BUSINESS PLANStudy Abroad Association LLC

Leonardo Gubinelli– CofounderChristian Alyea– Cofounder

Created on April 23rd, 2019

2019 Grand AvenueCoconut Grove

Miami, FL 33133studyabroadassociation.com

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Table of Contents

3 Executive Summary

5 Our Story

6 Business & Industry Overview

9 Founding Members

10 Advisory Board

12 Our Team

15 References & Affiliate Institutions

16 Market Analysis & Competition

19 Sales & Marketing Plan

22 Ownership, Management, & Operating Plan

23 Financial Plan

25 Appendix & Exhibits

Executive SummaryStudy Abroad Association LLC is an exciting start-up venture in the higher education and travel industry that is on track to capture the market with its unique and fresh approach on authentic and affordable international travel.

Led by co-founders Leonardo Gubinelli and Christian Alyea, whom together have over 20 years experience in the business and travel industries, Study Abroad Association is positioned to become the leader in the youth travel industry, with the support of an experienced and passionate team that has so far generated a 1,600% increase in sales since the company’s founding in 2017.Study Abroad Association LLC is comprised of 3 brands all focused on international travel:

This diversification ensures that every venture is backed by the success of the other, giving the company the security needed to break out of the industry’s mold and evolve to become a modern, more inclusive, and global-minded organization.

The target market for SAA is college and university faculty and students, for 100% customized short-term, faculty-led programs. We strive to take study abroad to the next level by developing personalized programs to suit each student’s needs no matter what the academic area of study is. We aim to provide study abroad opportunities to all students and colleges, promoting expanding programs to non-traditional areas of study abroad, such as STEM, Allied Health, and Business, while still developing robust and creative programs for 12 areas of study, a number which is always growing to suit each college’s needs.

We have successfully created a sales funnel from SAA to LBA, utilizing the same youth customer base to continue offering customers life-changing travel opportunities after or outside of college. We bring our competitive edge from SAA to LBA as well, crafting programs that are competitively priced, and unique by offering authentic cultural experiences that are oftentimes overlooked by our competitors who focus more on the typical tourist experience.

Our mission in all ventures is to increase participation in socially responsible and eco-friendly travel programs that promote global cultural awareness, and give people the chance to experience life-changing study abroad and adventure travel, all through our core values of education, authenticity, affordability, and sustainability.

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Executive SummaryOur main advantage over our established competitors is that we offer unique solutions to underserved markets (such as community colleges) while maintaining top-quality, affordable, and 100% customizable short-term programs.

Our overhead is considerably lower that our competitors due to our lean company structure, and on average our programs are 40% more affordable than our competitors.

We have long-lasting, well-established connections with international suppliers and local communities, which keep costs low, and our outstanding customer service and support has ensured that our clients remain loyal, generating a high level of referral that results in organic leads and sales.

Our financial projections for the next 4 years show promising growth, through meeting obtainable sales and outreach goals to continue our track to become industry leaders.

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SAA Financial Goals2017–2022

Our StoryIt all began 19 years ago, in 2000, when Alessio Mazzolini (current COO) decided to sign up for a language immersion program in Oklahoma. While he was there, he quickly became friends with Christian Alyea, who after hearing a strange Italian accent, could not resist Alessio’s invitation to go and visit “La Dolce Vita” country together. Needless to say, as soon as Christian landed in Europe he was blown away by the cultural differences, the languages, and the abundance of lovely Italian food. Alessio’s grandmother was happy to host Christian for 2 full weeks. Christian made many friends while there, one of whom was Leonardo Gubinelli, who 15 years later, in 2016, would become his co-founder for Study Abroad Association.

During most of these 15 years, after Christian’s first trip outside the United States, the passion for traveling and learning from new cultures never left his soul. In fact, a few years after his Italian experience, he returned to Europe and together, with Alessio, moved to Slovakia to study at City University of Seattle in Bratislava, where he gained his bachelor’s degree in Management. Upon his return to the United States in 2009, he went on to open Oklahoma Study Abroad, which still today manages the majority of the study abroad programs in his native state.

After seeing the satisfaction and the great results achieved in Oklahoma, in 2016, Christian and Leo decided to join forces in order to bring those experiences across the United States. In 2017, Alessio joined the team and became a shareholder of SAA.

Today, more than 100 colleges and universities across the United States collaborate with us, bringing their students to more than 25 destinations worldwide.

