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LATIN AMERICA REPORT 2018

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DUTYFREEMAGAZINE.CA JUNE 2018 · LATIN AMERICA REPORT VOL 28 · NO 2

Costa’s

Ocean Challenge p.24

Brazilian border stores update p. 10  Motta International opens new store at Tocumen p. 16  Top Brands International unveils new name & look p. 20


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Letter from the Editor

Good news in store I

n this exciting issue, we shine a spotlight on three exclusive interviews with movers and shakers in the dynamic Latin American region. Take Brazil, for example. Some of the world’s top duty free operators are busy sizing up the huge opportunities now opened up to them in the country, where the groundwork has been laid for duty free shops to begin trading along Brazil’s border with other Latin American nations for the first time. A recently approved law means the same kind of stores located at border points in Uruguay, Paraguay, Argentina, Colombia, Bolivia, Peru and Venezuela will now be able to operate on the Brazilian side of the border. This will give Brazilian consumers in particular new opportunities and venues to purchase goods at tax free prices. In an insightful interview with Americas Duty Free, Dufry General Manager for Brazil and Bolivia Gustavo Fagundes says the retailer is already looking at the possibility of expanding its business in Brazil. Under the new law, the monthly shopping allowance for each Brazilian national who shops at a land border store in the country will be US$300 per person – a considerable sum. The hope is that the first stores are fully operational by the end of this year, so we will await developments with real interest. In a second exclusive interview, Panama-based Top Brands International tells us all about the company’s double name change – both on the corporate side and for the stores it operates. The changes aim to give the retailer a fresh image and a new look. Going forward, it will simply be known as Top Brands and globally its stores will go by the name of LURYX. Top Brands, which was founded more than 30 years ago in Panama, is active in markets all around the Americas and the Caribbean, with a presence in 14 countries. It operates 65 stores in travel retail and local markets, airports, free zones and shopping malls. Meanwhile, Motta International’s focus this year is close to home, as the company looks to have even more of a presence in Panama. The retailer has opened its new store, trading as Attenza Duty Free, at Tocumen International Airport with an operational contract that guarantees the company a presence there for the next 10 years. Motta already has hopes of expanding its presence with other outlets in a second terminal that is slated to open by early 2019. This vibrant region continues to astound but duty-free veterans are ready for it. Feel free to share this issue. Kindest Regards,

Hibah Noor Editor-in-Chief hibah@dutyfreemagazine.ca

4 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

JUNE 2018 · LATIN AMERICA REPORT VOL 28 · NO 2

The Americas Duty Free & Travel Retailing magazine (ISSN 0962-0699) is published four times a year April, June, October and November by Global Marketing Company Ltd. 26 Pearl Street, Mississauga, Ontario L5M 1X2 Canada. It is distributed throughout Central America, South America, the United States, Canada, U.S. Virgin Islands, U.S. Pacific islands, and the islands in the Caribbean. The views expressed in this magazine do not necessarily reflect the views and opinions of the publisher or the editor. June 2016, Vol 28. No. 2. All rights reserved. Nothing may be reprinted in whole or in part without written permission from the publisher. © 2018 Global Marketing Company Ltd. .

THE AMERICAS DUTY FREE & TRAVEL RETAILING 26 Pearl Street Mississauga, Ontario L5M 1X2 Canada Tel: 1 905 821 3344; Fax: 1 905 821 2777 www.dutyfreemagazine.ca PUBLISHER Aijaz Khan aijaz@globalmarketingcom.ca EDITORIAL DEPARTMENT EDITOR-IN-CHIEF Hibah Noor hibah@dutyfreemagazine.ca ASSOCIATE EDITOR Jas Ryat jas@dutyfreemagazine.ca SOCIAL MEDIA COORDINATOR Eman Khan eman@dutyfreemagazine.ca ART DIRECTOR Jessica Hearn jessica@globalmarketingcom.ca CONTRIBUTORS Ronnie Lovler Mary Jane Pittilla

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Letter from the Editor

Buenas noticias E

n este interesante número, nos concentramos en tres entrevistas exclusivas con influyentes personalidades de la dinámica región latinoamericana. Tomemos a Brasil como un ejemplo. Algunas de los principales operadores duty free del mundo están enfrascados en aprovechar las enormes oportunidades que se les están brindando en la nación suramericana, donde se ha allanado el camino para que, por primera vez, las tiendas duty free puedan comerciar en la frontera brasileña con otras naciones latinoamericanas Una ley aprobada recientemente equivale a que la misma clase de tiendas ubicadas en puntos fronterizos de Uruguay, Paraguay, Argentina, Colombia, Bolivia, Perú y Venezuela podrán operar en el lado brasileño de la frontera. Esto les permitirá a los consumidores brasileños en particular nuevas oportunidades y establecimientos para comprar mercancías libres de aranceles. En una reveladora entrevista con Americas Duty Free, Gustavo Fagundes, Gerente General de Dufry para Brasil y Bolivia afirma que la firma minorista de viajes ya está analizando la posibilidad de ampliar sus negocios en Brasil. Al amparo de la nueva ley, la cantidad permitida mensual para que cada ciudadano brasileño pueda comprar en tiendas terrestres de frontera del país será US$300 por persona, una suma considerable. La esperanza es que las primeras tiendas estén en capacidad operativa total a fines de año, por lo que aguardaremos noticias de este tema con verdadero interés.

6 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

En una segunda entrevista exclusiva, Top Brands International, radicada en Panamá, explica el doble cambio de nombre de la compañía, tanto en el aspecto corporativo como en las tiendas que opera. Los cambios se proponen darle al comerciante minorista de viajes una nueva imagen y apariencia. De ahora en adelante, se conocerá simplemente como Top Brands, y en el ámbito global sus tiendas llevarán el nombre de LURYX. Top Brands, fundada hace más de 30 años en Panamá, tiene una presencia activa en mercados de las Américas y el Caribe, específicamente en 14 países. La compañía opera 65 tiendas en mercados minoristas de viajes y locales, aeropuertos, zonas libres y centros comerciales. Entretanto, el enfoque de Motta International este año se concentra en un entorno más cercano, pues la compañía se propone tener una mayor presencia en Panamá. La firma minorista de viajes inauguró su nueva tienda, que opera con el nombre de Attenza Duty Free, en el Aeropuerto Internacional de Tocumen, con un contrato que le garantiza a la compañía una presencia en ese lugar durante los próximos diez años. Motta ya tiene intenciones de ampliar su presencia con otros establecimientos en una segunda terminal, programada para iniciar operaciones a inicios del 2019. Esta vibrante región sigue sorprendiéndonos, pero los veteranos del sector duty-free están listos para eso. Le agradecemos que dé a conocer ampliamente este número de nuestra revista. Cordialmente,

Hibah Noor Editora en Jefe www.dutyfreemagazine.ca

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New store at Tocumen International Airport in Panama.

