe requiredinfrqsiructure isolreody in ploce: - ClMtD.-lKAs-Ridge. san Ded.o.,rosin - MoieoHol ond ColdSprings Resorl, Monbon, lrosin - MoposoSprings, Monbon, lrosin ; Forfunding: lroining on ecoiourguiding for BqnloyGubot, morkeiing ond promoiion,comping gears, devejopmeni of tour pockogesond ilinirories /. 5usioinobiliiySlrotegy ' Howdo you iniendlo suslointhis business? Cqn you exiiin thisbusiness? Whot cosls?

Pqge27 of 58 Commenlsfeedbock:

Ms.Norms: Ihe presentotionwos comprehensively prepored, conlenl-wise.

Mr. Philip:lrosin focused on hqvjng o we{lnesscenier. Alihough they hove limiied copoci'ties.unlike mosi of lhe other municipolitie!thoi. but they were oble to come up ond designo uniqueproduct bosed on complemenloryproducis exsting in lhe lown.

,'15.Chqvez: lt wos nice thot they menlionedthe problemon the conyingcopocily.

Mr. Chris:The lrosin group wqs oble to identifyo core producl ond ihey were oble io estoblishcolloborotion. They olso considered fhe externolond iniernolenvironment.

Mr.SIm: Mr. Mercodo meniioned thol ihereis developmenlbeing mode in Moposo Sprlngs.We ore tolkingoboui ecolourismond bosed on ihe guidelinesof whoi ecolourismis, would lhe developmenibeing mode io Mapososuitoble?

Mr,Mercodo: I heordthe ownerswilljust build pooJs for swjmming.

Mr.Chrls: For ecolourism, ihe lourisiproducl should be osnoiurol os possible. WE should olwoysgo bock to ihe guidelinesof whoi ecotourismis. In lligonlhey olsohove hot springsbui ihe woier is from Mo. CrisiinoFolls ond it is coscodingwoier. Theydid noi impede the flow, so there is no effecl on lhe upsireomor downsireomflow of ihe woier.lt wouldbe good to studywhoiever strucfure lo pul or construci.lf it iso pool moybethey con usepebbies or rocks from the river, nol tiles.

Mr. Rene:I suggestthol there be complemenlotjonof ihe produclsfrom the different 10wns.

Mr. Chris:lt wos menlioned lhot lrosinwilJ inieroci wilh ComorinesSur Wctiersoorls Compiex(CWCJ ond ihe BulusonVolcono Noturol pork {BVNp).

Mr.Joel: How obout mossoge services? li wos nol menlioned. Mr. Chris: Acupressureond ocupunciure ore consideredtrodilionol medicine or heoling,so mossoge is included.

Howobout compeiiiion?Who elsehos this kind of product?you need to knowif onyonewiihin ihe provinceor in Bicolregion hos this kind of produclin oroerTo mqKe benchmork.How do you promolethis procjuct? you con mqke o brochurespeciflc io ihe "wellnesscenler" ond moke il ovoiloble ot CWC ond other iourislsiies. AS for susloinobilily,how con you guord your producl from oiher compefilion?Moybe you con collqborotewiih Cosiguronond Bulusonso you con hove ,'hol ond cold springs". Cr moybe mokeit o fronchisemodel since you hove ihe expedisein wellnessond ,reolihmodei. li wouldincreose your morkei ond odd volueio yourproduci. ll iswhol we coll "bundling".Since there is no wellnesscenier in Donsol,pilor ond olheriowns. con hove o fronchisein these'owns

Poge28 of 58 ExecutiveSummqry : PRIETODIAZ

l. BusinessConcepl We ore in Ecolourism. *A.pockage of mqngroveforesl ond cclve exploroljonwjih speciol lripsio o . raeiy of beoches10 choose from locoted just . withinthe municipolily. Hondicroflsond lood producissuch os binunfog,rimcrs cnips, tinoblo, dcrngil J-d olher seofoodslike ononoklcr, kopopct, lclrukog otoiloble lor pqsotubongor for :onsumplion. - Hondson experience for shellcrofi moking

2. Orgonizolionor Compony T UT "MUNTUPAR,Prieto Dioz,Sorsogon

BemordinoMo.nJggL.yos oppoinred cob;rnqdorc-ito of Sorsogonin 379.:ryi":-l!he nomed qs ,MUNTUpAR, ,,uu lhe,,,s plocepruLv uj rvru\rurAK ittr beingoetng locotedtocoled inIn o penipeninsulolike ploce .,-erepeopie ,,Tupoi,in ,,io. ,vvv,e usuoliyuruu ry meel.reer. upor n iherne diolectototecl m-eonsmeons To meet,,inmeet" in Enqttsh.Enqlish. The lownwos given ils presenl nome in honorof the two gicoion;no morlyrs,mi Rev. GqbrielPrieto ond Severino ^-,iicjpolity"s. Dioz,when ii become indepencJenlfrom lhe of Boconin Ociober12, 1903 by virtueof pubticfow no.pAO --rck Record .Ecoiourismowor,aness ond promoiionin the locolilyhos officiollyoegun In lhe :c. 1996 when Ord 96-03zo_\rrwoswus pcrsseqposseddecloringoecior|ng iheTne iy hoshqs Mongrove Forest '::erved' preserved os ond protected oreo. Asidefiom the Mongrove-ForesiReserve. '-::e wereslill Jwo olher '- morineailrclclions thoi weregiven muci alientton,lhese ore 3 seogrqssBed Reserve and MqrilogMorine Reserve composed of threeco[qr reels. During lhe succeedingyeors, odded oitroctionswere oJsotdentitied ond --:'eby promoied jusr not ospotentior iourist destinoiions b'ui os sure prqces for fun ond :r;:.iure. To nclme,we hove '.l3srrok BokowctnBeoch, Tolen Beoch,'LebononBeoch, ond Pincincloncoves. Along with thesewe cllsopromole bird wolching ::,3aiure. roooy,over o thousondtrovelers, -rle reseorchersond sludenishod beenrecoroed visitedthe LGU for these pieces of porodise

-:. MorketPotentiol :.4 Whois vorrr lor. - .',,,crjne Explorersctnd siudeniswho wish to know qnd experienceihe beouty ond -:c"ing of morineecosyslem. ' '\::ure odvocoiesond loverswho simplywoni to hoveq communionwith nqlure. j,: icw lorgeh the lorgel morkel? 71ends beyond ihe notionol mqrket fhereforecovers internq.lionql bouncts. Poge29 of 58 3.clWhot is lhe incomepolentiql? * Enironcefees for coves; renlol fees for equipmenilikebinoculoB, floshlights, boots, life yest, elc; fees for lhe lour guides, coiering servrces,souvenir ilem, efllerloinmenlbuslness, restouronts orKr rnns.

