Roadmap to Success in Latin

America

Eduardo Chaillo, Maritz Global Events Global General Manager

LATAM

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

There is no 1 Latin America

North America (México)Central AmericaCaribbeanSouth America

Andean StatesSouthern Cone

Exceptional Event Experiences.

Each Guest. Every Time. Everywhere.

Pacific Alliance Members

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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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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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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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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