We continue our expansion,

so you can experience our distinguished attention in other countries of the region


Contents

What’s inside Lead Stories 10 Brazil Border

Brazil readies to open duty free shops at its borders Expectations that first shops could open by the end of 2018 if software preparations are completed

12 Uruguay Point-of-View

Uruguay concerned about possible impact of Brazil duty free border stores on its shops

10

16

Uruguayan officials share apprehensions and ask for safeguards at June Mercosur meeting in Paraguay

16 Motta International

Motta International opens new store at Tocumen International Airport The focus this year is close to home as the Panamanian-based company looks to have even more of a presence on the home front

20 Top Brands

24

Top Brands International unveils name change and new look The retailer will become known simply as Top Brands, while its stores will go under the single name, LURYX

22 Tocumen International Airport New Tocumen terminal expected to open by end of the year Tocumen International Airport will have a capacity to attend to 25 million passengers once e new terminal is fully operational

29

26 Building the biscuit category Taking the biscuit category to new heights

As the biscuit category enjoys a resurgence of interest from consumers seeking a healthier alternative to chocolate, we speak to key industry players for their views

Features Mannah expands Costa’s ocean challenge Kid’s corner

14 24 28

Lindt’s gifting success Monarq’s fast track to growth Questionnaire: Monty Montan-ez

29 30 32


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Brazil Border

Brazil readies to open duty free shops at its borders Expectations that first shops could open by the end of 2018 if software preparations are completed by RONNIE LOVLER

Dufry General Manager for Brazil and Bolivia Gustavo Fagundes

Dufry, one of the region’s largest operators, is already assessing the possibilities to expand its business in Brazil, according to Dufry General Manager for Brazil and Bolivia Gustavo Fagundes, who shared information in an exclusive interview with Americas Duty Free. “The government expects that the first stores will open by end of the year and Dufry is currently assessing the best opportunities on this new channel in Brazil, in order to expand our presence in the country even further,” he said. Under the terms of the new law, the monthly shopping allowance for each Brazilian national who shops at a land border store in the country will be US$300 per person, Fagundes said. Purchases will be tracked with a special program that is being set up exclusively for border shops in Brazil, he said. “Currently, the software which allows tracking of shoppers’ purchases and tracking allowances to support the legislation is being tested. The software will allow (the government) to track what each individual is purchasing, and see whether they have reached their allowance,” Fagundes explained. In a separate interview, Carlos Loaiza,

T

he groundwork has been laid for duty free shops to set up operations along Brazil’s border with other Latin American nations for the first time ever, per the norms of a recently approved law in Brazil. Brazil’s Department of Federal Revenue gave the green light to the project in early 2018, after years of debate and delay. This means the same kind of stores located at border points in Uruguay, Paraguay, Argentina, Colombia, Bolivia, Peru and Venezuela will now be able to operate on the Brazilian side of the border. This will give Brazilian consumers in particular, new opportunities and venues to purchase goods at tax-free prices.

10 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

Carlos Loaiza, Secretary-General of the Chamber of Commerce of Free Shops of Uruguay


Secretary-General of the Chamber of Commerce of Free Shops of Uruguay, spoke about the possible impact of the new border stores in Brazil as well as neighboring twin cities in other nations. “The companies with a desire (to have stores) must submit applications of interest to the federal revenue department in each locality, and will offer the necessary guarantees,” he said. The companies will be required “to connect their own management software with that of the Department of Revenue,” he added. The plans to allow duty free stores comes at a time of increasing political tensions in Brazil as corruption scandals color the political scene. Numerous lawmakers in the Brazilian Senate and House are being investigated for crimes. President Michel Temer has been charged in an ongoing corruption investigation and former President Luis Inácio Lula da Silva began serving a 12-year prison sentence for corruption in April. As we go to press, no one can say what, if any impact, the political controversies will have on the potential for land-based duty free operations in Brazil. Loaiza Keel said the hope is “that the first stores are fully operational by the end of this year, although many argue that a realistic possibility may be early 2019,” he said. Alejandro Sosa, President of the Uruguay-based Lucas Calcraft, a confectionery and fine foods supplier, closely monitors regional developments. He said Brazilian officials are making every effort to get the first border duty free stores operational before the general elections in October, though he said there are many hurdles to overcome. “The implementation of the software that the authorities require for all border stores to be on line (must) be ready,” he said, in an exclusive interview with Americas Duty Free. He also said logistics could be problematical because “unless there is existing stock available in the region, i.e. Uruguay, which is remote, it will take 60 to 90 days at least to be available.” Another concern for Sosa is the fact that “many brand owners require shops to have certain quality standards for display of the products. This means improve-

(Left) Alejandro Sosa, President of the Uruguay-based Lucas Calcraft

ments to existing stores, which take time. “The present fluctuation in the currency exchange does not help. Last year sales were excellent (on our border) and we look forward to getting back on track once the currency exchange rate stabilizes,” he said. Nor is there any certainty about what the presence of more duty free stores at the border will mean. “For some local suppliers, this means new business opportunities, for others it is an uncertainty,” Sosa said. “In our case it is a new business opportunity. “If it brings more people to the border it will be beneficial to the market, if not we are just splitting the market,” he said. Sosa gave the example of two supermarkets existing in the same shopping area. “Are they just going to split the (already existing) market? If you have one supermarket in one plaza and then there is another close by, what will this mean? “I tend to believe there will be more people coming down (Brazilians) because they can also buy national products tax free,” he said. Sosa, said the expectation is that the first Brazilian border stores will open in

the bigger cities, such as Santana do Livramento, which fronts Rivera in Uruguay or Chui, a twin city to Chuy in Uruguay. Those who wish to establish a store must apply to do so before local municipal governments. Sosa said application permits have been submitted in 11 of the 29 Brazilian municipalities, which qualify for land border stores. No one yet truly knows the impact the existence of stores on the Brazilian side of the border will have on the operators along the border in neighboring nations. “At the moment there is no impact, since no stores have been installed,” Loaiza Keel said, which does not mean officials on the other side of the border are not keeping an eye on developments. Given that the idea of established Brazilian border stores has been ongoing since 2012, “it has motivated efforts to raise awareness… before the governments involved so that the new reality is balanced, competitive and with equitable conditions for the countries involved, in order to preserve a healthy social development in the area,” Loaiza Keel said.

