Advice for Small Businesses

Serving SME's which have the potential to

survive the COVID-19 crisis

Hospitality, Tourism & Leisure-Sector (HTL)

Raoul Gransier
EBRD ASB Team-Coordinator HTL-Sector
20 April 2020

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Vienna, 20 April 2020

Dear EBRD colleagues in ASB and Banking,

Thank you for your interest in reading my proposal on how to serve SME's active in the HTL-Sector which
have the potential to survive the COVID-19 crisis.

The Hospitality Industry, which includes Tourism & Leisure (HTL), has been struck hard by COVID-19,
creating both opportunities and casualties.
In this document, I propose how you can help your local SME Clients in the HTL-Sector.

My name is Raoul Gransier, and I have been a Team-Coordinator with ASB since November 2018.
I serve the HTL Industry, together with a team of over 35 HTL specialists registered in MIS.

The COVID-19 crisis will have a severe impact on the global HTL-industry, and without a doubt we may
expect many businesses to file for bankruptcy, or in the best-case scenario to merge with other businesses.

I believe that my role is to help the EBRD ASB Country Offices to identify SME's in the HTL-Sector which
have the potential to survive this crisis and provide theses SME's with Advisory Services. For now, not
necessarily to grow a Client's business, but primarily to secure and sustain investments made.

In this document, I offer you four different services:

1. Regular and free 60-minutes HTL-Sector online SDA's by the ASB Team of HTL Experts.
2. In-depth, HTL industry-specific and country-focused online SDA's at cost.
3. Series of online Tutorials for groups of non-related SME's active in the HTL-Sector of your country,
at cost.
4. The "International Advisory" Framework for SME's in the HTL-Sector (at cost), especially for those
which now serve debt, or seek to apply for lending.

Please read the HTL-Sector "Assessment, Outlook & Actions" from page 2 onwards, and consider my
recommendation to focus your efforts on those SME's in the HTL-Sector which have the potential to survive
this crisis. I recommend you to be selective in proposing to your clients the services in this document.

The HTL team is at your disposal to deliver tangible, sustainable, and ideally also bankable advice.

I look forward to hearing from you!

With kind regards,

EBRD ASB Hospitality, Tourism & Leisure-Sector (HTL)
Raoul Gransier
Team-Coordinator Hospitality-Sector (Incl. Travel, Tourism & Leisure)
E-Mail: GransieR@ebrd.com
Mobile phone: +43-676-482-2535 (CET Time Zone) ● Skype: ga.ragran
Read the Small Print: EBRD ASB Team-Coordinator for the Hospitality, Tourism and Leisure Sector, Raoul Gransier,
has conferred with the ASB Advisory-Team registered in MIS to share with you their agreed but estimated-only view on
a General HTL-Sector Assessment, Short-Term HTL-Sector Outlook and recommended HTL-Sector Actions. This
opinion is not necessarily shared by EBRD as an International Organisation and is, therefore, to be considered the sole
view of EBRD non-employed industry experts only. EBRD can accept no liability for the opinions described and
explained in this document. This document is therefore not labelled as an official EBRD document.

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1. HTL-Sector Assessment, Outlook & Actions:

1.1. General HTL-Sector Assessment:

• Demand for travel already started to decline before the start of the COVID-19 pandemic.
• The COVID-19 pandemic has brought travel from the main global feeder markets (USA, China, and
Europe) almost to a halt.
• The UNWTO in its latest assessment is said to expect a 20-30% fall in international tourist arrivals
due to COVID-19.
• The World Travel and Tourism Council (WTTC) says up to 50 million jobs could be lost because of
the pandemic (no estimate has been given when to expect recovery).