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Business and Industry OverviewWe have 3 main brands registered under the Study Abroad Association LLC company:

• Study Abroad Association

• Life Break Adventures

• Abroadware

Study Abroad Associationstudyabroadassociation.com

Since 2009, we have been committed to customizing the most in-depth and affordable short-term, faculty-led study abroad and service learning experiences. All SAA programs revolve around our core values of Education, Authenticity, Sustainability and Affordability.

Study Abroad Association is a collaborative effort between colleges and universities across the United States dedicated to increasing study abroad participation among students and faculty on their campuses. We’re currently working with over 103 institutions across the United States with enrollment sizes ranging from 1,000 students to over 90,000 students. The Association assists colleges and universities in reaching their international education goals through customizing the most affordable and academically sound study abroad programs and service learning trips to support student learning outcomes.

Additionally, SAA helps institutions and students with the following: booking discounted airfare, designing promotional materials, providing faculty development workshops on how to lead study abroad programs, organizing fundraisers, providing risk management and pre-travel safety demonstrations, packing demonstrations, tracking travel advisories, assisting with visas and passports, faculty course or curriculum assistance and/or support, coordinating appropriate locations for classroom instruction, arranging all logistics at international site, transportation to and from final destination and/or local transportation (air, land, sea), lodging, facility rentals, meals, guided tours, securing venue access such as tickets, guides, activities or excursion fees, travelers insurance, and providing onsite liaisons at all locations with 24/7 access.

All of this is done with the intention of making study abroad more affordable and, therefore, more accessible to all students.

Our mission is to increase participation in socially responsible and eco-friendly study abroad and service learning programs through cultural preservation and exchange, community-based service learning projects, and sustainable best practices.

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Life Break Adventureslifebreakadventures.com

Life Break Adventures is the sister brand of Study Abroad Association. The brand was born from the request of our travelers. Once they experience our study abroad programs and set foot outside the United States for the first time, they can’t stay put. They have the travel bug and are ready to explore more and keep traveling. Hence, Life Break Adventures designs unique travel itineraries for people willing to explore and meet new friends.

The main target audience is young travelers between 25-35 years old. Due to the flexible nature and the less bureaucratic model present in higher education, LBA is also opened to other markets on top of the American market such as the European, Canadian and Australian markets (with potential reach to even more). In fact, our main concept is focused on “bringing together and making new international friends from all over the world!”

Life Break Adventures complements the SAA family and reinforces a funnel for the overall business model by keeping our travelers engaged with various trips all year long.

LBA reflects and respects the same values of SAA: Affordability, Education, Authenticity and Sustainability.

The brand has already been tested with our original name, ”College Backpackers”, which sold more than 25 tours in the last 2 years, and with loyal travelers that have gone on more than 8 tours around the world with us. It was in December 2018 that we re-branded College Backpackers to Life Break Adventures.

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LBA Financial Goals2019–2022

Abroadwareabroadware.com

We are launching a new software to fulfill a request in the market. Abroadware is a cloud software solution aimed at community colleges and universities in the United States to better manage their International study abroad programs, as well as their incoming international students.

During our conferences, we have heard from professors and schools (both those we work with and those we have not yet collaborated with yet) complaints about their current software (eg. Terradotta, Via-TRM) which is very limited in features, stiff in customization, high in costs and not user-friendly.

We identified an opportunity in this market that we believe we can fill with our expertise and already established connections.

We have high requests and low barriers for entry. The software is currently in development and will launch by December 2019 in partnership with CCIS.

Study abroad and international education oftentimes comes down to budget. Abroadware is a cutting-edge software solution for all institutions to use, free of charge.

Why Abroadware?

• Increase & diversify study abroad participation• Enhance safety while abroad• Save time• Reduce workload• Exceed international education goals

Main Benefits

• Best value on the market• Fast installation & startup• Fully customizable• Responsive on all devices (desktop, laptop, tablet, & mobile)• Guaranteed to increase study abroad participation• Guaranteed to increase safety abroad• User-friendly and stress-free• Outstanding customer support• Same price, no matter if you have 1 or 10,000 travelers, and no additional fees• Made by international educators for international educators• Created with Generation Z in mind

AbroadwareFinancial Goals2020–2022

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Founding Members

Christian has been running short-term study abroad programs in Oklahoma, Texas, and New Jersey for more than 9 years. This not only gave him invaluable experience to allow him to go on and co-found SAA, but gave him unique connections worldwide and positioned him as a credible industry expert.

Earlier in his life, after his experience as an international exchange student, and later studying abroad for five years in Slovakia, Christian saw firsthand the life-changing impact studying abroad can have. He realized his purpose in life was to provide these opportunities to as many students as possible.

