IGY Management Proposal

IGY Partnership Proposal

- Management

- Training

- Marketing

2011

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OVERVIEW

• The world’s leading marina company, Island Global

Yachting (IGY) was formed in 2005 by Andrew

Farkas’ Island Capital Group, LLC to acquire,

develop, manage and operate world-class luxury

yacht marinas and related facilities around the

globe.

• IGY is now a vertically-integrated enterprise that

manages all facets of the acquisition, development,

engineering, operation, management and financing

activities of vibrant coastal areas.

• IGY currently owns and/or operates 11 marinas in

the Americas and the Caribbean, catering to a

cross section of target markets including

megayacht, sport fish, sail and cruise.

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IGY MARINAS

Yacht Haven Grande, St. Thomas, USVI The Yacht Club At Isle De Sol, St. Maarten American Yacht Harbor, St. Thomas, USVI

Montauk Yacht Club & Resort, USA Marina Cabo San Lucas, MexicoRodney Bay Marina, St. Lucia

Simpson Bay Marina, St. Maarten

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Boston Yacht Haven, MA

IGY MARINAS

Newport Yacht Club & Marina, USA Marina Santa Marta, Colombia

Palmas Del Mar Yacht Club, Puerto Rico

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CAPABILITIES

The IGY industry-leading team provides in-house capabilities that are

unmatched in the industry, having had the practical experience of owning and

managing marinas themselves. This unparalleled assembly of world-class

talent enables IGY to deliver a new standard for luxury waterfront destinations.

IGY has approximately 1,700 slips and over 250 mega yacht berths under

management in 5 different regions.

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IGY supplies a full complement of marina

management services required to enhance

operational efficiencies, including:

• Full service management

• Staff training program - IGY University (*)

• Marketing, branding and events

management (*)

(* ) included in a full service management agreement

CAPABILITIES

Management

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IGY brand is recognized for:

• Premier Locations

• Premier Facilities

• Premier Service Levels

IGY provides property owners with…

• Turn-key development and management expertise

• Unique understanding of entitlement and development

issues

• Expertise in management of a unique asset

• Proprietary reservations, accounting and IT systems

• Network of marinas to drive occupancies and revenues

• Understanding of ancillary sources of revenue

• Ability to align residential/hospitality amenities with

marina in order to leverage revenue opportunities

IGY FULL SERVICE MARINA MANAGEMENT

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IGY Full Service Marina Management

As one of the world’s largest marina management

companies, IGY has developed a successful operating

and marketing strategy that combines economies of

scale, proprietary technologies and agility in deploying

resources to market and operate marinas efficiently and

profitably. This strategy consistently produces strong

financial results and customer loyalty for owners, making

IGY the marina operator of choice.

IGY produces measurable results in revenue

performance, guest satisfaction, cost management and

profitability. It is the depth of IGY’s management

experience that continually improves profit margins for

marina owners.

IGY has expertise in a wide cross-section of industry

segments including megayacht, sail, cruising and sport-

fishing as well as management of retail leasing

operations associated with marina facilities. Success in

the international arena requires knowledge of local

markets and cultures and the ability to assimilate

practices and resources accordingly.

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IGY Full Service Marina Management

Seasoned Management Teams

Immediate access to facilities management and

experienced operating teams who can be deployed to

stabilize and get operations back on track in days.

Market Intelligence

Real operating data and analysis from portfolio for

supporting decisions based upon the facts, not

supposition or wishful thinking.

Access to Cutting Edge IGY Software & Business Practices

Direct connection into IGY’s web-based marina software

platform provides access to a growing number of loyal

vessels, captains and customers who frequent IGY

locations around the globe.

Anchor Club

IGY customer loyalty program – the first and only captain

and crew rewards network that drives repeat business

and longer stays.

Communication

Monthly, Quarterly and Annual financial reporting and

timely preparation of operating, capital and marketing

budgets.

. Training and Support

Committed staff that provides ongoing customer service

training and facility audits to continually build upon

improvements in the quality of the marina and the level of

customer service.

Environmental and Regulatory Support

An understanding of the environmental aspects and

impacts of operations in every region.

Insurance

Access to IGY Global Risk Management Programs, which

can save marinas thousands of dollars in premiums.

Marketing and Advertising

Access to an experienced marketing team and IGY

Global Partner branding including advertising,

brokerage, event support, direct marketing, internet

marketing, public relations, customer loyalty programs

and the IGY Global Reservation System which directs

customers to your property.

Development Consulting

Internal resources to complete or undertake projects,

capital improvements, marina design and construction

management services (often at below market costs).

Marina & Resort Conversion

We have a deep understanding of the berthing and

slip market, and we understand that operating these

complex products can be challenging. IGY can quickly

assess projects and provide the necessary resources

to market and manage the berth inventory efficiently,

maximizing value for developers and owners.

Importantly – reverse engineering of failed fractional

properties to rental cash flow models as dictated by

market conditions.

Sales & Brokerage

Recognized global luxury brand with customer reach

serves as a powerful distribution channel and value

add when marketing slips/residences/club

memberships or other similar leisure products in a

highly competitive international marketplace

The Power of the Network

Benefit from the IGY network and ability to capture and

drive traffic, control market share and pricing.