1.2. Short-Term HTL-Sector Outlook:

• China is showing recent but slow signs of business recovery whereby demand for travel and tourism
is driven nationally – not internationally. Significant recovery can only be expected at the earliest from
the 4th quarter 2021 onwards.
• Europe and the USA are reported to be at the beginning, or in national cases in the middle of the
pandemic, whereby each country follows its own strategy.
• Some countries have started to ease restrictions (Czech Republic, Denmark, Austria), whereby this is
for now to be considered an experiment only.
• North-Africa, the Middle East, and Central Asia are starting to follow the same trend as Europe while
its health-care systems are ill-equipped to meet the reality of the pandemic.
• Business recovery will most likely depend on when a vaccine has been found and applied successfully;
the earliest timeframe could be 12 months away.
• Also, when new infections in the main global feeder markets (China, Europe, and the USA) are
reduced, unless a cure is found then an increase of new infections may happen from October 2020
onwards. Therefore, recovery should only be considered at the earliest from the middle of 2021.
• The new trend of social distancing and the acceptance of video-calling technology will likely reduce
the need for business travel. At the same time, MICE is a segment which may never return as we know
it – and if it does, only in reduced volumes from late 2021 at the earliest.
• Travel by itself may see an increase in travel restrictions, such as health-checks before, during and
after travel, lengthy checkpoints at borders even in the EU, and possibly a time-limit on the duration
of travel.
• Private equity SME's of small size are likely not to survive due to low cash flow and lack of funding,
and should therefore consider persuing an exit-sale or merger with more significant investors.
• Cruise lines which have until now catered mainly to the elderly may not recover at all.
• Central/South-Eastern Europe, Middle East, and Central Asia's main feeder markets (Russia, China,
USA and Europe) are likely to dry-up at least until the 3rd quarter 2020.
• If pick-up happens this is likely only from local and regional feeder markets – e.g., South-Eastern
Europe from the Balkans and when possible also from the DACH markets but unlikely from Russia
or the USA. Each country or region is likely to see a revival of domestic or regional tourism, at least
until the 2nd quarter of 2021. E.g., Brighton may be re-discovered by many of the Brits.
• North Africa caters mainly to the European feeder-markets, and when it does, only through wholesale
channels to the leading leisure tour-operators. OTA bookings will not pick-up unless airlines resume
flying again. The leisure market is unlikely to resume travelling overseas until a reasonable sense of
safety and security has returned to Europe; at the earliest from the 4th quarter 2020 – all depending on
if the virus will not return by Autumn this year.

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 1.3. Recommended HTL-Sector Actions:

Now is the time to prepare for the future and not put our heads in the sand. Embrace the future by
transforming businesses to become fit for growth, investment, IPO/M&A.

• HTL businesses (Hospitality, Travel, Tourism, Leisure) to focus on stabilising cash flow only.
• Operations must be downsized to essential services only, by closing floors and reusing restaurants for
outdoor catering.
• Short-term growth, development and investments are to be postponed. For now, what matters is to stay
in business. For the mid-to-long term, get ready to invest and grow, by seeking external investment,
prepare for an IPO, merge with other business, or buy additional distressed assets at a value below
present EBITDA multiplier.
• All effort should be given to retaining the HTL's main operating "asset", which is its people. This can
be achieved by applying multi-functionality, assigning staff to other departments where a temporary
need may exist.
• In the case cash-flow is at critical lows, then management needed to sustain the business model to be
retained, while other staff to be put on (non-) paid-leave, furloughed or in the worst case possible to
be made redundant (keep in mind, this will still come at the cost of severance pay).
• Hotels which continue to operate to consider their housekeeping staff as a fixed cost, and no longer
outsource this as a variable cost to external companies or contract as casual day-labour, to
emphasise/communicate/sustain to investors/staff/guests and the local community the importance of
health, hygiene and safety.
• Scheduled major repairs and maintenance, also that which has been cash-accrued must be postponed
until next year unless it is critical to life & safety.
• Hotels, restaurants, tour operators and other Leisure providers are to achieve economies of scale
through merging their back-office activities (Accounting, HR, Purchasing, IT, etc..).
• Incoming Tour-Operators to change their business module from Incoming to Destination Management
Services (representing various travel providers in the same destination) and capture multiple markets
(not just a single market). This can be achieved by applying B2C marketing/distribution/booking tools
and attract direct business from its main feeder markets, thereby competing with Booking.com and
online travel sources.
• 3rd party brand-agreements are to be cancelled, where and when possible; instead, regional industry
stakeholders could unite by initiating start-up of professional local/regional associations to sustain and
grow best-practice and Talent and develop its own "Destination" brand, under which its hotels, tour
operators and leisure providers can operate.
• Any fixed lease agreement must be re-negotiated (payment to be delayed) to a variable management
agreement.
• Diversification of assets from the hotel-use only, to full-service hospitals, serviced apartments for the
sick, converting restaurants to take-away and deliver-Tutorial, and applying mixed-use hotels with
offices, grocery stores and medical services. If adopted, different licenses and insurance policies need
to be verified and obtained (property and operations).