Motivated by his passion for study abroad and international relationships, he and the SAA team have created a network of outstanding programs across the globe that are within reach of thousands of students.

Languages Spoken: English, Slovak, & Spanish

Leonardo is a passionate entrepreneur and marketer, starting his career in the travel industry more than a decade ago, when after graduating in International Business and Marketing at the London Metropolitan University, started working for Expedia.

After a few years in the corporate environment, he decided to take a break and together, with his backpack, went on a 8-month journey through various beautiful countries in Southeast Asia.

After his return, he got involved with the London startup scene, and it didn’t take him long to contact his long-time friend Christian Alyea and embark together on a sustainable travel venture.

His main objective is to enrich as many people’s lives as possible by using the powerful tool of travel and education, while aiming to leave the world a bit better than he found it.

Languages Spoken: English, Italian, & Spanish

Alessio is an enthusiastic person that loves to travel and discover new frontiers. His passion for travel started at a young age, where he had the chance to discover new places, cultures, and meet incredible people that changed his life.

He was able to combine his passion of travel with business when he joined the SAA family, having the incredible chance to work alongside his cousin and his best friend on a journey to change studying abroad, giving the opportunity to all students to travel on a budget and leave a mark on this world.

He graduated in Business Administration & Marketing, and is now using his skills to organize the perfect experiences for students, allowing them to discover the world and give back to others.

Languages Spoken: English, Italian, Spanish,& Portuguese

Our team is comprised of friends and family that we’ve known and been working with for years, but most importantly, that share the same passion for travel and education. Every member has a special connection with SAA.

Christian AlyeaOwner, Cofounder, & Business Developer

Leonardo GubinelliOwner, Cofounder, & Business Developer

Alessio MazzoliniChief Operating Officer

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Tanith Fowler CorsiSales & Board of Advisors

Resham Shirsat, LEED APSustainability Advisor

Resham is the Director of Education for Sustainability at Valencia College in Orlando. Her 10+ years of professional experience has focused on designing and implementing sustainability initiatives and projects for the public and private sector both locally and internationally.

Her work in higher education includes educating students, employees, and the community on sustainable living and working practices, integrating sustainability across the curriculum, and partnering with government and community organizations to advance local sustainability efforts. Resham has a passion for initiatives that support economic revitalization through localization and social entrepreneurship, social equity, and habitat restoration.

Resham holds a B.S. in Biology, B.A. in Anthropology, and an M.S. in Environmental Management. She is a LEED AP (Leadership in Energy and Environmental Design Accredited Professional), Florida Water Star Accredited Professional, a certified Permaculture Designer, and a certified Sivananda yoga instructor.

Languages Spoken: English, Hindu, & Spanish

Currently working as Assistant Director at the Graduate School at Hood College, a small liberal arts college in MD, Tanith brings over 20 years of work experience in the field of international higher education in the Washington, DC area at various universities, non-profit organizations and in international education companies.

Tanith oversaw study abroad and global education at George Mason University and the Catholic University of America. She then worked at NAFSA: Association of International Educators in support of study abroad and diversity-leadership initiatives. Most recently, Tanith worked as Director of Membership & Outreach at the College Consortium of International Studies (CCIS) before joining Virginia International University’s Academic Affairs where she was responsible for international partnerships and academic collaborations.

She was born and raised in the Principality of Monaco in Europe where she completed a Baccalaureate in Literature & Philosophy with Honors in the French education system. She earned a bachelor’s degree in International Relations at the University of California, Riverside and completed her master’s degree in International Communication at America University in Washington, DC.

Languages Spoken: Bilingual in English & French, Conversational in Italian & Spanish

Advisory Board

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James AdkinsSales Advisor & Art Professor

Sevin GalloSales Advisor & History Professor

Sevin journeyed to Turkey for a study abroad program in college, and has been committed to international education since that first adventure. She has a PHD in Modern Middle East and Latin American Comparative World History, and a BA and MA with a European History focus. She taught Middle East and Latin American History at the University of Akron from 2007–2013, and has taught World History and directed the Global Studies Degree program at Northwest Arkansas Community College since 2013.

As her college’s Global Studies Coordinator, she has led a committee focused on internationalizing the curriculum and institutionalizing study abroad programs. She led the college’s first study abroad course to Turkey in 2014. Since then, she has been working with other faculty members to develop programs in Ireland, Germany, Italy, Thailand, Belize, and China, and has led a study abroad program to Greece in partnership with SAA since 2017.

