The Latin America Report News and views on the airport, airline and travel retail sectors in the region www.thelatinamericareport.com
ASUTIL ISSUE
June 2016
Rio awaits Olympic visitors with new terminal
• More than 200 new stores • Dufry operating 12,000 sq.m • App to assist passengers • Shopping ‘more civilized’
Airports/Airlines
IATA predicts positive year Despite some setbacks, it’s a good time for the airline industry, reports IATA. The International Air Transport Association (IATA) held its annual meeting in Dublin recently and reported consumers are getting great deals and lots of choice Tony Tyler, the outgoing IATA Director General and CEO said airline investors are beginning to see reasonable rewards for the capital they risk. “And airlines are able to make critical investments and shore-up their resilience by paying down debt—although it will take several years of solid profitability to fix most balance sheets properly. Simply put, we are beginning to be a normal business, as well as a force for good. 3.8 billion pax Tyler said this year people will make 3.8 billion journeys by air. “Among them will be families reuniting, students exploring the world, business people creating prosperity, aid workers responding to crises and political leaders seeking to understand
and solve problems.” He added that lower oil prices are certainly helping the industry, though tempered by hedging and exchange rates. “Load factors are at record levels. New value streams are increasing ancillary revenues. And joint ventures and other forms of cooperation are improving efficiency and increasing consumer choice while fostering robust competition.” Profits can improve On average, airlines will make $10.42 for each passenger carried, said Tyler. “In Dublin, that’s enough to buy four double-espressos at Starbucks. Put another way, for every $100 in sales that Starbucks makes, their net profit is over $11. But airlines will only make $5.60. We don’t begrudge Starbucks their profitability. But there is clearly still upside for airlines.” Tyler said airport security programs are not the keystone in the battle against terrorism. “Government intelligence capabilities play the biggest role in keeping our societies
secure and stopping terrorists far away from airports.” Airlines help support the risk assessments that governments make by complying with requirements to provide Advance Passenger Information and Passenger Name Record data, said Tyler. “We have worked with ICAO, and other international agencies on global standards for data collection and transmission. It is paramount that governments implement these standards consistently—or efforts to neutralize terrorism will be weakened by complexity.” Intelligence sharing Tyler also asked that governments share the intelligence information that they have more effectively. He summarized, “Make no mistake. We face real threats. Government and industry must be nimble, share information, use global standards and keep a risk-based mindset when developing counter-measures. Flying is safe and it is secure. But we cannot take that for granted, for even a second.”
In brief
Latam Latam Airlines is suspending flights to Venezuela over the country’s worsening economic situation. Venezuela has been hit hard by the global drop in oil prices and suffers from high inflation. Several airlines said currency controls in the country make it impossible for the airlines to convert their earnings into dollars. In a statement, Latam airlines said it would suspend its operations to Caracas airport “temporarily and for an unspecified time.”
ASUR Privatized airport group ASUR, operator of several airports in Mexico, announced that total passenger traffic for May 2016 increased by 5.7 % when compared to May 2015. This announcement reflects comparisons between May 1 through May 31, 2016 and 2015. International passenger numbers increased at Cancun airport by 5%, to a total of 1.15 million in May. ASUR airports welcomed more than two million passengers at its airports in May. - Page 2 -
Paraguay airport A decision on the winner of a 30year private-public partnership for Asunción’s airport is expected soon. More than 12 companies expressed interest in the tender which was launched last year. Part of the project calls for increasing the airport’s capacity to 3.3 million passengers, up from the current 910,000.
Alberto ‘Pancho’ Motta, Jr., IAADFS President
Pancho Motta was one of the most respected and beloved figures in our industry. He served as the IAADFS President for 16 years, and will be truly missed by everyone who had the good fortune to know him. He made the world a better place.
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Airport/Airlines
Revamped, renovated, ready RIOgaleão using technology to enhance traveller experience The new, improved and expanded international airport in Rio looks as shiny as a gold medal. And airport officials hope visitors to the 2016 Summer Olympics will feel the spirit of the airport. “Tom Jobim International Airport embarks on a new era today with a revamped airport that includes a new pier, high quality facilities and improved services that aptly captures the spirit of Rio,” said Luiz Rocha, President of RIOgaleão at the official opening. Airport authority RIOgaleão comprises Odebrecht TransPort, Changi Airports International and Infraero. The concessionaire took over the administration and operation of the airport in 2014, under a 25-year concession contract. Until the end of that period, RIOgaleão will invest
Dufry to operate 8,000 sq. m of duty free space R$5.2 billion in the airport – with approximately R$2 billion invested prior to the Olympic Games. RIOgaleão hired the services of The Design Group from the UK for the renovation and expansion. The transformation of the airport was carried out in record time, said officials. The new South Pier was constructed in less than two years and boasts an additional 100,000 sq. m. and three aerobridges that can accommodate the A380. “All airport facilities have also been refreshed to offer passengers a more diverse range of services and an enhanced customer experience,” officials added.