"Be fully transparent with your partners, lenders, suppliers and customers. Disclosure is your friend. No
one wants to see your business fail, and most people will do whatever they can to support you if you are
upfront with them".
Quote from Leland Pillsbury, published on: https://www.hotelsmag.com/Industry/News/Details/91366

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 2. Regular and free 60-minutes HTL-Sector online SDA's:

• A series of free online SDA's is open for participation by each ASB Country Offices which registers
its interest at the latest 14-days before such SDA is held.
• Participating ASB Country Offices must be able to fund the possible outcome marketed by this SDA,
which is a minimum of 3 Tutorials at the cost of € 13.5K upwards, either funded by EBRD or its
Donors (in full or in part, and/or including a client self-contribution upon discretion of the ASB
Country Office).
• The sector TC sponsors the cost and time spent on this SDA, while the MIS-registered team provides
its time free-of-charge.
• The duration per SDA will be ca. 60-minutes featuring a maximum of 3 Specialists.
• The ASB Country Offices have no editorial right to request specific Specialists, Industry or Themes –
all of this is provided based on the availability of Specialists and the most up-to-date status of the
COVID-19 reporting by the media.
• The ASB Country Offices are requested to study and understand the concept and ToR of Tutorials
before marketing the SDA to their client-base.
• ASB Country Offices are expected to actively market this SDA to their client-base, but also through
NGOs such as national and regional Hotel & Tourism Associations, and through EBRD social media
channels to generate awareness within their country.
• This SDA does not allow for extensive Q&A, which can be addressed only on a limited scale.
• The TC and the MIS registered team will do no follow-up nor will provide complimentary advisory.
All follow-up is to be managed and facilitated by the local ASB Country Offices.
• Please confirm your interest as an ASB Countrz Office to GransieR@ebrd.com where after you will
receive a PDF invitation template for the SDA to e-mail to your client-base.

Series dates of free SDA's: 05/05/2020 + 19/05/2020 + 02/06/20, from 9 am – 10 am (CET).

Registration is required in advance, on a link which will be provided for distribution to the ASB Country
Offices which have confirmed their interest at least 14-days prior to the SDA.

2.1. Terms of Reference for Regular and free 60-minutes HTL-Sector online SDA's:

Advice for Small Businesses (ASB) – International Advisory (IA) – Sector Development Activity (SDA) –
Hospitality; Tourism & Leisure (HTL) Sector in all ASB Countries of Operations.

SUMMARY:

• SDA Name: Serve SME's active in the HTL-Sector which have the potential to survive the COVID-
19 crisis
• Date: 5 May 2020
▪ Proposed Budget: € 0
▪ TC/SIA/Specialist(s) contract: € 0
▪ General expenses: € 0 (sponsored at cost by the TC)
• Type of SDA: Online SDA/Webinar (1 hour)
• Sector: Hospitality, Tourism, Leisure (HTL)
• Donor: XXXX
• Team Coordinator / Senior International Adviser / Specialist: Mr Raoul Gransier
• Participants/ beneficiaries: C-Level and/or Owners/Investors in the HTL-Sector.

Download full ToR by clicking here!

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 2.2. FREE SDA Program & Invitation Template:

DEALING WITH THE COVID-19 CRISIS

For SME's active in the "Hospitality, Tourism & Leisure" Sector
• The "Hospitality, Tourism & Leisure" Sector has been struck hard by the Corona Virus
outbreak. Many of its businesses worldwide face an existential threat.
• EBRD's ASB invites its Clients to listen-in to a LIVE discussion about the COVID-19 Crisis,
among its Specialists in the "Hospitality, Tourism, & Leisure" Sector.
• These Specialists will explain how they can be of help to the bank's clients by offering their
insight know-how through FREE online Tutorials.

Date: Tuesday 5 May 2020 ● Time: 09:00 – 10:00 am CET Time-Zone

Please register by clicking this link.

