I.

Recognizing the factors of entrepreneurial failure, to project business ideas, applying

entrepreneurial spirit and vision.

1. What mistakes did Rafalle di Biase avoid making? (select three)

A bad location:
Location is everything to physical commerce. If we are not in the right location we will not
be able to find or convince customers to visit us, that was very clear to Rafalle di Biase
who from the Metropolitan Region went to live on the shores of Lake Llanquihue with his
family to start operating his own nature and bird watching business without disconnecting
from his origins.

Before renting or buying a place, you should make a study of the number of people that
pass through that space on a daily basis and their characteristics. Try to set up in a
commercial area of good affluence, where there are people who are part of your target.

No market:
The tendency to look for a market without competitors leads the entrepreneur to look for a
market that is not large enough to market a product or deliver a service. It is very important
that you identify your potential customers and ensure that there is sufficient demand for
your offer.

Birds Chile is convinced that tourism is one of the most important activities that can
contribute to the regeneration of our biodiversity and the conservation of our cultural
identity. The double-digit increase (26% last year) in tourist arrivals to Chile poses the
challenge of being able to manage the carrying capacity of our destinations, to value the
cultural and natural wealth through sustainable planning that guarantees sustainable
development for ecosystems and communities,

Lack of commitment:

The task of entrepreneurship is very hard, because it requires a lot of work, effort, making
difficult decisions, putting up with many things and making various sacrifices. The decision
to create a company requires your 100% commitment, if not, many companies fail for this
very reason. In the case of Rafalle di Biase, he dedicated himself 100% to this venture, left
his job in Santiago and went to live in the south of Chile. When the time came to install
offices, they did not want it to be just a space with computers, desks and people working,
but also to show something new to the community, so they came up with the idea of
creating a nature store, a store that sells products from Chile's natural heritage and local
producers. With social and environmental commitment in the soul of this company

2, What is the entrepreneurial idea that motivated you?

Solving a personal situation: Many entrepreneurs face economic crises due to

unemployment or a personal situation. This would lead them to rethink their situation and
dare to explore other scenarios. In 2005 he was working in something else and his
passion made him study naturalist guide and he started to work as an expedition leader in
South America and in 2009 he decided to stop those trips and decided to start this one.

Staying or settling in a geographical location to the entrepreneur's liking: Being a nature

lover, he decided to move to the shores of Lake Llanquihue, where he had everything he
needed for his venture and also his love for nature.

Rafalle di Biase had the idea that tourism can contribute to the conservation of
endangered species by spreading knowledge about them among visitors, but especially
among local communities and young people.

3. How did you incorporate your vision into the creation of the venture?

Generally, an entrepreneur is a visionary person, with creative ideas and constant

attitudes, who is always seeing business opportunities where others do not.

The flora and fauna of southern Chile has been gradually capturing the interest of the rest
of the world opening space for the development of special interest tourism allowing both
communities and enterprises can develop sustainably, it was this scenario that made this
naturalist guide put to operate his venture in this region related to wildlife watching tourism
and more specifically to bird watching.

II. Selecting ideas based on innovative ideas that consider the conditions of the country
framework.

Why is Rafalle di Biase an innovator?

A famous economist Joseph Schumpeter, Austrian nationalized American, pointed out

that:

Entrepreneurs are innovators who introduce changes and create new combinations of
factors, revolutionizing production patterns and thus generating new opportunities. In this
sense, the emergence of entrepreneurs in a niche market occurs because the capacity for
entrepreneurship flows, as another economic good, to the niches where the entrepreneur
expects a reward in the return on investment (Larroulet & Ramírez, 2007, p. 95).

An innovative vision proposes changes or options different from the traditional, such as:
being able to incorporate technology into existing production processes to make a
business grow and survive in the long term in this demanding and highly competitive
environment.

An innovator is an individual who helps identify and develop ideas, guiding and leading the
process by which they are transformed into innovations, whether in established or new
companies. This involves:

A way of life:

A professional development option.

An alternative for personal fulfillment.

A way to obtain higher income.

A way to test the ability to work, compete, innovate, win, achieve goals and dreams.

A way to progress and contribute to the country.

A chance to stand out, to achieve status, generating employment and economic and social
development.