One of the lounges in the new pier at RIOgaleão, which opened recently. “The new RIOgaleão is a legacy we want to share with the cariocas (local residents). It epitomises the unique spirit of the people and we want it to be a place that the cariocas can be proud of. At the peak of the works, the consortium generated up to 7,000 jobs. We worked tirelessly to ensure that what we have today is a world-class airport that captures the carioca soul, and is ready to receive the 1.5 million visitors we are expecting at the Olympic Games,” said Rocha. The airport will feature one of the most modern duty free shopping areas by international travel retailer Dufry, with 8,000 sq. m. of retail space including an exclusive section for cariocas brands, said Rocha. For travellers who are seeking additional comfort while waiting for their flight, the airport has dedicated 6,000 sq. m. for lounges. “Travellers will also have a mind boggling array of shopping, and
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News
FROM PAGE 4 food and beverage options to select from. The over 100 new stores are spread over 24,000 sq. m., and will be progressively opened by August,” she added.
suggested routes and timings to get to their destination. The app also enables users to monitor flights, estimate the time needed to get to the airport, pay for parking, and get in touch directly with the airport’s customer service online. The app will also provide information on airport shops, restaurants and public transportation to surrounding areas. Self-service kiosks that complement the app can be found throughout the airport and will provide travellers with general information,” said officials. New security features
From June, passengers will pass through security clearance to the departure areas at the airport A new welcome centre in the arrival level of Terminal 2. with the bar-coded boarding pass (BCBP) technology. Bar code readers will control passenger entry through bar A new Welcome Centre, located at the arrival codes printed on a boarding pass or accessed on area of Terminal 2 and manned by trilingual promobile devices. fessionals, also opened. Electronic eGates will also be implemented in June to automate the passport clearance process. Developed by Vision-Box, the e-gates are availDigital platforms able to all Brazilians aged 18 years and above, arriving or departing on international flights. New digital platforms are an integral part of the RIOgaleão marks the completion of a major new Tom Jobim International Airport with RIOstage of its overall investment plan for the airport. galeão launching an app for smartphones, speThe concessionaire has plans to invest an addicially designed with the customer in mind. tional R$3.2 billion in services and new infra“Tom Jobim will be the first airport in Latin structure up till 2039. America to offer this mobile service that enables users to find their way around the airport, with - Page 6 -
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News
Designed to be different The Design Solution implements luggage parking to make shopping more enjoyable London architect Robbie Gill calls the reconfigured RIOgaleão airport one of the most complex and exciting projects he’s ever worked on. Gill, the owner and director of The Design Solution, was involved as the airport consortium’s architect partner on commercial planning, as well as the retail designer to Dufry. Once Dufry secured the long-term contract at the airport last year, Gill and colleague Nick Taylor got to work. Taylor was commissioned by Dufry to create designs for each of the three main stores. Says Gill, “Without doubt RIOgaleāo is one of the most complex, challenging and ultimately exciting architectural projects we have ever worked on. Right from the start we had several immoveable aspects to address. Firstly the consortium’s deadline for completion was penaltyfixed ahead of the Olympics in 2016, which in itself set a very fast pace.”
Shopping in a ‘civilized’ way Gill says the 4,500 sq. m ground level arrivals store was designed to enable whoever won the duty free contract to make the most of this extraordinary opportunity. “With the consumer US $500 duty free spending allowance in mind, we looked at what had worked elsewhere and the lessons learned. We structured the opportunity to enable shoppers to enjoy a secure luggage parking service on entering the store and to go shopping in a civilized way, with a logistical system that reunites them with their luggage at the till point.” Unique experience Taylor explains the aims and inspirations behind the retail designs: “Our priority was to create a unique, world class passenger shopping experience that maximizes commercial performance but we were also determined to - Page 10 -
deliver that with a design that integrates what we believe to be the industry’s most compelling expression of sense of place. We achieved that by injecting an authentic, holistic expression of the vibrancy, colour and passion of this amazing city, its rhythms and the geography of its stunning location. “We took a core palette of the most iconic elements that make Rio instantly identifiable across the world, most notably the natural, architectural and social qualities of the Copacabana Beach neighbourhood, the dramatic vertical backdrop of green peaks surrounding the city and, of course, the sheer vibrancy and rhythm of carioca life.” RIOgaleão and Dufry were “bold enough to share our spirit of ambition, innovation and commitment, giving us the extra freedom to express Rio’s sense of place in a vibrantly authentic new way.”