TEAM OF EBRD ASB SPECIALISTS:

NAME NAME NAME

F&B and Restaurants Specialist Hotel Valuation Specialist Travel-Trade Specialist

HOW EBRD ASB CAN HELP

EBRD ASB can help SME's active in Hospitality, Tourism & Leisure by sharing valuable industry
know-how, demonstrating how SME's can sustain their business.

• EBRD ASB offers free online Tutorial Programs for groups of a maximum of ten eligible
SME's in COUNTRY active in the HTL-Sector, how to embrace today's challenges, implement
change, and achieve success in the future.
• Each Tutorial is delivered through 3 conference calls each 3-hours duration, while each
Participant is to complete homework and project work in between calls.
• Online Tutorials can be converted into "International Advisory" coaching by an Industry
Specialists for single SME's who are eligible for lending from EBRD.
We look forward to your registration for the online conference!
Applications for FREE online Tutorials are accepted after attendance of the online conference.
Please contact your EBRD ASB Country Office for an application:
Name Country Contact ● E-Mail Country Contact

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 3. In-depth, HTL industry-specific, and country-focused online SDA's at a charge:

• The ASB Country Office can request a national focus on either Hotels, Restaurants, or Travel-Trade.
The TC provides a shortlist of Specialists to be confirmed by the ASB Country Office with whom he
will prepare the SDA for delivery within 30-days of contracting the TC.
• The duration and cost per SDA will be min. 1-hour at the cost from € 2K and max. 4-hours at the cost
from € 4K sponsored by the ASB Country Office itself or through its donors.
• ToR apply, which can be slightly modified by the ASB Country Office per the local requirements.

SUMMARY:

• SDA Name: Serve SME's active in the HTL-Sector which have the potential to survive the COVID-
19 crisis
• Date: 10 June 2020
▪ Proposed Budget: € 2.000 - € 4.000
▪ TC/SIA/Specialist(s) contract: (Max.) TC at € 1.800 and 4 Specialists each € 500
▪ General expenses: € 200 (video-conferencing technology)
• Type of SDA: Online SDA/Webinar (1 hour)
• Sector: Hospitality, Tourism, Leisure (HTL)
• Donor: XXXX
• Team Coordinator / Senior International Adviser / Specialist: Mr Raoul Gransier, (names Specialists)
• Participants/ beneficiaries: C-Level and/or Owners/Investors in the HTL-Sector.

Download full ToR by clicking here!

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3.1. Program & Invitation Template:

GET READY FOR THE FUTURE!

for SME's active in the Hospitality, Tourism & Leisure Sector (HTL)
in the COUNTRY

• EBRD's ASB invites SME's in COUNTRY, to participate in an Online HTL Conference sponsored
by the EU about how Hotels, Guesthouses, Restaurants and Tour-Operators in COUNTRY can sustain
and improve their business.
• The Online HTL Conference is offered for free, sponsored by (the name of sponsor).
• Language of facilitation is English, without translation in (the language of the country).

Date: Wednesday 10 June 2020 ● Time: 09:00 – 13:00 am (local time)

Please register your participation by clicking this link: Link

PROGRAM:

Raoul Gransier, EBRD ASB, Team-Coordinator HTL-Sector

• Opening of the Online HTL Conference.
• General Assessment & Outlook of the international HTL-Sector.
• Facilitating Q&A between the Specialists and the Audience.
NAME, Destination Marketing Specialist
• Destination Marketing - a new business module for Incoming TO's.
• How Tour-Operators can apply Destination Marketing.
• Brief presentation of the Destination Management Tutorial.
NAME, Revenue Management Specialist
• How Revenue Management can grow a Hotels trade and income
• What online technology to apply?
• Brief presentation of the Revenue Management Tutorial.
NAME, USALI (Uniform System of Accounts) Specialist
• Overview about USALI how it can help to apply strategic management.
• The main KPI's for Hotels & Restaurants you need to know.
• Brief presentation of the USALI Tutorial.
NAME, Restaurants Specialist
• How to manage a free-standing Restaurant at a profit.
• Market-positioning, purchasing, stock-control and menu-planning.
• Brief presentation of the Restaurants Tutorial.

The Online HTL Conference will be closed with a session of Q&A with the audience.