Businesspermjh, . inspeclionond soniioryinspeclions fees. Olher toxes chorged ogoinslincome from enlronces fees ond reniols,etc. Environmeniolfee. 4. McnogementTeom 4.o)Who willrun your enierorise or business? SEAMANCORin podnershipwith the LGU 4.b)w rl * knowshow to hondtepeofG " wilh good communicolionskills

5. DislinctCompelencies )i experli 'Needs lo knowprociico y everythingooout tne proa;t G lsGffi seoson. its . Knowslhe desiredsei of servicesneeded by ihe cuslomerond cqn provroe it on reoliime bosis. . Hosknowledge on quolilyconlrol

6. RequiredFunding ond ilsUse

6.b)For whoi ouroose? Infrosiruciure,lroining, copitol expendiiures, morkeiing, eic 7. SusloinobiiityStrotegy *Keeping obreosiwith ihe lotestirends ond innovoiionsin rour pockoging ond fociliiies. *Moinlenonce oi exisiingrour porophernolio such os life vest, boo.s, etc. rompetencyot stokeholdersin terms of lourjslenlerioinment. comperil;vein --Remoins-Mo,ntorned slyle.services. producls ond iispromoiion. quolilyond uniquenessineverything.

7.bJCon voq€x'lin ihis bus;ness? Who. cosis? We inlend "N.o. noi io exil becor-rsewe olreodyirnvesled much finonces, time ond elforlvenJLring inio ihisbusines5

Poge30 of 58 I I Commenis/feedbock: r| Mr.Philip: The repori is concise ond direcl,they just skipped some explonoiion. Mr. Chrls: The use of visuols,iike piciures in ihe presentoiioft wos good. They were specific in lhejr highlighied products which were the morine ond mongrove reserveond I inleni lo proteci ihem. The iorget morkel is cleor ond lhey were oble lo give o breqkdownof the income poleniiois.The group wos oble to choose o core produci t qnd developexisiing complemeniory products oround il. Bored on the guidelineson ecoiourism,lheir businessconcepl is okoy. Bui more emphosis should be mode on highlightingthe environmentolproteciion ond t conservolion.On susioinobiliiy,conlinuous educoiion ond compeiencyof personnelis imporloni.We should noi fofget moinlenonce ond improvemenf, let us be innovotive. Forcompetencies, well highlighled wos quoliiy control, knowledge qnd customer rl service.Let us look for the "wow" foctor. Ms. Chovez: PrieloDloz did noi mentionlheir mongroveond fishsonciuory progrom i hqvingbeen oworded os o modelprogrom. I think ll shouldbe included. Mr. Eorberon:How much moneyis neededfor the iourto thesemongrove ond fish soncluory?

+ Ms.Norms: We pockoges olreodyhove severol for iourisisto choosefrom, however, we + werenot oble to bringlhe brochure Mr.Chris: lt isnoi olwoyson how muchyou spend.Let us lhink of "voluefor money". Thereore lhingsor experiencesthoi moybe you jusl spend 20 pesosbul you feel ii is i worlh 20,000oesos. + Mr.Phillp: Moybe we con complemenlwith eoch of oursiles. Mr.Chris: Definilely. Ihol would coll for monogingyour resources ond oi ihe someiime you would reollyprevenl environmenlol degrodoiion. 1n Borocoy, the numberof iourists + going lhere ore okeody beyond the corryingcopocity. New lourisldestinofions, like Comiguinond Misibis,ore now beingfovoured by visiiorsbecouse of this. t Mr.Philip: One issue on overcrowdediourisi siies is solid wqsie monooemeni ond thisis reloledlo ecotourism.

I|t. Sim:Solid woste mqnogemenlshould be includedin ihe susioinobililycomponenl. li shouldbe inlegrqtedin the progrqm-

lllr. Chtls:In PuetJoPrinceso, lhe sdjd wosle mctnogemenl ond c)eonlnessb inlegroted t h lEi ecolourjsmprogrom. They ore very sirict in ihe implementotion of lheir onti a Seirq compoign,o 20pesos fine is lhe penoltyfor firsttin e offenders.Even m Poge3l of 58 t t t mqrksql lheroods from trucks coming from the formswould be immediotelycleoned. 1would like Prieio Diqz to iookon ihe volumeof potenliolmorkei ond iorgetmorkel. You have 10reseclrch how mony ore professionols,foreign, locols, li lhey ore sludenfs, I how mony ore high school sludents,in coliege? You qlso hqve to loilor fit your presenlolionor morkelingmoterlals to yourtorgel morket.

I It wouldbe nice10 focus only on o cenlrolproduct, nol the "smorgosboord"type where you hove mqny things'to offer ond so the visitorsgei confusecl.Focus on r| resourcemonogemenl jf the fishond rnongrovesqnctusry will be yourcore producl. Howdo youobserve the seogross bed? rl Ms.Norms: During low tide, t Mr.Chris: Don'l forgel lo include"DOs ond DON'Ts"in yourmoleriols. This is for sofely reoson.

Agoin,you hove10 improve the viobilityof yourproduct. lf you hovecleor iorget t morkelond morkeisegmeni so you con hovecleor projecfion. Like you con include dendrology{clossificofion of irees)in youroclivities lor Highschool cnd eiemeniory students.You moy olsoinclude how lonninis producedfrom lhe borkof irees,thot ionnin is used in leoiher crofls lo sofien lhe skinof onimols.These ore exomplesof + you your products. I ociivilieswhich miohluse to complement core i + +I + + t Poge32 of 58 t

{ I ExecutiveSummdry : CASIGURAN l.BusinessConcepl rl ' Wholbusiness ore you in? o Operqtionof OROKSpring Resorl ' Descriptionof the services{volue proposilion) t o Cold,fresh woler o Horsebockriding o MountoinTrekking il o ExoiicFlowers ond Orchids o Portof the Entroncefee goeslo wolershedproieclion t 2.Orgonizationor Compqny . Stolethe nome of yourcompony or ofgqnizolion o CosiguronWoler Disirict/LGU Cosiguron t . cive o briefbcrckground oboui your history, mission, objeciives ond trock record o Acquired2006 through couri seltlemeni, since lhen ihe plocewos t deveioped 3.MorkelPoieniio l| . Whois your lofgel morket? Chorocleristics? Preferences? o students,fomilies, professionols (young ond old),teen'ogers, differenl orgonizolions t| . Howlorge is lhe lorget morkei? o Approximotely20,000 to 30,000people peryeor ' Whotis ihe incomepoteniiol? t o substontiollyhigh . Whotis ihe revenueond incomepoientiol? o Oneyeor of operotion- P200,000.00 l| o Succeedingyeors to increoseby 15% 4.Monoqemeni Teom || ' Whowill run your enlerprise or business? o Wiilcreole o TourismDeporlmenl . Whotreloled experience does your monogemenl teom hove? l| o HumqnResource Monogement