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News
Dufry extends Brazilian contracts
Dufry secures longer contracts and more space in São Paulo and Rio airports.
Dufry has extended its contracts at both São Paulo and Rio de Janeiro airports until 2023. With its recent store expansions at RIOgaleão Airport, the travel retailer now operates close to 11,000 sq. m. of duty free space. “These shops have been designed to give a ‘sense of place’ of the city of Rio de Janeiro for customers travelling to this destination,” says the company. Dufry has also opened four new mono-brand shops totaling almost 900 sq. m. for luxury brands such as Salvatore Ferragamo, Hugo Boss, Michael Kors and Polo Ralph Lauren. Among the new shop openings, a major development is also the new agreement signed to operate until 2021, a so-called ‘Destination Shop’ of more than 600 sq. m. located in the departure area. “This new shop features thematic concepts designed to create a Rio de Janeiro atmosphere, with a best of class look and feel of the most popular local brands.” says Dufry. Dufry megastore Dufry has also extended the contract duration for duty-paid operations until 2021. Furthermore, Dufry will add close to 1,400 square metres of duty-paid space, where a Dufry Shopping megastore will offer customers a state-of-the art retail experience. The existing duty-paid operations covering a surface of
around 500 sq. m. include five Hudson shops as well as three Rio2016 shops. Combined with the new megastore, Dufry will operate more than 1,800 sq. m. of duty-paid retail space at the Rio airport. Julían Díaz, CEO of Dufry Group, commented: “We are very proud to extend the contracts with RIOgaleão and to further expand our presence at Tom Jobim International airport. With these additional spaces and the next generation of store concepts, Dufry secures its presence in the Brazilian travel retail market.” In São Paulo’s Guarulhos International Airport, Dufry will operate about 2,300 sq. m. of additional duty-paid retail space, including a Dufry Shopping megastore at Terminal 2. Increasing the duty-paid segment Dufry was also awarded 2,320 sq. m. of additional retail space, which among others, will be used to open a Dufry Shopping megastore in Terminal 2 as well as last minute shops. Dufry also intends to open another three Hudson shops located at the airside and landside of Terminal 2 This agreement is also a confirmation of Dufry´s commitment with Brazil and its “confidence in the potential growth of the economy,” said Diaz.
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News
The millenial mindset Social media the key to Tito’s worldwide growth
little known Texas-based vodka company a few years ago. Within two years, he has the product on the shelves throughout duty free stores worldwide and the listings continue to grow. So what’s his secret? McDonnell tapped in to the buying power of the generation known --John McDonnell as the millenials (those born approximately Managing Director between the early ‘80s and 2000). Now considered worldwide the largest purchasing Tito’s Handmade Vodka power generation, millenials grew up in a technology world. And McDonnell knew the way to their wallets, was through social media. “’Massive brands’ is a naughty term to millenials,” says By Wendy Gallagher McDonnell. Millenials want products that are more about craft, authenticity and integrity than anything else. He adds Any company looking to break in to the crowded vodka that millenials want originality in products they buy and market might be warned it will be a bumpy ride. generally stay away from well-known brands their parents But John McDonnell saw a way through that turbulence used. Worldwide studies have shown that about 1/3 of miland is now taking Tito’s Handmade Vodka worldwide, calllenials will rely on a blog before making a purchase. ing it the fastest growing vodka in the world. It’s why McDonnell says Tito’s Handmade Vodka has The former Patrón Spirits CEO began working with the See Page 16
‘Massive
brands’ is a naughty term to millenials’
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News
Frequent blogs and social messages from Tito’s are appealing to millenials, with studies showing 1/3 of millenials will rely on a blog recommendation before making a purchase.
Millenials in Mexico rely on YouTube to get information FROM PAGE 14
done so well with this generation. “The vodka is not packaged in a white box.” Tito’s vodka is distilled from corn and is certified gluten-free. Even the inventor, Tito Beveridge, has a home grown story about how he went from being a mortgage broker, to amateur flavoured vodka maker, which he gave to his friends as Christmas gifts. Beveridge even embodies the ‘anti-establishment’ view of most millenials, by trading in his corporate life for self employment. The story behind Tito’s is explained on the company website: “I tried to get some financing a couple of times and it didn’t work out because they said I’d never get my permits, there’d never been a legal distillery in Texas and they said I’d never get a distributor. So I ended up just taking the money I’d saved up while working overseas and I racked up 19 credit cards to the tune of about $88,000. I built a one man distillery and built a production still and just kinda got myself into business. I’d go out and make it and sell it and come back and make some more and you
know I was sleeping next to the still and you know just kind of bootstrapped it up.” Meanwhile, McDonnell continues to promote the brand using all available social media channels. He says millenials are fond of taking photos of themselves to post, and quite often they want to post a picture when they find Tito’s Vodka in various airport duty free stores. However, laughs Mc-
• In 2001 Tito’s Handmade Vodka won the double gold medal at The World’s Spirits Competition, the unanimous judges’ choice over 71 other vodkas • Tito’s sales rose 82% in the U.S. in 2014 - Page 16-
Tito’s Handmade Vodka is growing in sales throughout Latin America, including in duty free shops in Mexico City’s airport.
