The work will focus on a Wine and Golf Resort Project located in the municipality of Campofiorito, south of Palermo. The idea comes from the Calatrasi Group, a big Sicilian wine company with a tradition lasting over a century. The Calatrasi’s intent is to develop an high-level resort located near the wine producing areas and able to create a network connected to the wine and food productions and golf-tourism. The elements composing the resort are the hotel, a golf-course, luxury residential units, a “wine village” with food and entertainment facilities. The Business Plan had been carried out by a group of MTM 6 students in cooperation with the consultancy R&D Hospitality.

1. BUSINESS PLAN Calatrasi’s Roots Wine & Golf Resort - Sicily Tutors: Giorgio Bianchi Angelo Grosso R&D hospitality Students: Chiara Cesareo Leda Cormanni Giulia Giobbio Sara Masera Vladimir Medin Dario Uscidda

2. Introduction The focus of this work is a Wine and Golf Resort Project located in the municipality of Valle Fondi, near Palermo, Sicily, Italy. The idea comes from the Calatrasi Group, a big Sicilian wine company with a tradition lasting over a century. The Calatrasi’s intent is to realize an high-level resort located near the wine producing areas and able to create a network connected to the wine and food productions and golf-tourism. The elements composing the resort are the hotel with the restaurant, the banquet centre and the wellness centre, an 18 holes golf-course, a luxury residential units, a “wine village” with a wine and food bar, a boutique winery and a seminar room.

4. THE MARKET

5. Renault Winery Resort and Golf

6. Tenuta delle Ripalte Nel Parco Nazionale dell’Arcipelago Toscano

7. Devonvale Golf and wine Estate

8. South Coast Winery Resort and SPA

9. Herederos del Marques de Riscal

17. Possente vini,Azienda Agricola Panda Donna Fugata,Lucente Vini, Cantine Rallo, Cantine Pellegrino Vini Gennaro,Spadafora,Abbazia Santa Anastasia,tenuta Rapitalà Gigliotto Tenute Cantine Barone Gandolfo Avide Vinicola Cantine Settesoli, Feudo Arancio, Planeta Cellar overview In the area we are interest in there is an high cellar concentration. The culture of wine is important in all the island, in particular in this area.

20. Golf Club Kempinski Opening? Sciacca Golf Resort Sol Melia Opening 2011 Golf Club Pantelleria Golf Club Villa Airoldi Le Madonie Golf Resort Golf Club Il Picciolo Macome Bianco Golf Resort Opening 2012 Donna Fugata Golf Resort NH HOTELS Taormina Golf Resort Opening 2012 Verdura Golf resort Rocco Forte Golf overview Carlentini Golf Resort Opening 2011

23. Palermo Trapani Agrigento Corleone Castelvetrano Sciacca Vallefondi Ginestra San Cipirello Sicily: Destination overview ATTRACTIONS AND FACILITIES Campofiorito Palermo Trapani Agrigento Corleone Castelvetrano Sciacca

30. THE PRODUCT

32. The resort THE HOTEL: 4/5 stars with 50 rooms We have decided a specific name with his layout for each typology of room, starting from the name of the chromatic scale of wine for the Deluxe as Rosso Aranciato, Rosso Granato, Rosso Rubino , the Calatrasi’s wine for the Junior Suite as Terre di Ginestra, Accademia del Sole, La Piazza and some adjectives used to identify wines for Suites ( Eterea, Armonica, Aromatica and Vinosa ). Types of room Rooms sqm Standard 20 800 Superior 15 675 Deluxe 5 250 Junior suite 6 360 Suite 4 260 Total room s 50 2345 Reception 150 Others 300

36. The resort There is a circular pool in the middle of the internal area and all the cabins around. The atmosphere will be focused on wine, grapes and their colors. In the second pool there will be a water circuit with different areas to relax. In a more detached area there will be the another relax space in which the guests could terminate wellness path with a glass of orange juice and some fruit. The outdoor swimming pool with bar will be located next to the Wine Spa and near the hotel gardens.

40. BUSINESS ANALYSIS

42. 2015 Business highlights resort € 412.052 MICE&BANQUETING TURNOVER € 691.376 SPA TURNOVER € 255.928 WINE&FOOD BAR TURNOVER BREAKFAST TURNOVER € 830.011 VINACRIA TURNOVER ROOM REVENUE € 145,52 AVERAGE ROOM RATE 69% OCCUPANCY € 1.497.668 € 128.005

43. 2015 Business highlights resort € 1.854.727 TOTAL FIXED COST 28,39% € 877.367 GOP TOTAL VARIABLE COST

44. Business highlights resort € 12.395.641 EXIT VALUE (IN 2021) 20% RENT VALUE (ON TOTAL REVENUE) € 1.372.930 RESORT NPV € 763.008 RENT (2015) € 8.024.160 HOTEL BUILDING COST

45. Business highlights residential FROM 2012 TO 2016 SELLING TIMING € 3.795.000 SALES COSTS € 75.900.000 GROSS REVENUE OF SALES 24.900 sqm RESIDENTIAL AREA € 7.140.000 NPV € 31.207.000 NET CASH FLOW € 40.898.000 RESIDENTIAL BUILDING COSTS

46. Business highlights golf € 162.000 RENT (2015) € 4.665.000 MEMBERS AND PLAYERS REVENUE 45% STABILIZED OCCUPANCY € 2.321.000 F&B CLUB HOUSE REVENUE € 9.450 GOLF CART REVENUE € 16.745.000 TOTAL GOLF COURT REVENUE 45 TOTAL PLAYERS PER DAY 80% EXPENSES (ON TOTAL REVENUE) € 1.750 SUBSCRIPTION 250 STABILIZED MEMBERS € 50 GREEN FEE 300 DAYS OPENING DAYS

47. Business highlights summary 29.480 sqm TOTAL AREA € 48.922.410 TOTAL INVESTMENTS € 8.813.000 TOTAL NPV

49. Chin - chin!