Sevin brings her travel, teaching, and international education experience, along with her desire to foster broad-mindedness to the team to help students encounter more of the diversity of the human experience through travel.

Languages Spoken: English & Turkish

James first experienced the wonders of study abroad during a semester in Italy. Holding a BFA and MFA in Sculpture, when not working in his studio he has been teaching Studio Art and Art History courses at the collegiate level since 2013.

Inspired by his semester in Italy and subsequent time spent in France, he helped to establish new study abroad departments at two different colleges. These efforts brought James into contact with SAA when looking for a provider for his programs. Now a member of SAA’s team, he brings his teaching experience and passion for travel to help more students see more of the world.

Languages Spoken: English & French

Advisory Board

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Paulo TavaresAccount & Product Manager

Dr. Francesco RestucciaAccount & Tour Leader Manager

Francesco is a PhD in Philosophy of Art and a professional Tour Leader. He grew up in Rome and Milan, but during his studies he lived in Paris, Berlin, and São Paulo, Brazil. Since 2014, Francesco has been leading programs for SAA programs to Italy with Christian.

Traveling and studying are his passions and he thinks no learning is possible without exploring. He is currently a teacher assistant at the University of Rome La Sapienza and he is using his knowledge in history and art to develop educational tours for the Study Abroad Association.

Languages Spoken: English, Italian, French, Spanish, & Portuguese

Paulo is a linguist and a firm believer in learning through travel.

In 2013, he was awarded a BA Honors in French and Spanish, and it was during his Erasmus program in France and Spain, as part of a year abroad experience, that he understood the life-changing benefits of traveling. Studying abroad will help you develop personally, professionally, and academically in order to succeed in today’s world.

Paulo has lived in 10 different countries (and counting), has visited many others, and has a passion for sustainable tourism. Sustainable travel is all about respect for the environment, for the people, and for the culture. Understanding how you can contribute and have a positive impact in the local communities you visit is a great way to add value to your life.

Always with a positive outlook on life, Paulo is a creative person with excellent interpersonal skills and a deep understanding of various cultures and backgrounds.

Paulo met Leo in Greece, while working as the hostel manager in Athens, where Leo’s group was staying.

Languages Spoken: English, Portuguese, French, & Spanish

Our Team

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Federico OrpelloAccount Manager

Marco BasilissiChief Financial Officer

Marco grow up in Italy between vineyards. He has a degree in Economics and Business, and a master degree in Business Management. He is an accountant, a passionate wine producer, a chef and enthusiast for all cuisines, and is always ready for new challenges.

He sees in Study Abroad Association the potential to improve his skills and the opportunity to get in touch with other new realities.

Languages Spoken: English & Italian

Federico has a passionate and an optimistic outlook on life and a curiosity to explore the world. He continually strives to expand his knowledge and understanding of different environments and cultures. He enjoys being challenged by new opportunities and continually strives for excellence in all endeavors.

For this reason, he tried different jobs during his lifetime but after he moved to Australia, he discovered that traveling is his main passion.

After four years in Australia, he came back to Italy where he had the opportunity to join Leonardo, one of his best friends, in co-leading a study abroad group in Greece. After seeing his leadership skills and enthusiasm for traveling the world, Leonardo invited him to get involved with SAA.

He proudly says that SAA improves his lifestyle.

Languages Spoken: English, Italian and Spanish

Our Team

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Marketing del Bueno AgencyMarketing

Jstyn StrainVideographer & Creative Services

Jstyn Strain is a driven videographer and video editor who started his career 6 years ago at the University of Oklahoma. In his second year at OU, he took a study abroad course with Christian and fell in love with travel and all it provides in life and for a career.

After traveling with Christian and Leo for a few trips, he was hired as a part-time employee to shoot and edit videos to inspire people to travel, get out of their comfort zone, and see the world.

His main objective is to show people that you can and should travel as much as possible, and to teach people how much you can grow as a person while traveling.

Marketing del Bueno, “the good marketing” is a marketing agency based in Ecuador and led by a bilingual experienced and passionate team, that conceptualizes marketing for benefits aimed at society.

They are located in the innovate co-working space called Impaqto, in central Quito. Where they have access to additional resources such as top developer and other specialists.

Daniel Guerra, its founder says that his idea is "to see marketing as an excuse to establish relationships with different actors in society (or markets) but in a way in which the product / service is an excuse."