Training

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IGY UNIVERSITY/OPERATIONS TRAININGIGY University is an in-house training program developed by IGY for its

marina operations personnel and is administered at each IGY location. It

consists of six distinct training modules (with supporting written

materials) for all marina personnel.

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Our industry-leading management team would

administer IGY University training to the entire

marina staff over a 3-day period per property.

After completion of the on-site training, the senior

management team would be invited for additional

practical hands-on training support.

Syndicates created for each operational department

include 6 modules over 3 days. The program would

include 2 modules in the morning and the same 2 in

the afternoon, with a roll-up open forum with

everyone at the end of the day, each day for 3 days.

This would cover all 6 modules.

IGY UNIVERSITY/OPERATIONS TRAINING

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I. Customer relations and point of sale

• Communication: phone, radio, face-to-face and written

• Sales process

• Types of rentals

• Reservations

• Rate structure per length of stay and per size of boat

• Inventory and occupancy management, measuring

vessels

• Dock hands, presentation and duties

II. Facilities Maintenance

• Designing a proper maintenance program

• Budgeting for planned maintenance

• Buildings and bathrooms: cleaning, plumbing, painting

• Floating docks:

– Structural works (how they work)

– Routine and periodical revisions

– Routine and periodical adjustments and repairs

• Cleaning

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III. Marina Security

• Security planning

• Surveillance rounds

• Reporting

• Rule enforcing inside the docks

• Relationships with security authorities

IV. Marina Events Management

• What’s good and bad about events

• Command and control

• Local authorities

• Staffing

• How to make money

• What is a loss leader and how it works to

your advantage

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V. Fuel Operations

• Reception of trucks

• Inventory control

• Servicing the customer (procedures

to fill the boats’ tanks)

• Money management

• Safety

VI. Administration

• Accounting and production of

financial statements

• Accounts receivable

• Accounts payable

• Reporting in different currencies

• Cash management


Marketing

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IGY MARKETINGThe IGY marketing team works closely with its portfolio of properties to deliver the industry’s premier

marina experience. IGY’s marketing plans include strategically targeted media, developed in

tandem with global public relations initiatives supported by a range of high-quality events,

tradeshows & world-class sport-fishing tournaments.

Belonging to the IGY network affords marinas and marina resort & residential developments the

opportunity to be part of a globally recognized brand that stands for excellence and quality, creating

a truly indispensable marketing partnership.

We stand ready to welcome your marina as an IGY destination to promote cruising activity, leverage

the strengths of the property with our network resources and drive domestic and international

customers to your property.

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IGY MARINAS NETWORK BENEFITS

IGY works with your marina team to market berth inventory, amenities, and features across the IGY network and

industry, targeting specific target markets:

Captain & crew; megayacht; sportfish; sail and luxury cruise…taking full advantage of seasonal trends and

opportunities.

IGY will build on each property's unique attributes to enhance marketing efforts and propel the portfolio to the forefront

of your market and global marina community.

The IGY reservation system supports marina & resort operations and drives market opportunities via an established

framework of key experience and contacts.

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IGY also leverages its marketing spend and drives cross-selling opportunities across one of

the largest marina networks in operation. We currently have an active database of over

7,200 active customers.

IGY MARINAS NETWORK BENEFITS

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IGY LEVERAGED MARKETING RESOURCES

1. Advertising

2. Collateral (printed and

online versions)

a. Global Directory

b. Global Directory Pull

Out

b. Fact Sheet

c. Arrival & Information

Guide

d. PowerPoint

Presentation

3. IGY website with regional

listing

4. Social Media Marketing

Campaigns

5. Online marina reservation

system with 24-hour

telephone support

6. IGY Guest Feedback

Surveys and Analysis

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1. Social network marketing

2. Referral network to existing marina operations

3. Public relations to target markets & industry

4. Email marketing and online communications

ACCESS TO THE GLOBAL NETWORK & EXISTING CLIENTS

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ACCESS TO THE GLOBAL NETWORK & EXISTING CLIENTS

Our IGY Anchor Club, a customer loyalty program for vessels over 80 feet, is used to develop a

network loyalty program to encourage captains & vessels boaters to cruise IGY Marinas.

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1. Ability to participate in network specials, offers, programs & promotions

2. Boat shows (representation & collateral distribution)

3. Industry events (representation & collateral distribution)

4. Trade associations (representation & collateral distribution)

CO-BRANDING AND CROSS-MARKETING

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• Miami Boat Show - February

• IGFA (International Game Fish Association) Tournament / Marina Cabo San Lucas

• Los Cabos Billfish Tournament -October / Marina Cabo San Lucas

•Ft Lauderdale International Boat Show, October

• Bisbee’s Black & Blue Tournament -October

Each partner marina and destination will receive representation at IGY events & shows and can enhance

participation by distributing its own property collateral & representative attendance as additional support to

key markets.

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Strategic and Media Partnerships


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Thank You

Thank you for your interest in IGY and we look forward working with your organization to support your

goals.

Please do not hesitate to contact us to elaborate on any points outlined in this proposal or to provide

any additional information regarding next steps.

Sincerely,

Tom Mukamal Kenny Jones Bert Fowles

President EVP, Operations VP Marketing & Sales

O: 212 705 5085 O: 212 705 5000 O: 954 302 6031

C: 917 328 5897 C: 954 871 3722 C: 917 454 8302

[email protected] [email protected] [email protected]

IGY Management Proposal

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