{ nicti^-t a^6nata..ia( I| . Whoiexpertise does your orgonizoiion hove to mokeyour venture successful? r| o Hosbeen running ond monogingo business{woter solesj for 20 yeors 6. RequiredFunding ond itsUse . Howrnuch is needed'lo operotionolizeihis business? r| ' l-o'whotpurpose? InkoslructJre. iroining, copilol expendilures, morkeling. r| Poge 33 of 58 r| {

eic. i o 10Million o Infroslruclure,iroining, copifol expenditures, morkeiing, etc t ,.SusioinobilityStrotegy . Howdo youinlend 10 susioin this business? . Co-linLoulpro.no'io. t ' you Con exit in this business? Whoi cosis? Yes,we con selllheplqce ond eorn20 Millionor more rl Commenls/feedbqck; Mr.Chris: You hove o colchypresenlaiion. Even the useof the phrose"Cool no coolsc1 t Bicol"is good. PoslorJob: The Cosiguron group is fuiure-looking, they qre implying o woid clossresort t of lhe future. Mr.Philip: Whot wos nice wos thot ihe produciemerged oul fromthe wcJter supply. li t likejusi o bonus.This is on exompleof moximizingresources, Mr. Chris:lt wos good thol they mentionedlhe qwcrrdsrecelved oncl the speciol feoluresof the 1own.The project is colloborotionbelween lhe WoterDislricl ond the t LGU,so the rolesof the differenlslokeholders were connected. Do you hqve q figureof howmqny visitors lhere qre? Bosed on ihe income? t Engr,Teiodo :We chorgelen pesosper heod for entronce fee. For Februory to Juneof 2008we collecledPhp 20,000.00. li is lhe peokseoson. t Mr. Chris:Are you soyinglhoi Oroksprings will hove visitorsonly duringo podiculor seoson? t Engr.Teiodo: Nol so, bui thereis crn on-going rood construciion ond onceihis is finished lherewill b'e on increosein lhe nurnberof visitorsand revenues. t Mr.Philip: I think you need to mqkemorkei segmenlotion.

Mr,Chris: You need olso to knowthe buyingpreferences of yourvisitors. You moy solicil I feedbocks.

PoslorJob: Your qreq issmoller compored wiih Buclngol TobocoCity. Moybe you cqn I ge'i idecrsfrom them. Theyhove fishingoreo, swimmingqreo ond oiher focililiesthere. Thisis 10 moximize your resources. t Mr. Chris:Cosiguron ond Bulusonbolh foces PqcificOceqn. You moy highlighlihis informcriion.This is importontbecouse Pocific Oceon hosbigger cunenl ond bigger r| wovesso ii ispoientiol oreo for wind surfinq. t Poge34 of 58 r| I I ExecutiveSummory : SULL,SAI.I -,1,s'-ess Concept . Whoibusiness cre youin? c Eco-Tourism . Descriplionof lheseryices {volue propositionl o Fco-Adventures _ Mounloineering _ Koyoking I - Comping - Spelunking I - Hjking/Trekking o KeSeOrch o NolureTripsleducotionol lours I o Agri_iourism o Cullurol& HistoricolTourism o Culinory ) ..:'gonizoiionor Compcny . Slotethe nome of yourcompony or orgcrnizolion ^. o ButusonMunicioq,Fco-+ourisrr Council I ' urveo brief bockgroundoboui your hisiory, mission, I record objeciivesqncr rrock j '/orkeiPoleniicll . I Whois your lqrget morkel?Chclrocieristics?preferences? o TorgeiMclrket: Locol crndForeign Tourjsts o Chorocieristics: I o preferences: . Howlorge is ihe lqrgetmorket? I - Foreign= - Local = . Whoiis ihe incomepotentjol? . js I Whol ihe revenueond incomepotenfiol? ',aonogemeniTeom . WhowiJl run your enierprise or business? o MunicipolEco_Tourism . Council Wholrelated experieoce does your monogemenl promotionol ieom hove? o Aovococyond Moleriolsdevelopmeni o Ecoexpjoroiions o Eco_Trekking o Spelunki

Poge35 of 58 Koyoking I tutqbJishmenlof eco-villoge t 5. DistinclCompeiencies . Whotexperlise does your orgonizolion hove io mokeyourvenlure sUCCesstUl? + o Expedisein eco-lourismpromolionql moteriols devejopment o Experienceinodvococy ond mossmedio t o Experienceintour guiding o Fluencyin orollqnguqge for lourlolks 5.RequiredFunding ond its Use * . Howmuch is needed.to operotionolize ihis business? . Forwholpurpose? Infroslruclure, lrqining, copiiol expenditures, morkeling, t elc. o Troiningof tourguides o Morketing o Capitolexpenditures t o Advococy cost

* T.SustoinobililySkoiegy . Howdo youinlend lo susiqinihis busjness? . PeriodicAssessment/evoluoiion . Sirenglheningof odvococyond morketingstrotegies t . - Conyou exil in lhis business? Whol cosls? t Commenls/teedbock: PoslorJob: Thepresenlolion wos well prepored. t Mr.Mercodo: Bulusctn hos diverse producls. Mr. Chris:Buluson hos mony pqckogesbeing offered.Aboui monqgemenlond t compelencies,the monogementtecm hos relqtedexperiences. They cltso odded conlinuousleoming under sustoinobiljly. t Mr.Rene: Moybe we con olsoinclude legisloiive policies under sustoinobiliiy. PoslorJob: ls lhere on ordinonceon lhe mergingof AGAPond the LGUof Buluson? + Mr.Albie; There ore Memorondumsof Agreemenlon specificprojecls. PoslorJob: ClviJ.Society Orgonizofion,s {CSO) porticipqiion is reolly very cruciot for t progromond projectimpiemenlotion. I Mr. Phili : The 1i--- belweenSEMANCOR ond LGU-prietoDicrz is ooclolso. Poge36 of 58 I I I Mr. Chris:There ore LocotChief Execulives (LCES) who ore ofroid to engogewith CSO5 becouselhey connoi hondleif. LCE5usuolly woni io defineeveryth;ng. The issue is I moreol engqgementnol empowermenT. ForBuluson you hove lo separoleqdvococy fromrnorkeljng. For your pqckoges. you r| need lo _deiineii. Definepockoges crccording to offorclobiliiy;you hove io moke ql9 nS of the pockogestol differenlgroups. Like for Cosiguron,they cqn chorgeo differeniomount for q differentsenr'ice. The Orok springreiort cqn hove o seporote spocefor higherpoying mqrker. lr isokoy io pqy odditionoromounr for t ,,no". certoinruxuries. Jnthe serviceindustry, you do nol soy Whenyou designo producl il shouldbe q offordqble.forspecific torgei segmenl. lf youhove diverse froducls. wnot you need n t segmenlotion.Develop very specificmorketing moieriols for specificiorgel group. Brondrecoll is very imporlonl. Los Bonos meons hol springs,when you soyBoguio ii is the peonui britileqnd ube jom, NcrgqCity hc|sthe CWC. Findsomeihing ihoipeople t con eosilyossociole your producl, I t r| t at lI