Since 2019, we have centralised all our marketing operations and strategies to their team.

https://www.impaqto.net/marketing-del-bueno-mercadeo-beneficio-la-sociedad/

Our Team

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Our References

Director Robyn BrightonService Learning and Study AbroadValencia Collegerbrighton1@valenciacollege.edu

Director Stephanie GoadInternational ProgramsNortheastern State Universitygoads@nsuok.edu

Dean Michelle FosterDean Academic AffairsValencia Collegemrfoster@valenciacollege.edu

Dr. Amanda SmithEnglish ProfessorSouthwestern Oklahoma State University

Dr. Brian CowlishawEnglish ProfessorNortheastern State Universitycowlishb@nsuok.edu

Dr. Sam MagrillMusic ProfessorUniversity of Central Oklahomasmagrill@uco.edu

Dr. Leah OxenfordBiology ProfessorUniversity of Science and Arts of Oklahomaloxenford@usao.edu

Nathan CarpenterDirector of Center for Global Education &International ServicesNorthampton Community Collegencarpenter@northampton.edu

Rayshell ClapperLiterature ProfessorDiablo Valley Collegerclapper@dvc.edu

Lindi KourtellisInterim Study Abroad DirectorValencia Collegelkourtellis@valenciacollege.edu

Carol ReyesDirector of Global Student ProgramsMiami Dade Collegecreyes7@mdc.edu

Jeremy L. YoumansDirector of International ProgramsNorthwest Arkansas Community Collegestudyabroad@nwacc.edu

Glenda PopeStudy Abroad CoordinatorSandhills Community Collegepopeg@sandhills.edu

Affiliate Institutions& Consortiums

Bergen Community CollegeBrookhaven Community CollegeCedar Valley CollegeCollege of Central FloridaCollege Consortium for International StudiesCommunity College of MorrisCommunity College of PhiladelphiaCommunity Colleges for International DevelopmentConnors State CollegeDallas County Community College DistrictEastfield CollegeEl Centro CollegeFlagler CollegeFlorida Consortium International EducationFlorida Eastern CollegeFlorida Gulf Coast UniversityFlorida International UniversityFlorida Keys Community CollegeFlorida – Seminole State CollegeFlorida Southwestern State CollegeFlorida State College JacksonvilleGeorgian Court UniversityHarrisburg Area Community CollegeHawaii Community CollegeHillsborough Community CollegeHudson Valley Art AssociationHuston Tillotson UniversityIndian River State CollegeMercer County Community CollegeMethodist UniversityMiami Dade CollegeMiddlesex County CollegeMountain View CollegeMurray State CollegeNISODNorth Lake CollegeNortheastern State UniversityNorthampton Community CollegeNorthern Oklahoma CollegeNorthwest Arkansas Community collegeOklahoma City Community CollegeOklahoma State UniversityPensacola State CollegePolk State CollegeRaritan Valley Community CollegeRedlands Community CollegeRichland CollegeRogers State UniversityRose State CollegeSeminole State College OklahomaSeton Hall UniversitySouthwest Texas Junior CollegeSouthwestern Oklahoma State UniversitySt. Johns River State CollegeTulsa Community CollegeUniversity of Central OklahomaUniversity of Science and Arts of OklahomaUniversity of West GeorgiaValencia CollegeWarner University

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Market Analysis & CompetitionMarket Overview

The global youth travel industry is now estimated to represent almost 190 million international trips a year, and has grown faster than global travel overall. By 2020, there will be almost 300 million international youth trips per year, according to UNWTO forecasts, with a market value of more than $200 billion.

The study abroad market (U.S. students studying abroad) has been constantly growing since 1992, increasing more than 30% over the last 10 years.

According to new data released on November 13th, 2018 by the Institute of International Education, more than 332,000 U.S. students studied abroad during the 2016–2017 academic year, an increase of 2.3% over the previous year. (IIE 2018 Open Doors Report)

Out of all the study abroad programs, short-term programs (8 weeks or less) are amongst the most popular as it’s the easiest step to explore education outside of the United States.

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Market Overview continued

Europe (with around 32% of all students choosing the United Kingdom, Italy, or Spain) and Latin America are the most popular destinations, hosting a combined 70% of the total U.S. students studying abroad. This also corresponds to our most popular destinations, where we have very strong, long-lasting relationships and connections with on-ground suppliers, universities, and tour leaders.

Study abroad is continuing to increase due to different factors, with a huge increase in funding for students to go abroad, including funds directed at students with financial need or who have minority status. There are more options to study abroad in a variety of places and for different lengths of time. Students are also beginning to recognize on their own the benefits of experiencing other cultures for professional reasons or future career advancement. Research and experience demonstrate that students who are fully immersed in cultures abroad and who learn another language are better-equipped to function in the global workforce. They become strategic thinkers and problem solvers, and excellent communicators in more than one language.