How EBRD ASB can help the HTL-Sector in COUNTRY:

• EBRD ASB offers free online Tutorial Programs for groups made-up of maximum ten eligible SME's
in COUNTRY active in the HTL-Sector, how to embrace today's challenges, implement change, and
achieve success in the future.
• Each Tutorial is delivered through 3 conference calls each 3-hours duration, while each Participant is
to complete homework and project work in between calls.
• Online Tutorials can be converted into "International Advisory" coaching by an Industry Specialists
for single SME's who are eligible for lending from EBRD.

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 3.2. Overview of SDA Cost (applicable version to be selected by the ASB Country Office):
Up to (max) 4-hours SDA by the TC and 4 Specialists Payment (EUR)
Who Service Hours Fee Total 20% 80%

TC SDA Preparation, Presentation & Reporting 16.00 75.00 1,200.00 240.00 960.00
TC One-on-one Coaching by TC of 4 SME's 8.00 75.00 600.00 120.00 480.00
Specialist I SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00
Specialist II SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00
Specialist III SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00
Specialist IV SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00

Sub-Total 3,800.00 760.00 3,040.00

Only Conference Calling Technology 200.00

Total, in EUR 4,000.00

Up to (max) 3-hours SDA by the TC and 3 Specialists Payment (EUR)

Who Service Hours Fee Total 20% 80%

TC SDA Preparation, Presentation & Reporting 16.00 75.00 1,200.00 240.00 960.00
TC One-on-one Coaching by TC of 4 SME's 8.00 75.00 600.00 120.00 480.00
Specialist I SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00
Specialist II SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00
Specialist III SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00

Sub-Total 3,300.00 660.00 2,640.00

Only Conference Calling Technology 200.00

Total, in EUR 3,500.00

Up to (max) 2-hours SDA by the TC and 2 Specialists Payment (EUR)

Who Service Hours Fee Total 20% 80%

TC SDA Preparation, Presentation & Reporting 16.00 75.00 1,200.00 240.00 960.00
TC One-on-one Coaching by TC of 4 SME's 8.00 75.00 600.00 120.00 480.00
Specialist I SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00
Specialist II SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00

Sub-Total 2,800.00 560.00 2,240.00

Only Conference Calling Technology 200.00

Total, in EUR 3,000.00

Up to (max) 1-hours SDA by the TC and 1 Specialist Payment (EUR)

Who Service Hours Fee Total 20% 80%

TC SDA Preparation, Presentation & Reporting 16.00 75.00 1,200.00 240.00 960.00
TC One-on-one Coaching by TC of 4 SME's 8.00 75.00 600.00 120.00 480.00
Specialist I SDA Preparation, Presentation & Reporting 8.00 62.50 500.00 100.00 400.00

Sub-Total 2,300.00 460.00 1,840.00

Only Conference Calling Technology 200.00

Total, in EUR 2,500.00

(up to (max) 1-hours SDA by a TC only Payment (EUR)

Who Service Hours Fee Total 20% 80%

TC SDA Preparation, Presentation & Reporting 16.00 75.00 1,200.00 240.00 960.00
TC One-on-one Coaching by TC of 4 SME's 8.00 75.00 600.00 120.00 480.00

Sub-Total 1,800.00 360.00 1,440.00

Only Conference Calling Technology 200.00

Total, in EUR 2,000.00

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 4. Online HTL Tutorials by the EBRD ASB Team of Experts:

4.1. Definition and Examples of online HTL Tutorials:

Each online HTL Tutorial is delivered by the TC & an HTL Industry Specialists during 56-hours of service,
including three online conference-calls of each 3-hours, preparation, and follow-up. A minimum of 3 and a
maximum of 10 Tutorials can be requested per market, up to 10 participants per group up to 12-months.

Tutorials are offered from a series of 3 online Tutorials, costing from € 13.5K.

• Renegotiation of a Fixed Lease to a Management Agreement

• Valuation of a business, for the sake of re-negotiating a credit or sale of the business
• Downsizing People & Organisations to ensure minimum best-use and maximum efficiency
• Strategic Business Planning in a crisis
• Fire & Safety and Health & Hygiene
• F&B Re-Structuring from a P&L perspective
• F&B HACCP
• F&B Procurement and Storage
• F&B Menu (re) Engineering
• Market Repositioning through Marketing and Sales
• Travel-Trade - Changing the Business Model from Incoming to Destination Management
• Travel Trade - Implementation of Tour-Operator (Incoming) CRS/CRM Technology
• Advanced Revenue Management
• Implementation and optimisation of online booking and reputation technology
• GREEN-KEY Categorisation (ECO)
• Introduction/training of USALI (Uniform System of Accounts)

Tutorials can be developed and custom-made upon request.