Poge37 of 58 I

I ExecufiveSummory : PIIAR l.BusinessConceol I TheMunicipolily of Pilorhos mony iourism poienliql deslinoiions such os beoches, ruins,fqlls crnd whoie shorkwoiching or interociion.However, omong other lourisl deslinationsof the municipalily,the RIVERCRUISING, SPELUNKING ond BIRDWATCHING I pockoge islhe ecolourismbusiness thot the lown con offer1o ihe provinceond io the noiionoliourismindustry. RIVER CRUISE on PuliooRiver, SPELUNKING ADVENTURE lNBrgy. SonJose ond BIRDWotching in Brgy.Socnongqn wilh the visiilo one or,lwofishponds t wiih nqtiveond/or exotic cuisine is o four-hourfuil pqcked odventure ond octionof eco-leisuretounrsm pockoge. I Thefloro ond founo iogetherwi'ih different mqngroves qnd morineproducts will highlightihe rivercruise. The uphill ond downhillexercise, one ond o holfhours inside the covewolking in o two-inchof moggots,wotching differeni insecls ond boh willihrill I onyoneplus lhe feorfoctor in ihe dorkwill suit the odveniurousmind of on individuol. Theviewing of migrolorybirds os they nestond Jlybock home,ond os lhe sunviews its wonderfulfoce behind ihe clouds eoseslhe mind. Moreover,ihe inlerociion with r| noturewill lellwe ore port of il. 2.OrgonizoiionorCompony r| TheMunicipol Tourism Office is creoted ihrough on ExecuiiveOrder, Ihis wos one of lhe concepts of former Monny T. Sio when he poved the woy of creoting Pilor Heriiogeond TourismCouncll under lhe MunicipolOrdinonce 004 Series of 1997os one r| ot hisflogship progroms. ln 2005,Tourhm Core Groupwos utilizedond the responsible groupon ioppinglhe Deportmeniof Tourjsm,Philippine Associotion of Diven,lnc ond the olherstokeholders for hovingo propervisit ond documentoiionof touristpoieniiol desiinotionson lhe oreo.The Porou fesiivol is one octivityinlegroted wiih lhe iourism I progromslhoi showcosesthe cullureond herilogeof the municipoliiy.

3.MorkelPoientiol { Thisecotourism project lorgetsthe 30%of ihe Donsoliourisis who inieroc'iedwilh the wholeshork. Ihus, offering ihem o uniqueproduct in ihe neores'ilocolity will hold iourisifrom geiiing oul of lhe oreo ofier whole shorkinteroction. Likewise ihe project t iorgeis ihe incoming ironsientbusinessmen ond odvenlurousindividuols from other placesutilizing Pilor porl ond tronshipmenlporl of the souihernlip of Luzongoing io lhen Vizoyosislonds to stoy o littlelonger in the municipolityhoving lhe beyond usuol experience.As storters, ihe projecl is iorgeiinglhe minimumof Php40,000.00 revenue peryeor.

4.Monogernenl Teom The mqnogementond supervisionof the proiect liesin the honds of responsible personnelfrom the LGUPilor, lhe TourismCore Groupheoded by 'lhe Moyorond fuily supporiedby ihe personnelwhose experience in ihe businessis not lesslhon five {51 yeqrs will ensureihe conlinuoussuccess of the progromsond projectsof iourism induslry.The cooperoiion ond oclive DariiciDoiionof lhe slokeholdersis not discounled Poge38 of 58 thot willhelp more ensuring ihe properflow of iourismoctivilies. 5.Dislinci Compelenc:es Governmenlsupporl is o plusfoclor. Polilicolwillis o mcdorcomponenl in successtul implemenloiionof ony governmenl progromsqnd projecls. On the other hond, iechnicol expertisecon be southnoJ only from experiencebui throughlhe qssistonce of DOT,NGO, PO wilh ihe same line of ioroelon ecoJourism.

6.Required Funding ond its Use Ihe 20%Countriside Development Fund is one sourceol funding thot con be utilizedfor lhe conllnuingmuniclpol lourjsm industry. The omount will depend on ihe budget allocoiioniniended for the immedioteprogroms and projecis. T.SustoinobilityStroiegy TheLocolChief Execulive iso mojorkey in qny municipol EcoJourism indusiry. The understondingof the imporionceoi conservotionond preservolionof noiurol resources,while offering ecojourist destinotions will give the insurobilityof the projecl.

lf incose the LGU-Pilorinteni to ceoselhe hondlingthe iourism indusiry, o ironsition iimeof preporingo worthyossociotion or councilthot con monogeond underlokethe romsond proiechon eco-lqurism,o properond formqllronsiiion shqll be done. Commenls/leedbock:

Mt.Chris: The Bulusan group ideniified river cruise, spelunking ond birdwotching os iheir core product.They ore veryspecific on ihis.Their iorgei morkei, 30% of Donsoliourists wosolso meniioned. lt wosvery specific lho.i they will colloborote wilh Donsol.

For ihe producl or servicesit is okoy, rolher lhon hoving o mixtureof different products,you chose o disiincl product ond nonowed down io river cruisjngwhich Donsoldoes not offer.lwould likelo shoreihot in LokeCebu the tourguide weqrs ihe T'bolicoslume. they even use o porioblesound sysiem while describing the ploceond iis speciolfeoiures. On the otherhond in Bohol,ihe boot driverwould sinq for the iouris'iswhile novigoiing lhe boof.These ore odd-ons.

Forcompelifors, I lhink river cruising is unique. I doft't ihinkI hove heordof the some product here in Bicolregion. With regordsto viobili.ty,ihe group needs to compuie whol yourinvestmeni requiremenis ore. I suggesiihoi the visitorspoy oneentronce fee only.li lurnsoff visitors if they hove to poy severoifees. These iees should be pockoqed o reodyond o onelirrepqyr'ten'.

Mr. Joel:ln Donsolvisitors poy only ot ihe Tourismoffice o onetimepovmeni. lncluded olreodyis the registroiionfee. bool rentol,fee for ihe butondinginieroction officer, eic.

Mr. Chris:How did you orrivewiih youriorgel of 30%of Donsol,stourists? Why nol 4O%? Whoiwos lour bosisor logic in orrivingot fhot figure?

Poge 39 of 58 PqsforJob: We would like1o torget conservqlively.Some soy thot our pockogesin lhe brochureore q bii high,we intenclto lowerthem.

Mr. Chris:"Affordqbilily" isrelqlive. Moybe you need no1put the prices in the brochure. Thisinformolion con be mode ovoilob,lefor the tour operqlors only. Or lhey con texl or coll lhe iourismoffice. lhe conlocl numbersof which ore pdnted olso in the brochures, if they clrereolly inleresied.

Mr.Sim; Or you mightiusi pul ihe pricesin o seporolesheel on inserllhem. Youshould nol includeihe pricesin lhe moin brochureespeciolly if theremighi be chongesin your orices.