Decades ago, faculty-led study abroad programs focused on one area, usually language study, or a particular academic discipline in English-speaking countries. Today, more students are seeking ways to take coursework in their major by combining it with unique hands-on experiences, such as international internships or service learning experiences abroad.

Additionally, several major U.S. technology firms, such as Dell, Google, and Microsoft, have stressed the need to find employees who are better-equipped to understand the global marketplace. Source: “Best Practices for Planning, Developing, and Sustaining Interdisciplinary Language-Based Study Abroad Programs”

Study Abroad: Traditions, Directions, and Innovations. New York: Modern Language Association. (2019) professor Chad M. Gasta”,https://works.bepress.com/chad_gasta/27/)

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Our Growth from 2017–2019

In 2017, Study Abroad Association was launched. We ran our first 3 programs in Belize, Chile, and Scotland.

In 2018, we ran a total of 26 programs in 15 destinations.

In 2019, we have more than 50 programs already sold in 25 destinations, with schools joining from all around the United States and an estimated sales turnover of $2.20 million. (50 trips x 15 students on average per trip.)

The top states are Florida, New York, New Jersey, Virginia, Illinois, North Carolina, Arkansas, Texas, California, Oklahoma, and more.

SAA & Competition

Our most established and general competitors are EF, Explorica, CIEE, and other medium-sized competitors such as IEF Abroad, AEA Abroad, and AIFS.

However, due to our affordability, top quality, and fully customizable programs, SAA has a competitive advantage and an opportunity to position SAA as the market leader for both affordability and quality. On average, our programs are 40% more affordable than our competitors.

Our assumptions are backed by numbers. In fact, within the 2 years after the launch of SAA, we are already established with recognized institutions, covering 90% of the study abroad programs at Miami Dade College (FL) and Valencia College (FL), ranked in the top 10 as leading institution for studying abroad programs (OpenDoor sources, 2018, see graph below). These are both examples of institutions that have switched from the industry leading providers in favor of Study Abroad Association.

Another strength that SAA is able to bring to the table in comparison to our competitors is the lean structure of the company.

We have a very low overhead, In fact, we operate completely online by using the latest technologies to support our business processes. We also have strong international connections and providers across the globe to provide complete services.

Another strategic strength of SAA is the specific focus on the community college segment. Being able to focus on this target in particular allows us to fully understand its deepest challenges and provide a tailored, impeccable, and highly responsive service equal to nobody in the market.

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Market Adversities, opportunities and threats

We have spoken to a few of our clients in order to find out how participation in study abroad in 2008 was affected due to the financial crisis. This is what they have said:

“Surprisingly we did not experience a slow down in terms of number of faculty-led programs” - Vannia Ruiz - Valencia College Study Abroad coordinator

“Faculty-led study abroad programs has grown massively from the last 15 years, despite market adversities our college has steadily grown programs year on year” - Lisa Carbajo - Miami Dade College Study Abroad Director

Christian Alyea, before launching SAA, was already offering study abroad programs in Texas and Oklahoma since 2008, where he always experienced a steady increase in terms of sales and new locations.

Reports shows that our main competitors, EF and Explorica, have been in the market for the last 35 years, with a steady growth for faculty led and study abroad programs.

Finally, at SAA we are working to open a few additional markets for outgoing students:

- Australia- Brazil- Italy

We have strong connections in all of these markets, with more and more young students wanting to studying abroad. This will not only create additional opportunities for Study Abroad Association sales but will also help the company in the following points:

- Reduce the risk in case of a single market slow down - Improve the company logistic by facilitating contracts, sending money abroad to our sister companies

and hiring new employees

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Sales & Marketing PlanSAA Sales Objectives

Past sales:

• 2017: 3 Tours (Completed)

• 2018: 25 Tours (Completed)

• 2019: 49 Tours (Completed)

• 2020: 100 Tours (75% Completed)

• 2021: 200 Tours (15% Completed)

• 2022: 400 Tours (for a gross total revenue of $18 million)

Marketing & Communications Objectives

• Raise awareness through every community college in the United States by the end of 2022.

• Position the company as the industry leader in terms of quality and affordability.

• Reduce the cost per acquisition of each client by maintaining an high level of referral due to customer satisfaction and quality.

Product

Our USP and angle to enter the market is our affordability joined with an high level of customer service, customization, and quality.

