We know the way. Every promising business and professional project that starts out has a path full of surprises and difficulties ahead of it.

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2 We know the way Every promising business and professional project that starts out has a path full of surprises and difficulties ahead of it. The reason is that this path still has to be created; it will only start to exist when the entrepreneur marks out a trail with his or her footprints. However, each project should follow its own course and write its own story. Although we cannot say what way this road must take, with our broad experience in advising and guiding small and medium enterprises and public institutions and entities as they develop their initiatives, A\V ASESORES does know what steps need to be taken in order to guarantee that targets are met successfully. This can be confirmed by the clients with whom we have collaborated in our different fields of expertise: foreign trade, tourism, business start-ups and training.

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4 Foreign trade consulting A\V ASESORES is a pioneer in providing legal advice on foreign trade and international expansion for small and medium enterprises. It is one of the first PIPE (Foreign Promotion Initiation Plan) consultancy services to be authorised by ICEX (Spanish Institute for Foreign Trade) to assist SMEs in developing international expansion plans. Likewise, we assist foreign investors to develop their projects for gaining a foothold in Spain. SERVICES International contracting International dispute settlement Setting up branches, subsidiaries, joint ventures, etc. Creation of international commercial networks. Removal of technical and commercial barriers to exports. Diagnostics of international expansion potential. International tendering. Financial advice for foreign investment projects. Advice for foreign investment in Spain. Preparation and monitoring of EU-wide projects.

5 EXAMPLES PIPE Project Promoters (ICEX). Our partners have been authorised by ICEX and the High Council of Chambers of Commerce, Industry and Navigation of Spain as promoters of international expansion by SMEs. Legal advice for Spanish foreign investment projects and foreign projects for investment in Spain: Creation of the US subsidiary of M.Z. Del Río, S.A., manufacturer of bathroom fittings. Creation of Portuguese subsidiary of Caresness, S.L., distributor of emergency medical equipment. Legal advice for STF Filtros, S.A. (Grupo Vicente Canales) in setting up a joint venture in Portugal with Israeli and Portuguese partners. Creation of a representative office in Portugal for Garrad Hassan Ibérica, S.L.U., wind energy project engineering company. Consultants to the Government of Malta through Malta Enterprise for the promotion of Spanish investment in Malta. Legal advice offered to ROCE Partners Holding OY, multinational consulting firm specialising in supply chain management and global health, for the creation of a Spanish subsidiary. Legal advice offered to Rotom Europe B.V., a multinational logistics services provider, for the creation of a Spanish subsidiary.

6 Creation of export consortia at source and at destination in the agri-food, industry and consumer goods sectors: Creation of Structura: export consortium at destination (Germany) formed by Menage & Confort, Navarro Azorín and Indaux, manufacturers of metal fittings for wardrobes and doors. Creation of Polirus Trading: export consortium at destination (Russia) formed by GER, Mamplast-Moro, Iverna 2000 and Papé Online Europa, industrial air-conditioning companies. Creation of CLS Lift Components Promotion: consortium at source formed by the manufacturers of lift (elevator) components Comaq, Sumasa and Lift Control. Creation of Fiesta Gourmet: export consortium at source formed by agri-food companies Jamones de Aragón, Elaborados Cárnicos la Manolica, Queserías Santa Barbara and Aceites Arboleda.

7 OTHER CLIENTS Markleen Terra Garrad Hassan Ibérica Proytecsa Distromel Libelium E.M.D. Menage & Confort Straw Pulping Engineering Grupo Jorge Arpa Laboratorios de Cosmética Armonía Lausín y Vicente Herrajes Auseré Biocidas Biodegradables Zix Implaser SEAS Toldos Serrano Manifesto Servicios Turísticos Senda Grupos Electrógenos Gesan ROCE Partners, S.L. Rotom España, S.L.