Mr.Chris: ls it possiblelhot one cellphonenumber cqn be usedio onswero I ihe queries regordinglourisi desiinotions in Sorsogon?This number is o common morkelingunii for oil. All queslionswill be onsweredlhrough texi or col. ll would be nice if ihe number wouldbe eosylo remernberlike: 09r_ - soRsoGoN17 6776466)

ActionPlonnino ond ldentifvinoAreqs for Colloborqtion/coooerqiion

Thefqcilitqlor commended everyone on the presenloiionsihot iheymode. There were monydevelopmenls ond monyideos ihot comeup. He further odded thqi ihe business plclnprepored con be submiliedio fundingogencies if theywish to. They only hove to followthe oulline for business plqn preporolion.

Hesoid lhol in morkefing,if you oreolone mosi probobly ihe cosiwouid be ioo highor thelorget mcrrkel mighl be ihe some.lt isgood thot there is on instituiionor unillo loke coreof lourism.

Al ihispoini ihe fociliiolorosked ihe grouplo preporeon implemeniolionplon of ihe ecolourismbusiness plqn thoi theyconceptuolize. The guide questions for ihe ociivily wete:

. Howore you going lo mqkeyour business pion o REALITY? . How con you COLLABORATEor COOPERATE with oihersiles or inslilutionslo mokeyour business plon o SUCCESS?

Poge40 of 58 I

a.linn Pl.innino O I Aclivity Oulpul Resources Time Person |.1€eded From€ ReEoonsible PRIETO DIAZ r| luly lo Office of fhe Environmenlol Community Brochur--s, cdmpolgn/ podicipqtion in eoflels Sepi 2008 Moyor, aworeness Borongoy IECper borongoy ecolourlsm t Coptoins, POs, NGOs y 7, SB Legislolive octlon Officiol ond formol Ecolouism .Ju I odopling the recognition of lhe businessplon 2008 ecotourlsm buslness pon by the LGU oldn Medlo, Office of PromolTons/ods nlroto themorket Medio, Augusl t brochure, 2008 the Moyor, POs leofets onworos & NGOS wilh o'ther Ties ore estobLhhed Sepl.2008 Moyorsof torgel r| Linkoge LGUs, lnvolved ond slrenglhened municipollties NGOsond POs of ihe Perlodic evoluoion Progroms, Proiecls Offlce r| ossessmeni of ond ocls ore Mqyor, NGOS ond octivitles monLToreo ond POs rR o stN 'lroveLling Ari,Victor, Noel r| Mqrkel reseqrch -Tourism dqlq June-.Jrlly coliecied. expenseS 2008 -Morkef size,growth r| irends, torget segment, chorocierlstlcs ond needsidentified. I -Competition idenfified. Ari,Viclor, Noel Linkoging wilh Servicesor or-^osol Trovelling JUne-Jrrry I oiherslte/insiitutions complementolion expenses 2008 identified Creotion of MuniciPol Municipol TourlsmExeculive July2008 LGU-lrosin t To!rismCouncll Councilformed Ofder or 5B resoullon MLrnicipal Convene Municipol presenlolion, August Councl TourismCouncl fino izotion ond 2008 Tourism t odopilon of the Businessplon -Tnonogemenileom idenlified t Augusl Municipol Developmeni of -brochures, fiers, Printing liinerories ond lour weDsIe sUpplres 2008 TourismCouncil -oroduct oricino Troiningof ProvideB copobility of service Semlnor Septembe Municipol oTovoers suppltes r 2008 TounsmCouncil CASIGURAN Poge41 of 58 l Il

I Activity Outpul Resources Time Person Needed Frqme Resoonsible Sourcingout of funds Acquired necessoryFlnonciol 3 monihs Locol Chief ll funds Execulive iLCE), SB, Cosiguron

DiskicilcMl t Trolnlngof personnel AcqUired necessory Competenl 3 months skilsond knoweclqe Trornor otficer Coordinolion with Memorondum of Poicies ond I monlh LCE/ CWD- Agreemenl GM/Borongoy + where the projecl is Coptoln ocoled Concluct ossemby or Goined flondouls,fliers I month tCE/GM/constit + "pulonq-pulonq' Acceotobilltv UENTS Ulilizotion ol existing Revenue Operqtlonql Llnll ihe Pfesenl resort fociliiiesond ovoiob e fund opprovol personnel TeS0uTces & releose + Pron-rotionsond olher of odverlisemenls t funds Ptt Tourism Cenlefs Brochures ond June-luy Tourism personnelsemlnoT louTsm cenTer lounsm 2008 consullont/ + personnet slondqrds Tourism Center DOOKETS persoanel(Joe, Jonice, Albert, JOOt + -Tourisrr Tourism siokeholders' shored Tourism JUNE. Tourkm seminor/wofkshop sTonooros A!gusl Consultoni, t -Orgonlzed pooKeru 2008 Tourlsm officer slokehoders P 50.000.00 ondstoff Mqrkel reseqrch Dolo on lourism Dolq frorn June to Jqnice, Job, goihered Donsol, DOT, AUgUSI Joel, Ad, Brgy. + oncl 2008 Ofiicios, Tourism prospecTve oFfice.s nurnber of t torgels, & number of p oces oI t potentiol ecolounsm stles t FomiliorizotionToLrrs of -Knowledge ond P 25,000.00 Art,sonny, .loe, rour operoTors qrq ossessment of 2008 Job,Jikiri 3rner rour orongers lourisrnpotenliols -Recommended + viobiliiy of lhe + tourismpotentiols t Poge42 of 58 + I

I

Resources Needed

BULUSAN LGUond AGAP Dolo bonksel uP Office Finolizo'tlonond Buluson,Inc. Presenlollonof Business ond funclioning SupPlies -Fundlor Plon -Conductmore ln- Reseorches -Humon depth reseofchon EcoToursm Resource . TourhtArrlvo s n Buluson . lnvenlory/Proflling ol Ecolourlsm Deslinollons . Volidotionof Dolo