www.dutyfreemagazine.ca AMERICAS DUTY FREE & TRAVEL RETAILING

11


Uruguay Point-of-View

Uruguay concerned about possible impact of Brazil duty free border stores on its shops Uruguayan officials share apprehensions and ask for safeguards at June Mercosur meeting in Paraguay by RONNIE LOVLER

T

he Uruguayan government is taking steps to mitigate the possible economic impact of soon-to-be opened duty free stores on the Brazilian side of its border on the Uruguayan shops that have long been catering to Brazilians. Paraguay is also expressing concern. Uruguayan officials made their case at a meeting of economic officials in early June prior to a Southern Cone Common Market (Mercosur) presidential summit, where other trade matters, including continued overtures to the European Union were discussed. Uruguayan Minister of Economics and Finance Danilo Astori said there are different criteria on both sides of the border that could harm the Uruguayan shops already doing a brisk duty free business in cities like Chuy and Rivera. “In Uruguay we are very worried because they can cause negative economic, social and political effects in these areas,” Astori told local media. Astori said the Brazilians are establishing what he called “negative lists,” or lists of products that cannot be sold at the duty free shops. On the other hand, he said, Uruguay’s lists are “positive,” detailing which goods can be sold. “Brazil is studying the possibility of establishing duty free stores in the border with Uruguay with negative lists and Uruguay is very worried,” Astori said. Brazil’s Foreign Minister Aloysio Nunes said his country is open to dialogue to resolve outstanding issues. “Brazil is totally willing to dialogue with Uruguay to overcome the problems that may exist,” he told local media.

12 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

The issue is taking precedence now because Brazil’s Department of Federal Revenue approved a plan in March to allow Brazilian border towns to open up the same kind of duty free stores already in place at border points in the seven Latin American countries that share national boundaries with Brazil. All that’s holding things up now are the implementation of software systems that the Brazilian government is developing to track consumer purchases to make sure shoppers don’t exceed monthly duty free limits of US$300. The stores operating along the Brazilian border are expected to put their own software systems into place. In a presentation to the Uruguayan legislature earlier in June, Pablo Ferreri, second in command at the Ministry of Economy and Finance, said two proposals are being considered to counter the impact of the Brazilian stores when they open. Ferrari said the idea is to expand the list of products that Uruguayan stores can sell and modify the system of collection fees that free shops pay, Ferrari said in an article published by the Uruguayan newspaper, El Pais. Currently, duty free shops pay taxes when their merchandise leaves the customs office; now under consideration is a plan to have payments on goods made after the sale. The two measures proposed by the MEF “are going to be taken according to how things develop over time; we are following (events) closely together with all the actors involved in the free shop regime,” Ferreri said in his presentation to the legislature’s Treasury Committee.

Uruguay will also press Brazil to agree to a US$300 duty free limit for Brazilian citizens on goods purchased at Uruguayan duty free border stores. But Ferrari pointed out that it is not just Uruguay, which will be affected, “but all the countries that share a border with Brazil” because of the possible impact on border commerce. Paraguayan economic analyst Amílcar Ferraira said in an interview with Ultima Hora, that Paraguay might consider establishing “almost free zones,” in cities like Cuidad del Este, “with areas destined exclusively for sales (of merchandise) with differentiated taxes.” He also suggested public-private partnerships be developed to better promote tourism. “They should beautify streets, reconvert facades of buildings, enhance the hotels, and establish shops of supreme quality and variety, all monitored by a tourist police. In this way, trade will remain in force, which will not only be based on a tariff difference as it has been up to now,” he said. But in Uruguay, Ferrari emphasizes the ‘sui generis,’ or uniqueness of the Brazilian model. “You can sell items without taxes, not only to foreign tourists in transit, but mainly to Brazilian citizens,” said Ferrari. This could provoke “inequity in competition” with the rest of the shops already operating in other countries. Ferrari said the government has been working closely with the Uruguayan Chamber of Free Shops, the Free Shops Association of Rivera and the Free Shops Suppliers Association to monitor the situation.


Mannah Duty Free

MANNAH SEIZES

on a growth opportunity Business has been picking up nicely this year at Mannah Duty Free’s flourishing operation in Paraguay’s biggest airport by HIBAH NOOR

T

hanks to rising passenger numbers, Mannah Duty Free recently opened a duty paid store at Silvio Pettirossi International Airport in Asuncion, Paraguay’s main gateway, which is proving highly successful. “We have gotten 20 square meters of space for fragrances and for beverages, totalling 40 square meters, since there are more passengers. We have bet on the success of the acquisition,” Mohamad Said Mannah, President, Mannah Duty Free tells Americas Duty Free. The additional store space began trading in February 2018. “It was a very good development for our group to open the duty paid store,” he enthuses. “The success of this new business is due to the fact that we are offering exclusives, as there is no other store selling perfumes and beverages.” The new perfume department was formerly an office, and the liquor area was a pharmacy.