We also enrich and diversify all our programs by including language Immersion, alternative breaks, and service learning projects. This component adds value to our product range and extends our area of expertise by creating strong relationships with local suppliers and communities.

Pricing

Our price point is usually between 30–45% more affordable than our competitors.

Our quality results in over 95% customer satisfaction (references available upon request).

Our main target market is community college students. Based on research and past experiences, we have learned that those students have limited resources in terms of funding.

This is one of the main reasons why expensive programs (typical of our competitors) do not end up obtaining the minimum amount of sign-ups, resulting in having to cancel the entire program. We have decided to position our programs in the affordable range, without compromising the quality. This strategy has proven very effective, with many schools leaving their previous providers for SAA, a more customizable and affordable solution.

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2019 Marketing & Sales ChannelsWe have selected channels which we intend to use in order to promote the brand and acquire new sales leads.

1. Word of Mouth

Study Abroad Association starts with the main objective of maintaining a high level of customer satisfaction. Today, word of mouth is still one of our main and less expensive marketing channels, which keeps bringing new schools and professors due to previous happy clients.

2. Conferences

We are planning to attend around 12 conferences in 2019, with a total budget of $60,000.

Based on our previous experiences and returns, each conference will bring us at minimum between 4–5 new schools, with the potential for each school to organize multiple programs with us.

Based on this estimate, even if each school organizes one tour, we have an approximate net profit of $250,000 for 2020 ($5,000 per tour at 50 new schools).

While this is the estimate for 2020, this number grows exponentially for the following years (2021 onward) due to the existing presence at the school and a high level of satisfaction in professors and study abroad directors. Through these newly established contacts we will reap the benefits of free future referrals.

3. Annual Memberships to Consortiums and Associations

We are planning to expand our list of strategic affiliation with major consortiums and associations highly relevant to our business. These institutions will be a great place to showcase our new programs, announce our upcoming faculty and student grants, contribute to their newsletters, participate and host interesting webinars, and showcase our campaigns on their social media channels.

In 2019 we are looking to join two important institutions:

IIE - Institute for International Education– www.iie.orgWith more than 9000 members, of which the majority is U.S. community colleges and universities, IIE is one of the biggest platforms for international educators.

Diversity Abroad– www.diversityabroad.orgRecognized nationally for the importance given to minority groups and less advantaged students.

NISOD–National Institute for Staff & Organizational Development – www.nisod.orgNISOD is “The country’s leading provider of professional development for community college faculty, staff, and administrators.” We have so far successfully worked with them to feature our 2020 Community College Initiative in their weekly newsletter and promote our faculty grant on their social media. (See page 28 for exhibits.)

4. Relationships & Connections

While sales calls are still an important channel, we don’t want to harass professors with continuous and annoying calls (a complaint we have heard made of our leading competitors).

We prefer to build this company on relationships, quality, and important connections.

We keep expanding the sales team, based on professors that have already traveled with us multiple times and speak very highly of the brand (such as our Sales Advisor, James Adkins), as well as top industry experts with more than 20 years of experience and connections in this sector (such as our advisor Tanith Fowler Corsi), that after having thoroughly reviewed our programs, have decided to join the team and recommend SAA to outside connections.

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2019 Marketing & Sales Channels continued

5. Email Marketing & Campaigns

We have already developed our major communication campaigns for 2019:

• Free Faculty Research Grants: These grants will unlock funds to faculty willing to travel abroad and design the best and most valuable programs for their students. This fund will create additional unique programs that the chosen professor will cultivate and promote as their own.

• Sustainable Costa Rica: Designed to lower the cost of international programs (compared to the European or Asian programs) while creating a positive impact in local communities.

• Faculty Development Workshops: These workshops will educate as many professors and schools as possible on the best practices to use in order to increase participation and reduce both cost and risk. This has worked very well in the past and it’s easily manageable through online (recordable) webinars.

• Free Membership Initiative: By becoming an SAA member, faculty will have access to a series of free resources such as 1-on-1 evaluation meetings, workshops, grants, and other useful information that not only will create value for the schools, but will also generate new clients for SAA. View the full list of benefits on our website: https://studyabroadassociation.com/membership

• Additional communications on all new programs and interesting topics, such as STEM, Service Learning, Sustainability, Language Immersion, and more. We will present various topics on how to combine those programs, show the latest trends, and explain how to diversity the value proposition and increase participation while managing to add value and promote international education.

6. SEO

With no previous investment, we have already built enough credibility to be easily discovered in Google, which has resulted in multiple professor inquiries. In 2019, we will improve our organic SEO strategy and online discoverability by allocating a small budget.