Ecotourism Desiinoiions HUMON Oclober LGU.MDC Gc-orporoion ot the BusinessPlon (Moyor) odopled in Resourc-- 2008 BusinessPlqn 10 The SB(Vice-Moyo0 mojorpons of LGU mojorp onsof the . Annuo Inveslmenl Plqn . Comprehensive DeveLoPmenl Plon TermPlon golng qnd AGAP- Eslqblishednelworks -Numon On IGU Linkoging/Networkjng Buluson,lnc . ond linkog'os Resource Promolron -Fund . FundSoufcing >DOT tor . Stokeholders >NEDA . Complemenlory >ODA pfeporollon Sites >Conservotionnil. >PEF >FPE >elc ProjeclProPosols submlitedto funding

ociiviliesin Bosedon the oulpulsihe followingmunicipoiilies hove similclr/common iheiroction plons! l.Trolninqof oersonnel Pilor,Cosiquron, lrosn 2-HrOmOllon -siguron, lrosin, Prieto Dioz, Buluson 3.Linkoqinq Buluson.Prleio Dioz, lrosin 4.MclrketReseorch Pilor,lrosLn Poge43 of 58 5.LegislotiveActio; PrieloDiaz, Cosiguron,.uiuson- lrosrn AL-Cfuis: lhere or. .o r-hesecould "coltoborotronl be yourpoints of so rit" i" would be cheoper if you preporotron,il oll would "Jr.ilr'"r"."ii,in lobbying policy wourdwoutdbe odvonroseouso.Jvoni^d.^," if_ you.,^,, wourd,..^,.,f:oJ,togeiher._Aiso be r"s;h"r. ifir,.i"i"?"Ji for issuesil otrot you ,YrElr:ffiU::,fi,] ::19_":J"d.i?, so rhqrrhere wi o sinste hope nornrng/workshopwi not just end ,be thorihis herebut' rother thot i-nere ";i;rr"iir;*Juji ol"o rolo* tnrouqn. M5.Joji and I hod oheody -. discussed,thiseoriier ond she ogreed on proposition. i!ru:&"i?fi!^'i?,:;*"'H.'r"fl ffiFiity*#:,,3'r#"s""!## my ifliliFi!:fi x'Jil',:"f i?Fliql'Hlff 'ffi."*;*:i;fi .fltrti :,tri3lf;j;,#"ff:i".jfj'r*n"ro,rr",""ii"[Jn"io*,i?i"'ocor.o,.X"rp munrc,po,iiies :ii,j,hC:i-Jlii":#'J:;"ffi:#Til','i," ill'iliit Thevwirl 1'ffJ'l',"?:rffili:m**':*.1eu9rooofi *';;.';'*il.'+il:"'ff llirgi .omoprmbuenreni;;i.w;ffi";iT,""i&!i.t:"if,jilTIff:^:i,""..,1€iglHffi '; no i :,H:t": ?;yfi"" 3ioff :lT:ilf :?:,fl[][l l * i;]tgi$i"o soootnor l*r. Rene: Whoi isthe lime fromeforAGAp io do ihis? l r. Chrls:Ihis is urgent. AGAP wiltconsojidoJeihe oction plonsond pockoge croposorwirh the heJpof LrKAs,of-course. if into o cgencies. Thjsproposor *ir o"lrii,rtro io funding Ecotourisminsorsogon nos tne poteniiots tnl *,:il:J:,1:Y;lTtr5lt'jn#Jtl,ff"#fi:ffi**:i:ul,giu*ey;*" tilr,ilirr m meonsjoks. ,rt, Sim:We ourselvesshould experjencewhal oiheriowns ore offering, ,$s.Veron: Inler-visiloiion? Or lmmersion? howvou wourd do thor. Movbe in 1"t'i$,li:tJ';.ffi3,J:'.',JJi:l:^"1:t^know're rnerecny more vour -re cho enge? suggeslions?b ecee tokingo;

XJj|J?,'l;l';17,flJ;T:i3,?#,:r^j"lus..The,inpuisonbusiness pronnins ond rhe -^ereo consensus? u,sls thisokov wifh everybody?ls :3:"?J"'ffl;:i',;tF,ffi Ar€|wa .':mffi -^i^^ r^""1t.:,^-Sy!99t," :ii:;"0i",o,.-,v.*"i,i;ui];;l:ffi :ffi,:;

Poge44 of 58 I

l*- NormsiwE I need ro moke these.pJcrnsinto o reolity. -:. :: wi jt woutd But we know lnor wiihour be difficuttfor us. we,tnrrerorc cnJiiJng""i,ao"s :-- ^tr vsio supporl [,o,_oy, ou ,n"* I uson lechnicolmqllers c|nd orrirf"nJ" *: -eeo nelJ"j. MostespecjolJy netpio lobby to ourcorresponding LGUS. M.. Chris: I Moy we requeslMs. Joji of IIKASfor o response? Mi. Joji: lnsiiiuiionqlly,lhere ctre n I ,.-.:--e:orocus ou, pios-n, oii!"i:#T::h:ir'JT,: hosro senie : _' fl,f;fl?::.:Il, .-:3 c.cgroms.we srorred I wouldrti, u"r nolr..,rJ"o#;ln:X,*l#,g#!ii like mok€ ' :- :-rvco'n.r'+ qssi5+j'.rg T,?ff,ff,l;,$: I :n yo , ir insrotr,ngsysr";;. ilr;;;; ::::-eod thr5.The business ptonsshould r-eedsro 6e'co"r"iiJ.r"J,"o?Jo.ooro, ";d"p?ooory ,nou,o ,:::e cndsulrmitted io fundingogencies. proposot b" I This ."" o.i.6iliifiro ro Fssl,pEFor

: t""'F":,::r?:."";"n^:1"^y:o?^""*:l io uswhor herp you need. The provrnce :':; ;L3:,ililnfrce. Moybe ii'"'""-.;JtJi'J'i;*il;,,r|ur;ffi'rurKswlln rne ... theiock :T:?':0flof a iouris:".:"."''o'u isonoiher probjem. ffi T: :'::entotion:,::enrolron crndon.j vcrtidoiionv^ti.-J^ii^hrv,vu,,u,, ,.,^.,_-^]:,Ir.trru Duringlhe reseorch -: - workshop,wurKsnop,it|l _"1i.iowas sqld ti"tthol eoch - cockoge.The inslollolion lown will hove iheir own of svst.:ms rseqsy bul lhere"J.XlJ"r"is ihe need :-:oucls ol eoch fown. loto deyelopdevFtn^firstft.r theil.^

Pl'l?:1t_l?iocA-pihe enthusiosm-is ry: ihere.burwe oreor presentfinonciolty droined. ocrvtreswe loic;;ii ili howobour ,,:,:,",":ffitff.i%f".;f:"fillg- ' ihe orionphose. Thiswo.r r.i, sourceoui runds ror the ""t,iili iri'",1ilffi:.Um?f j|lr. Chris:Whot you need to do is^iocgnsoljdaie fjrstthe pJcrnsond then submilo :.-:i""Ji: phose*ouro ou'oi ti"'i'premenrolion HS[t"i33133j;tli.:'g:nizinepushing is forlhe :::-enrerpnsedevelopment. communllyro go hlo -: whot']^l::.-"!"osslslqnce do you need?ls it just :ose,.noybeIcon helpyou. logistics?lithot is Vr. Joji:PEF con help;i con tolkwiihjl?r De,veJoprneniAssociole jlli*l';,:ij p tnoioecouse lo hetpus develop o i _j:;i;'J::l?:, B,:: t,"qr rneielie"no'iunosorouoserl .-::; rnor nqv;to ;;,*j;;#i'HffJ?e?.TJSlfl?S ::l?u|.iffi,",;4iffi, r&. Ch s: Is lhe concepl occeptolf,le for,everybody? _l:ll''i]'j!!J!i,:Xi:r"i:i,fOr would il be more okoy if you '- -1e ;:i'j,.T:'::;in:,ryii::*i,;b"',..TiFJr*J ... concept,il isokoy.