14 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

Sales and tourist numbers increasing

For a long time, passengers were not allowed to travel with more than 100ml of liquid, and this had an impact on liquor sales at the airport, according to Mannah. Now, passengers can carry around 2 to 5 liters per person, depending on the airline, and this has enabled an uptick in overall turnover and a “very significant positive change” in spirits sales. Total sales for the first four months of this year are running 11% ahead of 2017, Mannah reports, and the retailer is developing new items according to demand. The average ticket is US$13 per person. Fragrances and cosmetics are the bestperforming category overall. Mannah Duty Free’s top-selling perfume brands are Paco Rabanne, Carolina Herrera, and Montblanc, and in makeup, the top names are L’Oreal, and TheBalm. In second place overall comes the liquor category, with Johnnie Walker, Absolut Vodka, Valentine

Moet Chandon topping the sales charts. Accessories are ranked third overall, in which the best-selling watch brands are Armani, Diesel, Michael Kors, and Fossil, and Ray-Ban for sunglasses. In addition to an increase in flights landing at Asuncion, Mannah has seen an upswing in the number of tourists arriving, 75% of whom are Brazilian. Following the increase in the liquid allowance, sales to this nationality have increased, and the traditional perfume and travel accessories also perform well with this demographic group. At time of writing, Mannah Duty Free’s latest promotions were Valentine’s Day (February 14), Mother’s Day (May 15) and Father’s Day (June 17). Liquor promotions have included gwps, special discounts, and product tastings. “We are continuously speaking with the airport authorities to get more space in order to develop more brands and maintain our growth philosophy,” concludes Mannah.


Motta International

Motta International opens new store at Tocumen International Airport The focus this year is close to home as the Panamanian-based company looks to have even more of a presence on the home front by RONNIE LOVLER

M The entrance of the new Attenza duty free store at Tocumen International Airport in Panama

16 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

otta International has opened its new store doing business as Attenza Duty Free at Tocumen International Airport in Panama with an operational contract that guarantees the company a presence there for the next ten years. The new facility is located in what is euphemistically known as the “old terminal” although Motta already has hopes of expanding its presence with other outlets in a second terminal that is slated to open by early 2019. “It’s a fairly large store,” said Julio de Leon, the company’s Vice President of Sales and Marketing, in an exclusive interview with Americas Duty Free. “It’s a traditional duty free store with a focus


Motta International

Julio de Leon, Vice President of Sales and Marketing, Motta International

Passengers at the Tocumen International Airport in Panama walk by the front of the new Attenza duty free store

on liquors, perfumes and cosmetics.” The 344-square-meter store is an upgrade to the store that previously existed under the old contract. The total area will increase to 724 square meters once some satellite spaces at the airport become available, expected to happen during the course of the year with merchandise that will include handbags, optics, watches, leather goods, and other items, De Leon said. This year, Motta International is taking a good, hard look at its home base and concentrating its business efforts there. “Our focus is in Panama,” said De Leon. “It is the place where the opportunities are presenting themselves for new growth and expansion. “However, our efforts in Panama do not mean we will be neglecting the rest 18 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

of the countries where we have stores and business interests,” he added. What makes Panama so rife for opportunities is the airport expansion. The new terminal will be a major economic driver for the country and the region bringing more traffic to an airport that bills itself as “the hub of the Americas” and a major transfer point for hundreds of thousands of travelers. Copa Airlines, Panama’s national carrier, is continuing to expand the number of its routes and destinations in line with the airport expansion. Even as Motta puts the finishing touches on its just opened-store in the existing terminal, it is developing a boutique to sell suitcases and other leather goods in the new terminal, known locally simply as ‘T2’.

When the tender goes out for new bids for stores in the new terminal later this year, Motta will also be making a bid in an effort to have more of a presence in the new terminal. Motta has been a part of the duty free scene in Panama since 1936 when the company founded as Motta & Motta began selling liquors and perfumes to cruise ships transiting the Panama Canal. Today the company has a presence throughout the region, not only in Panama, but in Colombia, Nicaragua, Ecuador, and El Salvador, and most recently, Trinidad & Tobago, where Motta International does business as Attenza Duty Free. Motta has been remodeling some of its stores at the Monseñor Oscar Arnulfo Romero International Airport


Letter from the Editor 

in El Salvador, as that facility goes through its own period of growth there. And Motta is also keeping an eye on Colombia, where it already has a strong presence, as airports in Bogota and Cali offer more business opportunities. De Leon describes Motta as a company that is very competitive. “What we offer are recognized brands at good prices and the best (consumer) experience possible,” he said. “At the same time, we are constantly working for the continuous improvement of our service as our corporate motto says, ‘attention that distinguishes.’”

Inside the new Attenza duty free store at Tocumen International Airport in Panama

www.dutyfreemagazine.ca AMERICAS DUTY FREE & TRAVEL RETAILING

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Top Brands

Top Brands International unveils name change and new look

The retailer will become known simply as Top Brands, while its stores will go under the single name, LURYX by RONNIE LOVLER

The company former known as Top Brands International will now be known as Top Brands

All Top Brand stores will now go by the name of LURYX

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anama-based Top Brands International is undergoing a double name change – both on the corporate side and for the stores it operates to give the company a new image and a new look moving forward. In an exclusive interview with Americas Duty Free, Marketing Manager Joanna Gutierrez said moving forward the company will simply be known as Top Brands and globally its stores will go by the name of LURYX. “LURYX is a modern and elegant new Concept Store where we will transform the consumer shopping experience, Gutierrez said. “They will be innovative and modern stores where you will find a wide variety of products of prestigious and recognized brands.” The development of the LURYX name is a result of the success that the company has been having throughout the region in recent years, Gutierrez explained. “In the last two years, we have been growing rapidly,” Gutierrez, said. “We are expanding so much that we needed something to reflect that expansion and growth.

