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Becoming a Destination Management Company or consultant does not happen overnight. It requires strong will, long term commitment and above all investment. When a client considers a DMC for handling a programme he will base his criteria on all of the following areas:
- Ability to immediately to requests with efficiency.
- Clear,”no surprise” itemised quotations with guaranteed rates.
- Experience and in-depth knowledge of the destination.
- Excellent understanding of the incentive or meeting travel mechanisms.
- Experience and capabilities of permanent staff.
- Creativity, flexibility, and anticipation.
- Client references and local reputation.
- Financial stability.
The objectives of a “future DMC” should not be limited to only projecting the image of a DMC, but also to fulfilling the above criteria and develop the ability to deliver the client’s expectations.
Incoming Travel Agencies who have the in-depth knowledge of the destination can make excellent Destination Management Companies provided they adapt their company policies to the needs of the clients and develop the right strategies, targets and operations.
Before one launches himself into the Destination Management “adventure” it is essential to examine the natural strengths of the destination and determine his future as DMC examining the following:
- Has the destination the necessary top class facilities and attractions?
- Does it have a unique local appeal?
- Does it have an attractive image?
- Is it easily accessible?
- Are costs competitive with the neighbouring destinations?
- Is the destination supported by an active National Promotion Bureau?
Secondly, the future DMC should decide if there is a place for one more DMC in the area.
- Does he have to compete with many local DMC’s?
- Is his competition strong in Destination Management?
- Does he think he can do better than the competition?
- Is he going to generate new business and open new markets or is he going to compete for existing business?
- Is he willing to invest the necessary time and resources?
- Does he have strong relations with the local suppliers? Will they support him?
Having decided about the potential of your destination and your company you can start preparing yourself for the big adventure keeping in mind that many times “it is better to be a successful incoming agency than a mediocre DMC.”
In the next issue: The preparation. Develop a separate Incentive-Meeting Unit
© Tasso Pappas CITE
Tasso Pappas is President of the Site Greek Chapter and served as President of Site Intl. in 2000. This article is an extract from his book "To be or not to be a DMC" which he wrote in 1996 as his thesis for the certification CITE (Certified Incentive Travel Executive).
Theodore is the Co-Founder and Managing Editor of TravelDailyNews Media Network; his responsibilities include business development and planning for TravelDailyNews long-term opportunities.