s!q1Yq!U ]!g!qg rlhefo owin

Pcrge45 of 58 r| r| L Orgonizing 2. Additionolmorket reseorch for specificmorket 3. Producideveloomenl -Rivercruise for Pllqr + -eco-odvenluretor Buluson -Educotionolodveniure for Prielo Dioz -heolihqnd wellness for lrosin T -sw mmingesod for Cosiguron 4.lmolementolion I 5. Moniloringond Evoluolion Youhqve lo ihinkoboui ihis ond if youthink it isokoy, you moy conlocl ond inform + LIKAS.The business plons vou hovemode hqs lo be consolidoledbecouse il wouldbe the bosisof the proposol,You hove to thinkond decideif youwould form o consorlium + oron ollionce. Foro closingmessoge. moy I shoreo slory:There wos once on Americonboy who dreomlof becomingo fighterpiloi. During World Wor ll, he decidedfo enlistol ihe Air + Force,but sincehe wos just l6 yeorsold ihen, he wos not odmilted. The following yeor, he ogoinenlisled ond he wosfinolly odmitted. He wos sent lo ihe Pocificond become on excellentfighter piloi. One doy duringon operotionogoinsi Joponese forces, he t wosoble io downl0 Joponesezero plones. He ihen proceeded io relurn10 the oircrofi conier,bu'i the problemwos thol he londedon the wrongship; il wos'ihe Joponese oircroftconier. The lesson wos thol il isnol olwoysihe flyingthot is imporioni, but olso + the londing. I hopethoi whoieveryou decidewith regords to youriown's ecolourism progrom I willreollv benefit the communitv.OtheMise oll ourefforis will be worlhless.

Thonkyou, I hopeihol lwosoble lo coniribuleond be of helolo vou.

The porticipontswere oworded with certificolesof porlicipotionbefore deporiing t home.Ihe workshopsession ended ol exoclly4:00 in lhe oflernoon. t t

Poge46 of 58 AnnexA. Ihe HumonBingo

B I N G o

Hasvisited a Hashosted a Enjoyssin9ing Hasjoined a Hasstayed in a forcigncountry groupof tourists guidedtour hotelrecently

Haspartidpated in Workingfor 5 Hasvasited a FREE a planning Wentswimfiing years scenicpla€e worKsnop thissummer

Knowshow to Lovesto read Hasclimbed a Lovesto travel Knowshow to onvea car oooKs mountarn s€ubadive

Lovesto watch Anenvironment Hastaken an Hasconducted a Hasconducted a rnovies activist airplanerecently Productpromotion training campaign

Poge 47 of 58 o CompetitiveWeaknesses . What makesother competitors better than them? . FutureCompetitors o Whodo yousee as possiblecompetitors? o wny arethey entering the market? o howstrong are they? Why? . Marketingand Sales

. Productsor ServicesOffered o What isthe productor serviceoffered to o Describe thetarget market? the coreproduct and ,uppt.rentury pr.oarJlZ . Pricing o Howmuch is the productor servicegoing to beoffered? Distribution o ca.nthe target market avail of the product . l-.19w or service? ylruF is yourproduct or serviceavaitable? o vvnarmeans canthey pay for the productor service? Promotion o Advertisingand publiciw o TradeShows o Partnerships o Discountsand Incentives SalesForce o Who willbe sellingyour producr or service? o nowmany are they? o Howare theygoing to sellyour product or service? SalesForecasts o How muchof yourproduct or serviceyou project 18,24 months? to sellin theflrst 6, 12, I W. Operations I . ProductDevelopment o DevelopmentTeam o DevelopmentCosts o DevelopmentRisks

Poge55 of 58 III. MarketAnalysis . MarketSize and GroMh o Howbig is the market? o Whatis the groMhprojection?

. MarketTrends o Whatis the directionofthe targetmarket in the pastyears? o Arethere emerging needs or pattern?

. MarketSegments o Whoare you targeting as clients?

. I o' gclEv rEgrrr lr o Fromthe differentmarket segments, who are you targeting to serve?

. CustomerCharacteristics o Describethis group or groups?

. CustomerNeeds . Whydid you decide to targetthem? o Whatcustomer needs can meet or exceed?

. PurchasingDecision Process o Whatfactors make them decide to buyyour product or service?

. ProductPositioning o Howdo youwant your product to appearfrom your customers?

IV. Competition

. Profilesof PrimaryCompetitors o Whoare your competitors in thisindustry?

. Competitors'Products/Services & lvlarket Share o Whatare they offering to theircustomers? o Whatis theirestimated share in the market?

CompetitiveEvaluation of Product o DistinctCompetitive Advantage . Whatmakes them better than others? . Whatare their strenoths

Poge 54 of 58 I

I lII. MarketAnalysis . MarketSize and GroMh I o Howbig is the market? o Whatis the groMhprojection? I MarketTrends o Whatis the directionofthe targetmarket in the pastyears? t o Arethere emerging needs or pattern? MarketSegments o Whoare you targeting as clients?

+ Ter^ata.l ca^mantc t ., Fromthe differentmarket segments, who are you targeting to serve? CustomerCharacteristics + o Describethis group or groups? CustomerNeeds o Whydid you decide to targetthem? + o Whatcustomer needs can meet or exceed? + PurchasingDecision Process o Whatfactors make them decide to buyyour product or service?

ProductPositioning + o Howdo youwant your product to appearfrom your customers? I IV. Competition Profilesof PrimaryCompetitors + o Whoare your competitors in thisindustry? Competitors'Products/Services & Market Share i o Whatare they offering to theircustomers? r| o Whatis theirestimated share in the market? CompetitiveEvaluation of Product o DistinctCompetitive Advantage I . Whatmakes them better than others? t . Whatare their strengths Poge54 of 58 || I| l. CompanyDescription

. l'lissionStatement , Summaryof Activ\tyto Date . Competenc\es . Productor Service : Description -. Benefltsto customer ^, . Differencesfrom current offerlngs . Objectives . Keysto Success . Locationand Facilities IL IndustryAnalysis . EntryBarriers What constraintsor bal rrerscompanles have from or business? enterjngthis industry

. Supplyand Distribution ., Whoare the service or productproviders? () Howare they delivering prodr.t, the oi s".i.e, to thetarget market? TechnologjcalFactors ,, Is technologyused for this busrness? , Howthey are employed? Seasonality . Whenis the peak and low season/ Whatfactors contributedto the peakand lean season? mitieatinsor pump_priminsfu.to".;;;;;;;; rmprove]Llat performance to minimizerisks or durjnglow or peakseason? EconomicInfluences , inthe economy yr?"r,Js$"" contributeor dictatesuccess or fajtureofthe