4.2. HTL Tutorials Cost:

• The above graph considers 100% sponsorship and pricing per 10 Participants (Clients) for illustration
only.
• This cost estimate includes the cost for preparation, delivery and follow-up by the TC and Specialist
per Tutorial. A different HTL Specialist delivers each Tutorial.

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 • Delivery of each Tutorial includes three online video-calls, consisting of 3 sessions each 1-hour
duration delivery and 15-minutes allocated for Questions & Answers (3 calls x 3 sessions x 1 ¼
hours).
• A minimum of 3 Tutorials are to be ordered, at subjects chosen by the ASB Country Office.
• Additional "one-to-one individual coaching" with SME's by the TC is billed extra at € 75 per hour,
from a contract and payment cycle per 8 hours.

Download full ToR by clicking here!

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 4.3. Structure of Tutorials (example of 1-Tutorial)

Date From To Total Hours Work Description

Project Preparation
1-May-20 9:00 17:00 8:00

Preparation of 1st call (Visit Minutes Chapter XX.XX)

5-May-20 7:00 9:00 2:00

Schedule of the 1st conference-call (Visit Minutes Chapter XX.XX)

5-May-20 9:00 9:15 0:15

Call 1 - 1st block of content (Visit Minutes Chapter XX.XX)

5-May-20 9:15 10:30 1:15

Break
5-May-20 10:30 10:45 0:15

Call 1 - 2nd block of content (Visit Minutes Chapter XX.XX)

5-May-20 10:45 12:00 1:15

Break
5-May-20 12:00 12:15 0:15

Call 1 - 3rd block of content (Visit Minutes Chapter XX.XX)

5-May-20 12:15 13:30 1:15

Preparation and follow-up on Tutorial/Project Work/Homework (Visit

5-May-20 13:30 15:00 1:30
Minutes Chapter XX.XX)
Preparation of 2nd call (Visit Minutes Chapter XX.XX)
12-May-20 7:00 9:00 2:00

Schedule of the 2nd conference-call, and summary to-date (Visit Minutes

12-May-20 9:00 9:15 0:15
Chapter XX.XX)
Call 2 - 1st block of content (Visit Minutes Chapter XX.XX)
12-May-20 9:15 10:30 1:15

Break
12-May-20 10:30 10:45 0:15

Call 2 - 2nd block of content (Visit Minutes Chapter XX.XX)

12-May-20 10:45 12:00 1:15

Break
12-May-20 12:00 12:15 0:15

Call 2 - 3rd block of content (Visit Minutes Chapter XX.XX)

12-May-20 12:15 13:30 1:15

Preparation and follow-up on Tutorial/Project Work/Homework (Visit

12-May-20 13:30 15:00 1:30
Minutes Chapter XX.XX)
Preparation of 3rd call (Visit Minutes Chapter XX.XX)
19-May-20 7:00 9:00 2:00

Schedule of the 3rd conference-call, and summary to-date (Visit Minutes

19-May-20 9:00 9:15 0:15
Chapter XX.XX)
Call 3 - 1st block of content (Visit Minutes Chapter XX.XX)
19-May-20 9:15 10:30 1:15

Break
19-May-20 10:30 10:45 0:15

Call 3 - 2nd block of content (Visit Minutes Chapter XX.XX)

19-May-20 10:45 12:00 1:15

Break
19-May-20 12:00 12:15 0:15

Call 3 - 3rd block of content (Visit Minutes Chapter XX.XX)

19-May-20 12:15 13:30 1:15

Final Report of Tutorial/Project Work/Homework (Visit Minutes Chapter

19-May-20 13:30 15:00 1:30
XX.XX)
Project Completion
20-May-20 9:00 17:00 8:00

Total Hours Worked 40.00 8 hours = 1 fee day

Total Fee-Days claimed must be a whole number

Total Fee Days 5.00

Page 11 of 15
 5. HTL International Advisory (Standard IA Framework Agreement, 12-18 months):

Objective: To help SME's in the HTL-Sector to optimise efficiency in operations and effectiveness of
investment while securing and sustaining debt-service.