Donnell, not all duty free operators are pleased with photos being taken inside their stores. According to research conducted by Facebook, brands seeking to connect with millennials in Mexico, Colombia and Argentina need to put mobile at the center of their business strategy. Millennials in Mexico are fond of online video, such as YouTube, and that trend is increasing. Other researchers show social networking is a regular habit for 90% of Brazilian millennials. Tito’s Vodka is already boosting its presence in the region, with placements in Central America and Mexico. In terms of doing business in a rough financial period, McDonnell isn’t concerned. “In good times people drink and in bad times people drink.”
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News
A love for the launch INCC Parums CEO Rémy Deslandes doesn’t take perfume launches lightly. He plans a year in advance for each new launch at the TFWA show in Cannes. Once on stage, Deslandes leads the show, like a conductor would lead an orchestra.
By Wendy Gallagher
Attention to detail
He owns 12 pairs of various coloured eyeglasses, hasn’t taken a lunch break at work in 20 years, plans six years in advance and until recently, was virtually unknown in the travel retail industry. But in the past few years, Rémy Deslandes has taken the stage at the Majestic Hotel during the TFWA show in Cannes, and in front of more than 600 invited guests, releases with great pride and exuberance, his company’s latest perfume launch. Deslandes, the CEO of INCC Parfums, hosts the highenergy event, which to an outsider, might appear to be a high-end Las Vegas show or rock concert.
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No detail, large or small, is overlooked. The music is loud, the champagne is flowing and multi-coloured lights flash around the room and then, Deslandes takes the stage. Let the show begin. With enormous energy, Deslandes works the stage from one end to the other. Like a master entertainer, he shows no sign of tiring, even after almost an hour of speaking. Representing perfume brands such as Mercedes-Benz and the newly-released Monaco, Deslandes has much to be proud of. When he took over INCC as CEO in 2007, Deslandes knew he needed to take the company in a bold direction.
News
Although he had been in the industry for more than 20 years, he needed to take INCC to a new level, one that would make a strong impression in the select perfume industry. “I have a passion for difference,” he told The Latin America Report during a recent interview. “My determination is what drives me.” Winning Mercedes-Benz partnership It wasn’t long before Deslandes was in talks with Mercedes-Benz Parfums to create a perfume and enlarge the brand from a car to a luxury lifestyle. “At that time nobody knew me,” said Deslandes. The first Mercedes-Benz perfume was launched by INCC during the TFWA show in Cannes in 2011. Since
then more than two million bottles have been sold and new lines released. It’s available in 92 countries. Deslandes recalled making the presentation, one of several companies to vie for the opportunity to work with Mercedes-Benz, and getting a phone call informing him INCC was chosen to be the partner. “It was a miracle night,” said Deslandes. “Suddenly, we entered into the selective perfume industry.” Deslandes said although INCC is a small company, “my personality and my promise to respect the commitment to the brand,” was what he believes won over the Mercedes-Benz team. As a child, Deslandes said all he ever wanted to be was a leader. “It was an obsession in my life.” Deslandes See Page 20 - Page 19 -
News
Latam important to INCC FROM PAGE 19
admitted that he is constantly thinking about the next challenge. “I’m a work machine. I know, it’s a bad thing, but I like it. You cannot change that. I cannot work without passion. I think six years in advance.” Deslandes also expressed his pride over INCC being chosen to represent Monaco perfume last year, the first perfume licensed by the Principality of Monaco. He describes his small team, based in Versailles, France, as “friendly” and having “very good relationships with our partners.” The team is kept busy travelling the globe, signing up more and
more retailers who want to have INCC brands on their shelves. Good growth in Latam Latin America is seeing terrific growth with several INCC brands, and Mercedes-Benz is on the shelves of numerous duty free retailers throughout the region. Recently, Thibaud deVaulchier, VP Sales for INCC, appointed Guillaume Sillani as its export area manager for Latin America and the Caribbean. Deslandes said his company is committed to the region and, “Although the region is currently ex- Page 20 -
periencing some difficulties, we are very confident the situation will improve and we will continue to expand our presence.” So what does Deslandes have planned for this year’s party in Cannes? Well, if you are lucky enough to get an invitation, you’ll find out in a few months. Whatever it is, it has been in the planning stage since the day after last year’s party. During the 12-hour drive from Cannes back to his home in Belgium, Deslandes only has one thing on his mind. “How can I improve next year’s launch? What can I do different?” We look forward to finding out.