RegulatoryIssues Arethere relevantregulations that can help the business? thatwi impedegrowth? Regulations

Poge53 of 58 + + ExecutiveSummary B. BusinessConcept . Whatbusiness are you in? + . Descriptionof the services(value proposition) 9. Organizationor Company + . Statethe nameof yourcompany or organization . Givea briefbackground about your history, mission, objectives and track I recoro 10.lvlarketPotential t r Whois yourtarget market? Characteristics? Preferences? r Howlarge is the targetmarket? t . Whatis the income potential? . Whatis the revenueand income potential? I 11.Management Team ' Whowill run your enterprise or business? t . Whatrelated experience does your management team have? 12.Distinct Competencies t . Whatexpertise does your organization have to makeyour venture successful? 13.Required Funding and its Use . Howmuch is needed to operationalizethisbusiness? t . Forwhat purpose? Infrastructure, training/ capital expenditures, marketing, r| etc. 14.Sustainability strategy . Howdo youintend to sustainthis business? r| r Canyou exit in thisbusiness? What costs? r| r| t i Poge52 of 58 {I Ix. Developmentand Milestones rin'e.rnay oe specified on a relativescale rather than specific calendaf dates. l4ilestones t mayinclude some or allofthe following: . FinancingCommitments . ProductDeveloDment Milestones .l o Prototype o Testing o Launch t . Signingof SignificantContracts . Achievementof Break-evenPerformance . ExDansion I . AdditionalFunding I . Anyother significant milestones x. Risksand Continoencies Somecommon risks include: l| . Increasedcompetition . Lossof a keyemployee . Suppliers'failure to meetdeadlines I . Regulatorychanges . Changein businessconditions t XI. FinancialProiections . Assumptions(Start date, commissions, tax rates,sales forecasts, etc ) . FinancialStatements (Balance Sheet, Income Statement, Cash Flow Statement) t . BreakEven Analvsis . KeyRatio Projections (quick ratio, current ratio, D/E, D/A, ROE, ROA, working capital) I . FinancialResources I . FinancialStrategy XIL Summarvand Conclusions t ADpendices N4ayinclude: : . ManagementResumes . CompetitiveAnalysis . SalesProjections t . Anyother supporting documents I t roge ct or to i J

IV, Comoetition + . Profilesof PrimaryCompetitors . Competitors'Products/Services & lvlarket Share I . CompetitiveEvaluation of Product o DistinctCompetitive Advantage t o CompetitiveWeaknesses . FutureCompetitors r| V. Marketinoand Sales . ProductsOffered . Pricing r| . Distribution . Promotion I o Advertisingand Publicity o TradeShows o Partnerships t o Discountsand Incentives . SalesForce I . SalesForecasts VI. Operations . ProductDevelopment I o DevelopmentTeam o DevelopmentCosts o DevelopmentRisks r . KeySuppliers . Produci/ ServiceDelivery I . CustomerService and Support . HumanResource Plan T . Facilities VIL Manaoementand Oroanization . N4anagementTeam I . OpenPositions . Boardof Directors . KeyPersonnel . OrganizationalChaft

VIII. Capitalizationand Structure . LegalStrudure of Company . PresentEquity Positions

P0ge50 of 58 Tableof Contents

ExecutiveSummary 1. BusinessConcept 2. Company 3. MarketPotential 4. ManagementTeam 5. DistinctComPetencies 6. RequiredFunding and its Use 7. ExitStrategy

MainSections L CompanvDescriotion . MissionStatement . Summaryof Activityto Date . competencies . Productor Service o Description o Benefitsto customer o Dilferencesfrom current offerings . Objectives . Keysto success . Locationand Facilities

U. Industrv Analvsis . EntryBarriers . Supplyand Distribution . TechnologicalFactors . Seasonality . EconomicInfluences . RegulatoryIssues

III. MarketAnalvsis . MarketSize and GroMh . MarketTrends . MarketSegments . TargetedSegments . CustomerCharacteristics . customerNeeds . PurchasingDecision Process . ProductPositioning

Poge49 of 58 .Annex B.The Business plqn Booklel

Eco-tourismBusinessPlan

Nameof company Contactinformation Date

Poge48 of 58 {

. KeySuppliers t o Whoprovide your raw materials or inputsfor yourproducls or services? o Howorganized and reliable are they? t o Howexperienced are they in providinginputs? . Product/ ServiceDelivery t o Howare you going to deliverthe productor serviceto thetarget group? o Whatare the processesinvolve in deliveringthe productor services?

I . CustomerService and Suppod o Howdo youdefine customer satisfaction? o Howdo youintend to providecustomer service and suppot? I o Howdo youhandle feedback? Positive and negative t . HumanResource Plan o Howare you going to havethe bestpossible people in yourbusiness? o Whatis your recruitment process? Who are you going to recruit?Where I areyou 9oin9 to findyour people? o Whatis your hiring process? Firing? o Whatis your performance management and evaluation system? I o Whatis your career development and plans? o Whatis yourcompensation and benefit package?

I . Facilities o Whatare the facilities/ infrastructurethat you have to producethe nr^.1".i ^r

. ManagementTeam t . Boardof Directors . KevPersonnel t . OrganizationalChaft VUI. Capitalizationand Structure

+ . LegalStructure of Company -f- o Whereare you registered? . PresentEquiw Positions o Whoprovides financing to yourcompany or organization? + Pqae56 of 58 q- t I IX, Developmentand Milestones

Timemay be specified on a relativescale rather than speciRc calendar dates. Milestones mayinclud€ some or allof thefollowing: . FinancingCommitments . ProductDevelopment lvlilestones o Prototype o Testing o Launch . Signingof SignificantContracts . Achievementof Break-evenPerformance . Expansion . AdditionalFunding . Anyother significant milestones x, Risksand Contingencies

. Whatare the possjblerisks you may face in yourbusiness? . Howdo youintend to mitigatethe effectof the differentrisks?

Somecommon risks include: . Increasedcompetition . Lossof a keyemployee . Suppliers'failure to meetdeadlines . Regulatorychanges . Changein businessconditions

Poge57 of 58 XL FinancialProjections

Assumptions(Start date, commissions, tax rates,sales forecasts, etc.)

FinancialStatements (Balance Sheet, Income Statement, Cash Flow Statement) o Presentyour current and projected financial statements

. BreakEven Analysis o Whendo youproject that your business will reachbreak-even?

KeyRatio Projections (quick ratio, current ratio/ D/E, D/A, ROE, ROA, working capital)

FinancialResources o Whatcurrent financial resources do you have?

. FinancialStrategy o Howdo youintend to flnanceyour business?

XIL Summaryand Conclusions o Statewhy do you think this is a goodbusiness for you to pursue

Appendices l{ay include: . ManagementResumes . CompetitlveAnalysis . SalesProjections . Anyother supporting documents

Poge58 of 58