20 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

“We dropped the ‘international,’ so we look and sound more corporate. This also helps to encompass all the different business units we have,” she said. “We are very diversified in different categories and types of business.” The company, which was founded more than 30 years ago in Panama, is in markets all around the Americas and the Caribbean, with a presence in 14 countries and region. It currently has 65 stores in travel retail and local markets, airports, free zones and shopping malls, he said. “Now, we are much more of a corporation than a small operation in the region. And that is the reason why, when looking at our future expansions we decided to go with a more corporate name and identity,” she said What Gutierrez said was particularly challenging, however, was coming up with a single and unifying name for all of the company’s stores and businesses in the different places it has a presence because of copyright issues from country to country. “It is difficult to create a brand with different names in different places,”


Far left: LURYX store in Bogota, Colombia in the Plaza Central shopping area Center: LURYX store in Bogota, Colombia in the Parque La Colina mall Right: LURYX store owned and operated by Top Brands in Bogota, Colombia in the Multiplaza Mall La Felicidad

Gutierrez said, “and we weren’t taking advantage of the loyalty customers that we have. So we had to look for a way to put everything under one name everywhere.” For example, in 2018, the company has stores operating with different names such as Escentia in Colombia; Fantastic in Uruguay, and Image Duty Free at U.S. border stores to name a few. After more than a year of deliberation and in conjunction with international marketing consultants, the company came up with the name, LURYX for all of its stores as a singular name that was not copyrighted or being used in any of the countries or regions where they do business. “The name is short and very easy to pronounce,” Gutierrez said. “And it is pronounced the same in English and Spanish. “It’s a generic name, but (legally) available in every country. It’s catchy for the consumers and gives an identity to our business,” she added. The locations where the company currently has a presence are the United States, El Salvador, Costa Rica, Panama, Colombia, Paraguay, Uruguay, Cuba,

Chile, Bahamas, Belize, Guyana, the Britof money in marketing, and this way ish Virgin Islands and St. Thomas. customers will know when they see the Gutierrez said the company would be name LURYX, they will know right away doing country-by-country rollouts. “Our that it is a store where you can get good new name will be launched in stages,” she products with a good reputation,” said. It will take us five months to deploy said Gutierrez. the name for all the countries. But definitely we will be ready for high season by the end of the year.” “We will implement an aggressive marketing strategy aimed first to publicize our new name in a short time, penetrating the market with a strong brand management and positioning,” said Gutierrez. “In addition to a luxury experience at the time of purchase, which will provide the consumer in a space and environment completely renovated in our stores, we will achieve loyalty to the customer and traveler with this new LURYX experience,” Gutierrez added. She said the company would implement the name changes first in Colombia, followed by St. Joanna Gutierrez, Marketing Thomas, El Salvador and Paraguay. Manager, Top Brands “We are going to invest a lot www.dutyfreemagazine.ca AMERICAS DUTY FREE & TRAVEL RETAILING

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Tocumen International Airport

New T Tocumen terminal expected to open by end of the year Tocumen International Airport will have a capacity to attend to 25 million passengers once the new terminal is fully operational by RONNIE LOVLER

22 AMERICAS DUTY FREE & TRAVEL RETAILING JUNE 2018

he new terminal at Tocumen International Airport in Panama is expected to begin operating before the end of 2018. Work is nearly complete on construction of the second terminal, which will make the airport even more of a regional and international hub. Tocumen International Manager Carlos Duboy, said in an interview in June that total cost for the expansion projects exceeds one billion dollars. “There are approximately five or six months left to finish the work, and we hope that in November it will conclude with the last payments,” said Duboy. Duboy announced two final contracts for expansion work at the airport in June with payments of US$25.9 million and US$12 million awarded respectively to construction companies Odebrecht and Meco, S.A. When the new terminal opens, Tocumen will have a 50% increase in passenger capacity as construction on the multimillion-dollar expansion project wraps up with an environmentally friendly design package that even includes an energyefficient roof that makes use of Panama’s tropical location and abundant sunlight.


“We will have an increase of nine million passengers a year,” said Juan Tuñon, Head of the Tocumen expansion project in a recent interview with local media. “We will have an increase of nine million passengers a year. The actual figure right now is about 15 million passengers.” When Terminal 2 becomes operational, Tocumen will have 54 passenger gates, up from the current number of 34 gates now serving passengers in Terminal 1. Work on the first nine gates in the new terminal began in April, according to an airport news release. In all, Terminal 2 will have the capacity to service aircraft at 20 boarding gates and eight remote positions, adding to the 34 contact gates and four remote positions now operating in Terminal 1. Panama’s national carrier Copa Airlines is already chomping at the bit to get started and will lead the way for other airlines to begin using the new terminal euphemistically known here as “T2” for Terminal 2. Copa CEO Pedro Heilbron recently announced plans to begin using a few gates at T2 later this year, with expectations that the airline it will be fully operational in the new facility by the middle of 2019. “It seems like a date that we can trust to a high degree is to start partial operations in the new airport by the end of the year,” Heilbron said in a recent statement. And Copa seems primed for the Tocumen expansion, as it continues to add routes and/or increase the number of flights to destinations in the United States, Latin America, and elsewhere in the world. In June, Copa announced plans to offer daily flights between Panama City and Tampa, FL as well as increasing the number of flights serving Fort Lauderdale to five a week. Heilbron said in a recent statement that Copa sees “potential in these markets as demand has increased over the past year.” Copa is also expanding its service to Puerto Vallarta in Mexico, Barbados, Curacao and Jamaica’s Montego Bay in the

Caribbean, and Mendoza in Argentina. Presently Copa operates an average of 350 daily flights from its Hub of the Americas at Tocumen. “This expanded service will encourage more economic activity, as well as stronger business and trade ties between these cities and the rest of the Americas,” Heilbron said. Both the Tocumen expansion and Copa’s hustle to beef up its services coincide with the 71st anniversary of the airport, which first began operations in 1947. Now, according to an airport news release, an average of 43,000 passengers pass through Toumen daily, on 400 flights, making connections to more than 80 destinations in 36 countries in the Americas, Europe and Asia. Most of the passengers are travelers in transit, pointing to Panama’s importance as a hub. In 2017, of the 15.6 million passengers who traveled in and out of Tocumen, 71.5% were passengers in transit, which “demonstrates the growth and positioning of the Central American country, as one of the most important hubs in America” according to a news release. But even as work continues on Terminal 2, some are already saying that more is needed, including a third runway. Copa’s Heilbron has already issued that call, expressing his belief that “the Tocumen Airport needs to secure the land and in a few years start building a new runway.” With that in mind, Tocumen recently obtained a US$225 million debt bond issuance form Citigroup Global Markets that will not mature for another 30 years. Duboy said that among other things the revenue will be used to purchase land for construction of a third runway. The funds will also be used for funds for supplementary projects, such as the construction of new fuel tanks and supply systems, electric stations and a backup generator for T2, as well as repair of pavements and taxiways among other things. Also slated to begin soon is an airspace redesign. Bidding was initiated in April and at time of writing, no bids had been awarded. At the time, Civil Aviation Authority Director General Alfredo Fonseca Mora said the airspace at Tocumen is “oversaturated” and that changes are needed to keep pace with Panama’s growth. Duty free operators and travel retailers here of course keeping a close eye on developments, so they can put in their tenders for concessions in the new terminal when bidding begins, which has not been announced. In an earlier interview with Americas Duty Free, CEO of Panama’s Motta International said it is an exciting time to be doing business in Panama. “We will see a bigger and better airport there with a greater capacity for passengers,” sentiments that are widely shared in Panama.