7. Adwords

We have identified a particular niche of keywords that have enough searchability volume without costing much for each single click (low PPC). We are planning to also start nurturing our paid search channels in order to make sure to maximize our exposure, while testing the cost per acquisition on each channel.

8. Social Media

Even though SAA is a B2B, social media is still an important tool to utilize in order to promote the brand, collect reviews, launch campaigns, support social projects, and showcase all the great aspects of our programs on all social channels. Capturing, tagging, and sharing our trips’ best memories to social media is an essential priority.

Social media is a great method to keep in touch with all our past travelers and reinforce the sales funnel between Study Abroad Association and Life Break Adventures.

9. Key Partnerships

College Consortium for International Studies : www.ccisabroad.org

CCIS is a strong a reputable institution for international education. However, they only focus on long-term programs, 6 months or more.

After having met on multiple occasions, during conferences and through various online meetings, we have learned that we shared similar values in terms of quality, education, and affordability.

As a result, both our executive boards have decided to partner with each other in order to provide complimentary service to our respective clients.

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Ownership, Management, & Operating PlanStudy Abroad Association LLC has been registered in Miami, FL since February 2017.

This includes the full ownership of:

• Study Abroad Association• Life Break Adventures• Abroadware

Shareholders

Christian Alyea— Co-founder and major shareholder at 45%

Christian is fully focused on the business and programs development of SAA as well as the promotion of Abroadware. His 10 years of solid experience gives SAA the right skillset to develop the perfect study abroad program. He has overseen the main operations of the business as well as managing the logistic team. He is a usual speaker at the main conferences we attend across the country.

Leonardo Gubinelli— Co-founder and major shareholder at 45%

Leonardo is focused on business development and the commercial and marketing side of SAA and Life Break Adventures. He oversees the entire marketing and sales team for both SAA and LBA, by sharing his 10 years’ knowledge of marketing and sales in the tourism industry. He is also well connected and passionate about social impact projects, and looks after the company foundation In Education We Trust.

Alessio Mazzolini— COO and minor shareholder at 10%

Alessio is an avid organizer and brings his organizational and managerial skills to manage the entire logistics team. He ensures the top quality of each program. He has strong interpersonal skills, which helps to create long-lasting relationships with our suppliers.

Operating Plan

We do not have physical office, and the main PO Box of the company is in Miami, Florida. This helps us to reduce costs and keep the operation as lean as possible.

We have a sub-branch in Europe, hosted by FHUB, a co-working space in Italy.

The team works on a result-based system, while allowing flexibility to organize their own personal workload. This helps to keep team motivation high at all times, and to date we have yet to have anyone leave the company for a better opportunity.

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Financial Plan - 2017 - 2022

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Financial Plan - 2017 - 2022

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Appendix & Exhibits - Our New SAA brochure

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Appendix & Exhibits - Webinars & Workshops

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Appendix & Exhibits

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From left to right:

1. 2020 Community College Study Abroad Initiative Flyer2. Conference Standing Banner3. 2019 CCIS Conference Booklet Advertisement

Appendix & Exhibits - Life Break Adventures

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Newsletter - April Our Videos

Life Break Adventures | Discover Your Independencehttps://youtu.be/WKVzT6Uu8Rw

Greece Island Hopperhttps://youtu.be/sKwSJMlP4_4

Costa RIca and Panamahttps://youtu.be/WIa3MSROUPA

Thailand Culture Immersionhttps://youtu.be/HlUeE9OfXgw

Appendix & Exhibits - Abroadware Wireframes

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Appendix & Exhibits

31View more testimonials at facebook.com/studyabroadassociationpage

Professor Testimonials

Appendix & Exhibits

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Traveler Testimonials

View more testimonials at facebook.com/studyabroadassociationpage

Appendix & Exhibits

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From left to right:

1. Faculty Grant Facebook Post2. NISOD Grant Twitter Feature3. 2020 Initiative NISOD Newsletter Feature

Appendix & Exhibits

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Source: All Over the Place Podcasthttps://allovertheplacemag.com/authentic-travel-with-christian-alyea/?fbclid=IwAR1SGoYMtKGdCzWdVBqghj0RXpoeXKflNOT9Fa36nXkyCTg-j-ydBdzKVd0

Appendix & Exhibits

35SAA travelers participating in a service learning project to benefit Italian refugees.

Appendix & Exhibits

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County College of Morris professor and SAA Sales Advisor James Adkins, leading a short-term faculty-led program in France in March 2018.

Appendix & Exhibits

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