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9 Tourism consulting A\V ASESORES is the first Spanish law firm to specialise in the development of rules for ski and mountain resorts and for the planning and implementation of tourist development programmes. We prepare strategic tourist development studies for public institutions, entities and associations. We also develop international marketing plans for products and services offered by tourism companies. SERVICES International expansion for tourism companies. Development of regulations for tourismrelated activities. Characterisation and systemisation of tourism company user complaints. Provision of Customer Advocacy Service for tourism companies. Development of quality improvement plans for tourism companies. Preparation of strategic tourism development studies. Comparative Law Studies. Design of individual and joint marketing plans and strategies for tourism companies.

10 EXAMPLES Matarranya Territorial Quality Brand. Stimulus Plan for the Matarraña/Matarranya Comarca (province of Teruel, Spain). In 2009, we were active in the creation of a stimulus programme for the Matarranya Territorial Quality Brand in the Matarraña/Matarranya Comarca, drawing up the service charters for the sectors involved (tourism, hospitality and business) and supporting their implementation in companies. The project included the development of content for the district tourism website in order to achieve a faithful image of what tourists will find, and also to respond to visitors needs before they set out. Professionalization Programme for tourism companies in the comarcas (local government districts) of Somontano de Barbastro (province of Huesca), Matarraña, Comunidad de Teruel, Gúdar-Javalambre and Sierra de Albarracín (province ofteruel). In collaboration with the Huesca and Teruel Chambers of Commerce, the Aragonese Institute for Development and the comarcas, we have developed training and specialist advisory programmes in order to professionalise the management of tourism companies, adapting their business policies to the customer segments at which they are aimed and providing them with tools for attracting foreign customers. Provision of Customer Advocacy Service for ARAMÓN, S.A. We have been providing a Customer Advocacy Service since the 2004/5 season to this Aragonese snow tourism holding company operating the ski resorts of Formigal, Panticosa, Cerler, Valdelinares and Javalambre.

11 EXAMPLES Study and systemisation of Baqueira-Beret, S.A. customer complaints and preparation of standard responses for their customer service department. Preparation of Rules for Operations and Service for Gecobesa. We worked throughout 2005 and 2006 in restructuring the organisational chart and drawing up Operating Rules for Gecobesa, the company operating the La Covatilla ski resort in the Sierra de Béjar mountains (province of Salamanca). Drawing up the draft regulations governing the operations of Aragonese ski and mountain resorts (2004) for the Government of Aragón. Preparation of the internal operating regulations for the ski resorts members of ATUDEM (Spanish Mountain and Ski Resort Tourism Association) in 1994 and updated version in In the absence of a positive law, ATUDEM requested our services to draw up a set of internal ski resort operating regulations, which have been applied in all Spanish ski resorts since The Spanish justice system has acknowledged it as a source of rights and duties for the resorts and their users. We updated the regulations in 2002 for the purpose of responding to new problems arising in Spanish ski resorts, such as the co-existence of snowboarding with downhill skiing, the introduction of regulations for cross-country skiing and disabled access to ski resorts. The new regulations came into effect in the 2003/2004 season.

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13 Business start-up consulting Since 1996, A\V ASESORES has been providing technical assistance services to institutions such as the Government of Aragon; the High Council of Chambers of Commerce, Industry and Navigation of Spain; the Spanish Women s Institute; and the Aragonese Women s Institute in the development of free advisory programmes to foster self-employment. Our support for entrepreneurial projects is based on creativity and innovation, for the purpose of achieving differential market placement directed at a specific customer segment. Experience guides us in channelling the energy of enterprising individuals as they work to turn their ideas into feasible and enduring projects. SERVICES FOR PUBLIC INSTITUTIONS: Design and management of face-to-face and virtual advisory programmes to foster self-employment. FOR ENTERPRISING INDIVIDUALS: Advice and guidance in starting up a business project. FOR COMPANIES: Ongoing consulting services in legal-corporate, marketing and commercialisation. COACHING: We provide advice and guidance in the setting, monitoring and assessment of business objectives in order to enable targets to be met through ongoing improvement.

