roadmap to success in latin america · 9 general space & rate information meeting...
TRANSCRIPT
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Roadmap to Success in Latin
America
Eduardo Chaillo, Maritz Global Events Global General Manager
LATAM
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Global brands (Exhibition global companies acquiring Local Shows and Global Hotel Chains duplicating #of rooms in 5 years)
Young demographic
Well-developed CSR programs
Personal relationships-Networks
Regional market integration Pacific Alliance, Mercosur
and Caricom Free Trade Agreements
Cultural uniqueness History Tourism Versatility-Diversity
Leadership in meetings industry Specialized networks
(COCAL) chapters and industry events (ICCA 2015, SITE SIC 2016)
Latin America
Overview
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There is no 1 Latin America
North America (México)Central AmericaCaribbeanSouth America
Andean StatesSouthern Cone
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Exceptional Event Experiences.
Each Guest. Every Time. Everywhere.
Pacific Alliance Members
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7
State of Latin American
Marketplace
Proprietary and Confidential © 2016 Maritz 7
Uniqueness of each Country Diversity and Versatility for all kind of
events can be achieved due to flexibility of Latin American players and variednatural-cultural attractions. There is no “one” in Latin America (it is a hugesub-continent). Mexico is part of North America (geographically) and LatinAmerica (culturally).
Cultural tips.– If you don´t speak Spanish,
you don´t speak Spanish and that is ok!Respect traditions and introduce changes slowly, Time is Open and Flexible.Colombia is written with a “o” not Columbia.Establish Social Trust First, don´t rush into subject matterRelationships are more important than tasks; strong sense of Family .
Current Events that affect the Marketplace Governments in
Venezuela, Nicaragua, Cuba. Economic Situation in Argentina, Brazil. Electionsin Costa Rica, Colombia, Mexico, Brazil. Lack of Continuity
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8
Overcoming Misperceptions
Proprietary and Confidential © 2016 Maritz 8
Understanding the Context – When selecting a destination, compare
hard data about safety and security indexes, as well as insurance coverageconditions.https://www.indexmundi.com/facts/indicators/VC.IHR.PSRC.P5/compare?country=mx#country=zj:xj:mx:us
Getting informed with reliable sources – the US DOS travel
advisories country by country.https://www.state.gov/r/pa/prs/ps/2018/01/276945.htm
CVBsNational Tourism OfficesDMC’s or PCO’sPeers (meeting planners w/experience in that area
Practice Common Sense Precautions –Where to stay, time to walk, information to attendees.At what time? Partying habits, etc.
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9
General Space
& Rate
Information
Meeting Costs– Quoted in local currency-Labor is affordable.Rates are generally quoted in the currency of the Country. You can request therate in US$ and in most of Latin American countries they will allow this tohappen. They will generally work with you on a fluctuation clause, so if therate goes up or down you’re capped at a high and low. Some labor intensiveservices are very affordable (translations, booth building, etc)
Sleeping Rooms – F&B packages. VAT exemptionGenerally include breakfast or it depends if you are looking at an All-Inclusive property in which also the taxes would be included. Taxes will need to be removed in order to figure out commission. In some countries they have tax incentives (0%VAT, etc) so be sure about the requirements.
DDR – Day Delegate Rate Usually includes basic A/V(LCD, Screen and Flipchart) AM/PM break, lunch and plenary session rental. Most often do not include the cost of breakouts.
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10
Be Aware of
Taxes,
Commissions,
Ratings and
Holidays
Taxes - VAT – Value Added Tax - Generally included, but ask as some
countries don’t include them, others do not charge any, and others have areimbursement policy, they can be as high as 18%.
Commissions - most items are commissionable, some will give 10% on
Rooms, some are as low as 5% on F&B. Be sure to ask the amount that iscommissionable as taxes (VAT) are generally included in the rate. Transparencyis not a strength in Latin America….everything is based in personalrelationships.
Hotel Star Ratings / Inconsistencies - Star Rating are different
country by country, it’s best to check and see if the Gov’t sets the ratings or thehotels. Ratings are generally much more arbitrary. A good source would be theratings at Travel Weekly (1-10 with 10 the highest and an average of start is 6-8). http://www.travelweekly.com/Hotels
Key Holidays - Check on the holidays in the country you are sourcing.
Mostly catholic, but very patriotic countries in Latin America.
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Meeting space at convention center is normally paid and might not be commissionable (ask)
Convention centers are usually public facilities City wide & multiple property: DMOs have a role
to play (discuss approach - incentives!) GMN (& DMC preferred partners) role F&B expenditure in relation to meeting space not
always relevant to get the best deal (separate revenue stream)
F&B in Convention centers always a separate deal (often outside caterers)
Exceptional Event Experiences
Every Guest. Every Time. Everywhere
Negotiations
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Exceptional Event Experiences
Every Guest. Every Time. Everywhere
Discussion and questions
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