www.dutyfreemagazine.ca AMERICAS DUTY FREE & TRAVEL RETAILING

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Costa Sunglasses

The Untangled Collection will include four new frame styles made from 100% recycled fishing nets, each featuring mineral glass polarized lenses, recycled aluminum Costa logos, PLUSfoam recyclable temple and nose pads, and a distinctive tumbled finish

Costa takes on healthy ocean challenge

Performance eyewear supplier Costa Sunglasses has developed an eyewear collection that’s true to its sustainability values

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osta Sunglasses, the initiator of the growing Kick Plastic campaign, is helping to bring positive solutions to the growing issue of ocean plastic pollution through its new Untangled Collection—a collection of frames made entirely from recycled fishing nets. The brand is partnering with Bureo, the pioneer in recycled fishnet products, to turn discarded fishing nets into quality sunglass frames. Identified as the most harmful form of ocean plastic, discarded fishing nets and gear account for 10% of ocean plastic pollution, which grows by an estimated 640,000 tons every year. The new collection was launched with US retailers and online in late May 2018. “Healthy oceans have always been a crucial part of our core mission at Costa,” said Holly Rush, CEO, Costa Sunglasses. “The Untangled Collection is helping to raise awareness and provide a solution to keep discarded fishing nets from being lost in our oceans each year. Through this important program, we will also help Bureo scale and replicate its net collection program to a growing number of fishing communities.”

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Distinctive tumbled finish

The collection will include four new frame styles made from 100% recycled fishing nets, each featuring mineral glass polarized lenses, recycled aluminum Costa logos, PLUSfoam recyclable temple and nose pads, and a distinctive tumbled finish. It includes two male/unisex styles, Pescador and Baffin; and two female styles, Victoria and Caldera. All styles feature Costa’s patented 580 Lightwave Glass lenses, providing 100% UV protection and polarization. The Costa 580 color-enhancing lens technology selectively filters out harsh yellow light for superior contrast and definition and absorbs high-energy blue light to cut haze and enhance sharpness. In addition, Costa’s lens technology reduces glare and eye fatigue. “Aligning with partners that really want to support us and expand our mission is how we’ve grown over the past five years,” said David Stover, CEO and cofounder of Bureo. “Working with Costa to develop the Untangled Collection is another step in the right direction—not only for us, but for the replication of solutions to secure a healthy future for our ocean and its ecosystems.”

Bureo’s Net+Positiva recycling program is working to prevent fishing net pollution by partnering directly with fishermen to collect back discarded nets at their end of life and providing funds to local communities for every pound of fishing net collected. This in turn creates value in the discarded material, to generate a net positive impact for this once harmful material. Costa’s Untangled Collection supports Bureo’s ongoing efforts where they have collected more than 220,000 pounds of discarded fishing nets to date. Once collected, the discarded fishing nets are washed and prepared for a mechanical recycling process. They are shredded, cut into small recycled pellets, and then injected into steel molds to form products, including Costa’s Untangled Collection. Models in The Untangled Collection retail from US$199 to US$269. As the leading manufacturer of the world’s clearest polarized performance sunglasses, Costa offers superior lens technology and durability. Still handcrafted in Florida, Costa has created performance sunglasses and prescription sunglasses (Rx) for outdoor enthusiasts since 1983.


Building the biscuit category

Mondelez’ Oreo is the number one selling biscuit in the world

Taking the biscuit category to new heights As the biscuit category enjoys a resurgence of interest from consumers seeking a healthier alternative to chocolate, we speak to key industry players for their views by HIBAH NOOR

In Dubai Duty Free, biscuits generated sales of around US$3 million in 2017, representing a 13% increase over 2016

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Loacker’s Best of 187g suitcase, a perfect gift for kids

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en years ago, the confectionery category was dominated by chocolate. It still is – but major travel retail innovators are giving biscuits a more prominent place in the assortment. Saba Tahir, Senior Vice President - Purchasing, Dubai Duty Free, says biscuits have always been a staple product in the food category, but acknowledges that the interest in biscuits has grown tremendously over the past couple of years, as many new biscuit brands entered the UAE market last year. She puts the renewed consumer interest in the category down to millennials and Generation Z consumers, due to the wide variety of healthy and nutritional options available now compared to previous years. In Dubai Duty Free, biscuits generated sales of around US$3 million in 2017, representing a 13% increase over 2016. January-April 2018 versus 2017 sales figures were static. The latest trends in healthy eating and marketing campaigns centered around this topic, including social media, have played an important role in boosting consumer awareness of the health benefits of superfoods that are highly valued for their medicinal properties and nutritional value. This has been a key in shifting the gears from traditional mass brands to healthier snacking options, she explained. In Dubai Duty Free, biscuits remain a classic buy, with passengers still going for the mass brands. “We have introduced organic, sugar-free and the healthy range options, but these merely scratched the surface of the biscuits business for DDF,” she noted. The space allocated to biscuits overall is small and depends largely on the shop. The displays in the newsagent shops and remote (satellite) shop are for snacking, whereas in the main Departures shops they are for occasional gifting and sharing, so product type and space differs. Dubai Duty Free strives to offer consumers the best choice and value for money, listing 18 brands from eight countries. Top performers in the category are Oreo and Chips Ahoy, Walkers, Loacker, McVitie’s and Merba. The customer profile is diverse, according to Tahir. In 2018 the top purchasers have been passengers from the Subcontinent (22.7%), followed by Africa, Middle East and Europe (17% each) and Asia (13.4%). Aside from the passengers, DDF’s in-house and airport staff have also been a very loyal customer base for the biscuit category.