5.1. Possible sample of Services:

• Implementation of the "Uniform System of Accounts" (USALI) which is a HTL specific Financial
Management methodology, for budgeting, forecasting, reporting, and benchmarking.
• Implementation of cloud-based USALI Tool, conversion of the last 2-years historical accounting data
into USALI, training of USALI, and counselling on benchmarking.
• De/re-flagging branding, by re-negotiating Management, Franchise, and R&M Agreements.
• Implementation of cost and profit effective Change Management, including the optimisation of the
Organisation & People Management, Business Processes and Sales & Marketing.
• Preparation for Valuation, IPO, external Investment, M&A.

The cost estimate for such International Advisory Project starts from € 40K exclusive of the cost of USALI
software and the time needed for conversion of data. It is to be led by a USALI-trained SIA and supported by
a USALI Specialist, including travel and per-diems. The cost for the TC is to be funded separately.

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 6. ASB Country Office "ACTION PLAN":

It is recommended to be selective in selecting which SME's to support, to those which have the potential to
survive the COVID-19 crisis, when proposing to your clients the HTL Advisory services.

6.1. Regular and free 60-minutes HTL-Sector online SDA's by the ASB Team of HTL Experts:

• If you wish to participate in one or more free and regular SDA's, then please download the ToR and
contract the TC when you need such ToR for administrating the activity in MIS.
• The ToR cannot be changed, and all cost/time is sponsored by the TC and participating Specialists.
• The TC does not require you to contract him, so in the case you wish to go ahead without
administrating the SDA then a simple email confirmation will do.
• Upon confirming your participation, you will receive a non-editable PDF template for an invitation
you can then e-mail to your client base.
• The key to cooperation is that you will actively promote the SDA, be restrictive in inviting SME's
which you believe have the potential to survive the crisis and that you have funds available for a
minimum of 3 Tutorials at a cost from € 13.5K.
• Link to download the ToR: Please click here

6.2. In-depth, HTL industry-specific, and country-focused online SDA's at a charge:

• If you wish the TC to organise and facilitate an SDA for your market only, then please download the
ToR and contract the TC.
• The ToR can be modified slightly only.
• Upon contracting the TC, and agreeing on the details of the SDA (Sector focus, duration, selection of
Specialists and cost) you will receive a non-editable PDF template for an invitation you can then e-
mail to your client base.
• The cost of the SDA can be from € 2K up to € 4K for an online SDA only. In the case you wish to
schedule the SDA on-site in your country then extra travel and per-diem costs will apply, and where
appropriate also extra fee-days for onsite visits to your pre-selected clients.
• The key to cooperation is that you will actively promote the SDA, be restrictive in inviting SME's
which you believe have the potential to survive the crisis and that you have funds available for a
minimum of 3 Tutorials at a cost from € 13.5K.
• Link to download the ToR: Please click here

6.3. HTL-Tutorials:

• If you wish the TC to organise and facilitate a series of Tutorials for your market only, then please
download the ToR and contract the TC while specifying which Tutorials to prepare for.
• The ToR can be modified slightly only.
• Cost of Tutorials start from € 13.5K for a minimum of 3 Tutorials.
• Link to download the ToR: Please click here

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 6.4. HTL International Advisory Framework:

• When interested in such service, you are recommended to consider those SME's whose participation
in the Tutorials show their commitment while the management Questionnaire is to show their capacity
to also survive the current crisis. A separate online screening can be done by the TC.
• The First Visit would consider the information at hand gained through the participation in Tutorials.

6.5. Reports for downloading:

The below reports will be added in the next few weeks (date today 19/04/20).

• Free SDA Questionnaire - general template (completed after the SDA)

• Paid SDA Questionnaire - country and market-specific template (completed before the SDA)
• Paid SDA Questionnaire - country and market-specific template (completed after the SDA)
• Tutorials – Management Questionnaire Template
• Tutorials – Project Work Plan Reporting Template
• Tutorials – Time-Sheet Tutorials Template
• Tutorials – Visit Minutes Reporting Template
• Tutorials – Mit-Term Visit Reporting Template
• Tutorials – General Final Visit Reporting Template
• Tutorials – Participant Final Visit Reporting Template

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