We can say that the co-founder of Birds Chile is an innovator because through his venture
he has generated an environmental and also social impact in the region with the inclusion
of women and young people. Also for generating a positive impact on the community, such
as the collection of signatures to eliminate the use of plastic bags in Puerto Varas. With
more than 5,000 signatures gathered, pressure was applied to approve its elimination in
trade.

What conditions in the country allowed you to push your idea forward?

In Chile, especially in the last century, entrepreneurship has not been sufficiently valued.
For this reason, the public policies required to encourage people to have the interest, need
or motivation to venture into this business field have not been developed. This is
undoubtedly a space in which the entrepreneur finds himself alone with his own tools and
his business idea in his hands and with very little help from the government. However, this
scenario has begun to change. In the last 20 years, a number of initiatives have been
launched to promote entrepreneurship. Even in the field of higher education, this subject
has been incorporated as part of the curricula of the careers. This shows that there is a
growing awareness of the need to disseminate the values of entrepreneurship and thus
create an entrepreneurial culture in the country, as is the case in most developed
economies.

How did you develop your idea?

III. Responding to needs and opportunities for improvement that contribute to the well-
being of their professional and social environment.

What opportunity from a social point of view did Rafalle di Biase visualize?

The need to respond to demanding customers, who travel from far away and who want to
take advantage of covering more extensive and complete routes. Chile does not have
prepared and reliable operators in the bird tourism market.

How did you approach the opportunity?

He addressed the opportunity by opening new birding routes, taking advantage of unique
habitats and ecosystems in the world of public interest.

BirdsChile operates directly all its products, which allows to control the quality in each
stage of the process and to give a personalized and immediate response to the
requirements of each customer. Close contact with relevant industry players at national
and international level.

3. How did you develop it?

It was developed through responsible tourism as an engine for the regeneration of our
ecosystems with traceable and measurable sustainability and active work with
communities and conservation NGOs throughout Chile.

IV. Implementing actions that favor peer-to-peer collaboration and social sustainability.

1. What makes Rafalle di Biase a leader?

What makes Rafalle di Biase a leader is already the fact that being an entrepreneur makes
him undeniably a leader, since he sees opportunities where others do not see them or only
see difficulties.

It also makes him a leader to lead a group of people who are committed to him to have
taken forward this venture that began in 2009 and to achieve everything that Birdschile is
now.

2. What arguments do they provide to say whether he was born or became an

entrepreneur?

Rafalle di Biase is not born an entrepreneur, he becomes one in the course of his life, after
having worked as a guide in South America, after having studied, and for a lot of other
factors. You can learn to be an entrepreneur, just as you can learn to innovate, learn to do
research or learn anything in life. If entrepreneurship were "born", we would all be
entrepreneurs. I think he has a lot of merit for everything he has done and how he has
positioned BirdsChile nowadays.

3. What is your contribution to society?

All of its services are part of a program called CTT (Conservation Through Traveling),
which supports local communities and enterprises with the objective of transforming
tourism into an effective tool that promotes the conservation and protection of wildlife and
its habitats.

V. Generating actions to overcome obstacles, bureaucracy and resistance to change.

What obstacles, bureaucracies and resistance to change did Rafalle di Biase face?

They were certified by Company B, where they must constantly certify that their practices
are environmentally and socially sustainable. To encourage tourism as an important
economic tool and as a tool for conservation, however, at the same time, projects and
policies are being developed that go in the opposite direction.
I believe that Chile is a bureaucratic country where we are far from facilitating things to
start a project for entrepreneurship. I think that if there is awareness that we have to do it,
if there is awareness to be able to change things, and not only for the entrepreneurs'
projects. I believe that Chile is a bureaucratic country both for companies, for
entrepreneurship, as well as for people who have to go through a lot of paperwork and
issues that go beyond the normal, which makes it impossible for many people to start their
own business.

2. How did you overcome each of these challenges?

He overcame all these challenges by meeting the requirements. BirdsChile, a company

that obtained level 3 in the evaluation, i.e., it met the highest requirements.

BirdsChile, a company from Puerto Varas, met all the technical criteria to receive the S
seal for Sustainable Tourism, granted by Sernatur.

The S Seal guarantees visitors that the service complies with global tourism sustainability
criteria in the socio-cultural, environmental and economic spheres.

BirdsChile was distinguished with level 3, that is, the highest level of the seal, being the
first tour operator in Chile to achieve this distinction.

3. What did you achieve?

The company has become a national and international benchmark in terms of service
quality, innovation and sustainability.