Biscuits growing faster than chocolate

Jaya Singh, Managing Director, Mondelez World Travel Retail, European Export and Business Unit Switzerland (BUCH), says the biscuit category has been growing four times faster than

chocolate, while Mondelez’ sales of Oreo, the number one selling biscuit in the world, have tripled since its launch in travel retail in 2012. “We see all the right indicators for the potential of biscuits in the channel,” enthused Singh. “This is further underlined by the insight that 26% of those who do not otherwise buy confectionery in travel retail are willing to purchase biscuits.” The roll-out of the company’s Biscuit Bakery concept is well under way, Singh reports. Earlier this year, new biscuit products from Milka and Oreo were launched and Mondelez has been working on building up the presence of the biscuits category in duty free stores. “Our efforts have been very well received and start to demonstrate this opportunity is incremental,” he said. Daniel Kerschbaumer, International Sales Area Manager Middle East/Central Asia/India, A. Loacker AG/SpA, reckons that the biscuit category, especially the brand’s own wafer-biscuit segment, is growing in duty free shops, especially over the past two years. In 2017, the company managed to increase its duty free sales in the Middle East/Central Asia/India region by more than +50%. “Consumers very often are looking for an alternative to the wide selection of different chocolates, and very often they go for biscuits,” he said. “And meanwhile, we offer consumers a wide selection of different products for sharing, gifting, self-consumption and kids’ items, and definitely it’s helping that consumers are more and more looking for wafer biscuits.” While in the past wafer biscuits were mainly available in the domestic market, now many duty free operators see an additional value and offer for consumers, adding more categories like biscuits in the chocolate-dominated confectionery category. Loacker has felt the trend very strongly for some two/three years, Kerschbaumer noted. For Loacker, 2017 and the first half of 2018, especially in the Middle East and Asia region, performed extremely well, he added. Over the past years, the company has upgraded its duty free portfolio and today it offers around 20 different wafer-biscuit products to its duty free partners worldwide. These include sharing packs, mainly with its very successful pouch-bags, attractively presented gifting packs, smaller formats for self-consumption, and various children’s products such as hand puppets and a moneybox. Loacker’s most successful duty free item is its Best of 300g, containing a large selection of the most popular wafer and chocolate delicacies, and its new children’s item, the Best of 187g suitcase, which Kerschbaumer describes as the perfect gift for kids. www.dutyfreemagazine.ca AMERICAS DUTY FREE & TRAVEL RETAILING

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KID’S CORNER

nailmatic goes on an amazing world tour Paris-based beauty brand nailmatic has introduced two exclusive kids’ nail polish sets for travel retail: Amazing Trip and World Tour. The company successfully showcased the sets at the TFWA Asia Pacific show earlier this month. “Regarding duty free and travel retail, we are very young. We have worked with Asiana Airlines and Aegean Airlines. In June, we will be on Transavia and XL Airways,” said Stéphane Philip, Export Director, nailmatic. Founded in 2012, nailmatic is a French company combining beauty and innovation for women and kids. The French-made products in the new nailmatic Kids kits have been specially formulated for children. The water-based nail polishes can be easily removed with warm, soapy water. Adding to that ground-breaking beauty innovation, the company also offers color-free lip glosses (Rollettes) made from apricot kernel oil, providing fruity shine and care for lips. The rollerball applicator makes it easy to apply. Other innovations include vending machines filled with nailmatic Kids products and gifts (Tirette) and giftready boxes available in the shape of a castle or van, designed for every party occasion. The non-toxic formulas are free from all nasty ingredients, vegan and cruelty-free. “Our vow is to capture the spirit of childhood with a sense of fashion and to be trend-setting,” nailmatic said.

nailmatic’s travel retail exclusive World Tour kids’ set

LEGO NINJAGO 70650 Destiny’s Wing make play Awaken your inner creativity with recently launched LEGO’s NINJAGO 70650 Destiny’s Wing. Fly LEGO NINJAGO 70650 Destiny’s Wing with ninja Kai and battle Jet Jack for the Dragonbone Blade. Destiny’s Wing features an opening minifigure cockpit and is weaponized with both spring-loaded and stud shooters. This set also includes a pedestal to hold the Dragonbone Blade, plus 2 LEGO NINJAGO minifigures with weapons and Jet Jack’s jetpack to bolster the role-play conflict. The new LEGO set retails for US$24. LEGO levels playing field with NINJAGO 70650 Destiny’s Wing

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Lindt & Sprüngli 

Lindt & Sprüngli’s gifting success rolls on by JAS RYAT

Lindt & Sprüngli Travel Retail continues to innovate based on the needs of travelers in a bid to stay ahead of the confectionery curve

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wiss chocolatier Lindt & Sprüngli Travel Retail continues its affair with chocolate as it upholds its title of the gifting specialist. With new innovations set to launch in July, it’s clear why the brand continues to be a top contender in the confectionery category. Confectionery has one of the highest conversion rates in travel retail with more than 70%. Gifting items have the potential to turn browsers into shoppers with the right product. “We have recently done some research that confirms that we specialize in gifting,” enthuses Miriam Richter, Marketing Manager Duty Free. “This is great news because gifting is also the second biggest driver for purchase motivation for people currently not buying. The general penetration rate in travel retail is still pretty

Available this July, Lindor Deluxe Heart is filled with classic Lindor chocolates

low with only 40% of all travelers entering duty free, and only 12% of those purchasing confectionery.” New releases for July include the Lindor Deluxe Heart, Lindt Mini Pralines and a special edition Chinese New Year Gift set. The Lindor Deluxe Heart 200g will be available in classic red, filled with classic melting Lindor milk and premium gold with Lindor Milk, Surfin, White and Hazelnut. Rolling on with continued global success is the Lindt Chocolate Trolley. Designed to target the growing souvenir gifting market, the Lindt Chocolate Trolley maintains its position as the perfect gift for travelers who want to bring home a travel exclusive souvenir for family or friends. The Trolley collection continues

Lindt Mini Pralines are available in a colorful multipack to attract a younger demographic

to dominate the confectionery category around the world, according to Lindt.