14 EXAMPLES VUE online portal. We started up the public free online advisory service programme, Ventanilla Única Empresarial (One-Stop Business Service), in October This is open to use by any individual with a business project or company carrying out activity in Spain, with a guaranteed 48-hour response. EmpresariasNet portal. We started up EmpresariasNet in June This is a joint service offered by the Spanish Women s Institute and the High Council of Chambers of Commerce, Industry and Navigation of Spain to provide free online advice to women entrepreneurs and businesswomen all over Spain. The portal has over 45,000 registered users and has replied to more than 110,000 consultations since its creation, all in a maximum period of 48 hours. EmpresariasNet won the 2002 Actualidad Económica Award as one of the best business ideas on the Internet. The European Commission also acknowledged EmpresariasNet as the best Spanish effort in support of women entrepreneurs and included it in the Good Practice Guide presented during the European Forum on Female Entrepreneurship held in Brussels on 28 March Programa Emprendedores(Entrepreneurs Programme) by the Aragonese Institute for Development (IAF). We have been collaborating with the IAF since 2005 by providing face-to-face consulting services to budding Aragonese entrepreneurs in the legal, international expansion and marketing fields.

15 EXAMPLES Aragonese Women s Institute Business Consulting Between 1996 and 2005, we provided the Business, Self-Employment and Entrepreneurial Training Advisory Service on behalf of the Aragonese Women s Institute in their offices in Zaragoza, Huesca and Teruel, offering guidance to female entrepreneurs on the most appropriate legal entity for investment projects, their feasibility and the possibilities for obtaining finance for them. The service also provided complete management support for those companies. We put many initiatives into practice, such as the decentralisation of the service and making it more accessible to the rural community, in addition to coordination with social partners and their integration into the Red Emprender (Enterprise Network) in Aragon. More than 15,000 female entrepreneurs made use of our service during that time. Aragonese Women s Institute Inf@empresarias Programme In 1999, A\V ASESORES set up the Inf@empresarias programme to complement the face-toface advisory service offered to female entrepreneurs in Aragon by the Business Advisory Service. This programme offers free advice to Aragonese companies via . Inf@empresarias was chosen by the European Commission s ProWomEn Network as one of the best Spanish practices for supporting female entrepreneurship after its presentation at their conference held in Stuttgart, Germany, in September Development of the Programa Entidad Colaboradora (Collaborating Entity Programme) for equal opportunities between men and women for the Aragonese Women s Institute Between 2001 and 2006, we managed this programme that analysed the situation of equal opportunities in Aragon by means of diagnostics performed on participating companies, personnel training, drawing up of positive action plans and their monitoring and assessment.

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17 Education and training consulting With more than 15 years experience advising small businesses on how to develop and find the path to SERVICES Promoting self-employment. Creativity and innovation. Foreign Trade. Tourism. Marketing. becoming more competitive in the international market, we organise education and training programmes tailored to companies, entrepreneurs and public institutions.

18 EXAMPLES Promoting self-employment: Market opportunities and new trends for the differential development of your micro-enterprise (Aragonese Institute for Development). What you would have liked to have known before starting up your own business but were never told (Aragonese Institute for Development). Deciding to start up your own micro-enterprise (Aragonese Youth Institute). Business ideas workshop (Cabildo de Tenerife/Tenerife Local Government Authority). Training teachers in the subject of development and careers orientation (Spanish Ministry of Education). Training for Spanish Chambers of Commerce Business Support Boards (High Council of Chambers of Commerce, Industry and Navigation of Spain). Creativity and innovation: The journey to innovation: Innovation is profitable (Spanish Women s Institute). Innovation in service provision (Ibercaja Zentrum). Tools for developing creativity in the classroom (Spanish Ministry of Education). Creativity and innovation for developing new products and services (University of Zaragoza). Keys for business growth: learning from the best (Aragonese Institute for Development). Techniques to become more creative and sell more (Chamber of Commerce of Navarre). Observing and monitoring the market: starting up a company while being yourself and being different (Chamber of Commerce of Pontevedra). Innovating to survive: what successful businesses do (Chamber of Commerce of Huesca). Foreign Trade: Advanced Course on Foreign Trade Strategy and Management (ICEX). Advanced Programme on International Trade (Chamber of Commerce of Zaragoza). Post-graduate course on International Management and Foreign Trade (University of Zaragoza). International negotiation and recruitment (Chambers of Commerce of Huesca, Zaragoza, Teruel and La Rioja). Promotion and international e-commerce (Chamber of Commerce of La Rioja).