Lindt’s Latin connection

Latin America is a strong performer for the brand. “Brazilians are very big confectionery shoppers. We have a market share up to 40% in Sao Paulo and Rio de Janeiro,” shares Richter. Strong visual merchandising, passenger consultation and the biggest selection of premium chocolate gifts have made the brand very popular in Latin America with high market shares at the region’s biggest airports, especially in Brazil. Lindt recently introduced The Lindt Difference Philosophy to aid in all steps of its production and innovation process. This was implemented to share with customers the story of quality and production, from bean to bar. The Lindt Difference Philosophy will be fully shared at TFWA World Exhibition in Cannes this fall. Furthermore, Lindt has been ranked best-in-class supplier in the confectionery category based on customer needs, innovation and partnership by the 2017 Advantage Report Global Travel Retail. The Advantage Report is an annual study based on both quantitative and qualitative research. Richter says that Lindt & Sprüngli continues to deliver what consumers are looking for: good quality, a renowned brand and a premium offer – naturally the characteristics of a gifting specialist.

www.dutyfreemagazine.ca AMERICAS DUTY FREE & TRAVEL RETAILING

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Monarq Group Monarq has added the iconic Cocchi Vermouth brand to its portfolio, due to the huge popularity of pre-Prohibition cocktails

St George Spirits, Californian artisan distillers since 1982, is well known for specialty gins such as Botanivore Gin

Monarq’s fast track to growth Independent distribution and marketing specialist Monarq has taken on a number of new brands in its bid to stay ahead of the curve by MARY JANE PITTILLA

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xciting times are ahead for Monarq, the fast-growing, independent distribution and marketing company operating across Latin America, the Caribbean and US duty free. In recent product news, Monarq has extended its distribution partnership with Zamora Company to cover the US duty free and Caribbean markets. Zamora is mostly known for its iconic brands Licor 43, Villa Massa and Ramon Bilbao, and it recently purchased Yellow Rose, Lolea and Martin Miller’s. “We have been working with Zamora in Central America for the past three years, which proved to be a successful and fruitful partnership,” says Robert de Monchy, who founded Monarq Group in 2006. In addition, Monarq has recently added the iconic Cocchi Vermouth and super-premium Single Estate Tequila Ocho to its family of brands. De Monchy explains: “There is an increasing demand for vermouth due to the huge popularity of pre-Prohibition cocktails. Tequila Ocho is the most popular tequila amongst top bartenders worldwide.” In line with the overall drinks trend toward niche brands, Monarq also welcomed to its portfolio St George Spirits, artisan distillers since 1982 from Alameda, California, well known for specialty gins such as Terroir and Bota-

nivore Gin. Monarq represents St George in Caribbean and Mexico duty free and domestic markets.

Expanding in the cruise ship channel

Some time ago, de Monchy made the strategic decision to strengthen Monarq’s beer business, hence the addition of Brooklyn Brewery to the portfolio. De Monchy explains that the company’s strategy remains its single focus on alcoholic beverages and mixers. “In the spirits portfolio we recently said farewell to a number of brands that either overlapped with others and/or were, unfortunately, not performing up to our expectations. Within spirits and wines we have become very selective, since we have strong representations in each of the existing relevant categories. We are, however, always looking for the next new thing, staying ahead of the trend. We signed up with a number of New World single malt whiskies from Japan and India some years ago.” Monarq is expanding in US duty free, particularly on cruise ships, which it is supplying through its shipchandling partners in the US. In South America, the company has an increased focus on the Brazil border stores and is keeping a close eye on the recent developments on the Brazilian side of the borders.

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De Monchy recently strengthened the team with two “fantastic and talented” industry professionals. The new International Marketing Manager, Nicoline van Woerkum, has 10 years’ experience in both marketing and in the Americas. Melinda Gracia-Gomez has joined the Miami team, being responsible for US duty free within the company. GraciaGomez has more than 20 years experience in the duty free cruise ship channel. De Monchy is crystal-clear about Monarq’s USP in the travel retail industry. “We are an independent regional import, distribution and marketing company a reliable one-stop-shop for both suppliers and distributors/duty free operators in US duty free and Latin America and Caribbean domestic and duty free markets. We carry a portfolio of leading and, mostly, innovative premium alcoholic beverage brands and strive to offer toplevel service to each of our partners. We have no plans to expand beyond this territory, nor to enter other categories. We stay focused and want to be the best in what we are doing.”


“Drinking too much makes you poorly, drinking poorly is even worse, drink a little, drink in style, drink Molinari�. Angelo Molinari, 1968

Discover more on www.molinari.it


Questionnaire

All about

Monty Montan̄ ez,

Director – International Sales & Business Development, Costa Del Mar Where were you born and raised? I was born in New York City and raised as an army brat (meaning many places because my father was in the US army If you attended post-secondary school, what did you study? International business/ International Finance Are you married? Do you have children? I’m married to Alice Bongiovanni and have two children, Giulio Montan-ez and Caterina Montan-ez What is your favorite movie? Before Sunrise

What is the last book you read? Waddle

What would you choose as your last meal? Whatever my wife cooks up

Which living person do you most admire? My wife

Your favourite drink? Vodka Gimlet

Which historical figure do you most admire? Wesley Branch Rickey

Do you have a passion in your life (or more than one)? What? My family

Do you prefer country or city? City.

What is your favourite place to vacation? Italy

What’s the first thing you do in a new place? Enjoy a cup of coffee

If you could choose any place in the world to live, where would it be? Italy

Monty Montan̄ ez’s wife Alice Bongiovanni and two children, Giulio Montan̄ ez and Caterina Montan̄ ez

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Monty Montan̄ ez, Director – International Sales & Business Development, Costa Del Mar

Where and when were you happiest in your life? The day I said I do. When my children were born. What in the world would you most like to change? Pollution

What about yourself would you most like to change? My inability to turn off

What is the most important piece of advice anyone ever gave you? Where there’s a will, there’s a way

What is something about you that most people would find surprising? I’m a two-time Junior Olympian


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More connection More contact with our members Numerous reports and information about our events Up-to-date news More forthcoming features

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Profile for Global Marketing Company Ltd

Americas Latin America Report 2018  

Americas Latin America Report 2018