19 EXAMPLES Tourism: Internet tips for tourism micro-enterprises (Chamber of Commerce of Teruel). How to make your tourism business profitable (Aragonese Institute for Development). How to create a tourist destination on the Internet (Chamber of Commerce of Teruel). Selling yourself on the Internet: tips for the tourism sector (Aragonese Institute for Development). Programme for competitive improvement for tourism businesses (Aragonese Institute for Development). Customer service as the key to success in the tourism sector (Chamber of Commerce of Teruel). Creation of differentiated products in tourism businesses (Chamber of Commerce of Teruel). Marketing: From the field to the table: how to design a marketing policy in small agrifood businesses (Somontano de Barbastro Development Centre). Keys to understanding new markets (Spanish Ministry for Industry, Commerce and Industry). How to develop your business in difficult times: anti-crisis pills (Aragonese Institute for Development). Reinventing traditional sectors: keys to surviving in new markets (Chamber of Commerce of Huesca). New technologies in the rural sector: how to make the most of new technologies for developing your business (Chamber of Commerce of Burgos). Marketing for businesses with limited resources (Aragonese Institute for Development). How to use web 2.0 tools in micro-enterprise marketing strategies (Aragonese Institute for Development). New trends: develop your business differentially (Aragonese Institute for Development). Coaching: Developing skills and ongoing improvement Empowerment Mentoring

20 some of our clients Spanish Women s Institute Spanish Institute for Foreign Trade AIN - Industry Association of Navarre EOI - School of Industrial Organisation Somontano de Barbastro Development Centre High Council of Chambers of Commerce, Industry and Navigation of Spain Directorate General for SMEs Aragonese Women s Institute Chamber of Commerce of Majorca Chamber of Commerce of Navarre Chamber of Commerce of Castellón Chamber of Commerce of Huesca Chamber of Commerce of Teruel Chamber of Commerce of La Rioja Chamber of Commerce of Segovia Chamber of Commerce of Zaragoza Chamber of Commerce of Burgos Chamber of Commerce of Pontevedra La Rioja Development Agency Aragonese Public Administration Institute IMPIVA - Institute for Valencian Small and Medium Industry Tenerife Local Government Authority University of Zaragoza Aragonese Institute for Development EDER Consortium of Navarre Local councils and Associations throughout Aragon Ibercide - Ibercaja Centre for Innovation and Industrial Development Universidad Internacional Menéndez Pelayo (UIMP) Government of Catalonia ATUDEM - Spanish Mountain and Ski Resort Tourism Association Formigal, S.A. Tena Valley Tourism Business Association Sobrarbe-Ribagorza Tourism Business Association Somontano de Barbastro Development Centre Comarca del Matarraña/Matarranya Teruel Tourism Business Association Sierra de Albarracín Business Association Gúdar-Javalambre Business Association Spanish Ministry of Education Provincial Council of Malaga Teachers and Resources Centres of Aragon

21 get to know us better choose the path that leads you to A\V ASESORES If you have an economic project or a business initiative, you may need our help. Let s talk and get to know each other, because mutual understanding leads to the confidence needed to set out on such an exciting path as the one we take together. We ve been doing this since 1994 and each project still fills us with as much excitement as the one before. Allow us to introduce ourselves. We would be only too happy to listen to you. Ana Hernández Serena, ana@av-asesores.com Valle García de Novales, vgn@av-asesores.com Pº Constitución 21, 4º derecha Zaragoza (Spain) Phone Fax

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