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The perfect way to enjoy Patrón is responsibly. ©2016 Handcrafted and imported exclusively from Mexico by Patrón Spirits International AG, Schaffhausen, Switzerland, 40% abv.
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News
Monalisa opens second Asunción location By Wendy Gallagher Growth in the Paraguayan market made it an easy decision for Monalisa to build a second store in Asunción, Paraguay, which officially opened in May 2016. Monalisa President and CEO Faisal Hammoud tells The Latin America Report, “We have had a presence in Asunción for several years with the chain of Aphrodite stores and due to the intense growth of the Paraguayan market, especially in the capital, we saw a good opportunity and so decided to open a second Monalisa.” The new store measures more than 3,500 sq. m. and is similar in concept to its flagship store in Ciudad del Este. Hammoud says naturally, being in the Capital, the majority of shoppers will always be Paraguayan. “Having said this, it is surprising to see the variety of nationalities who currently live in Asunción, like Brazilians, Argentinians, American, French, German and others. It has truly become an international city.” A highlight of the new store is La Cave Monalisa, an inshop wine cave scheduled to open in August 2016. “We have had a very positive response from the public and the media since we announced the opening of the La Cave Monalisa replic,” says Hammoud. “Dozens of people have come asking. This decision was based on the local market demand and we will offer both local and international brands with a premium selection of the finest wines.”
Economic instability is inevitable and sales will be affected but it is nothing that the company hasn’t seen before. --Faisal Hammoud CEO Monalisa The economic instability in the region, particularly in Brazil will have an impact on sales, admits Hammoud. “It is inevitable that sales will be affected by this factor but it is nothing that we haven’t seen before. From experience we know that these situations come in cycles which can last from 5 up to 7 years. In the meantime, we are making investments and improving internally so we are better prepared when the market is ready to consume again.”
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Smoking seriously harms you and others around you
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News
Brazil airport concession tenders delayed By Wendy Gallagher The situation of many projects in Brazil changes from day to day, sometimes by the hour. As the country prepares to host the 2016 Summer Olympics, its president is facing an impeachment trial, its currency is staggeringly low, it is fighting the Zika virus, and the World Health Organization has only days ago, agreed to re-examine the potential spread of the virus during the Games. So where does this leave the planned privatization of more airports throughout the country? Airport officials say it will be up to the current acting president, Michael Temer, who has been vocal in the local media about his desire to unload the airport management to private investors. Concession packages for three airports – Man-
aus, Porto Alegre and Salvador – were to be ready in May. However, it Manaus was declared ineligible and now Florianopolis is rumoured to be added to the list. But the government says it needs more time to prepare the concessions. As well, local media reports the government wants to restructure the operation of Infraero, the national airport authority. Currently, Infraero holds a 49% stake in the previously tendered concessions of Guarulhos and Viracopos in São Paulo state, Galeão in Rio Janeiro, Confins in Minas Gerais and Brasília in the capital. On a brighter note, late last week Brazil’s currency and stocks rallied in emerging markets as commodities advanced. Investors call Brazilian assets “among the world’s best performers this year” on speculation the new administration can get a handle on the country’s growing budget deficit.
A report prepared last year for Brazilian officials showed the previous and planned airport concession contracts. Instability in the region has caused a delay in future contracts. - Page 24 -
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News
Villiger looks for expansion in Latam Simone Hees is ready to further expose the Villiger brand to the region. Newly appointed to Villiger’s Export Director, Southern Europe and Latin America, Hees will work to expand the number shelves carrying the cigars. “Travel retail/duty free is an important channel for Villiger and our target is to grow distribution. At the moment our initiative in Latin America is quite manageable but our target is to get more presence on shelf. That’s the reason why currently we only do very specific promotions.” However, Hees is confident better days are ahead. “In Latin America, the performance could have been by far better if there had not been quite severe restrictions such as on ingredients’ allowances and import limitations. Despite the devaluation of the Peso and the Real we are positive about the future as we are working on establishing, and also extension of, the distribution of our brands in both South America and the Caribbean. Knowing our brands in my opinion is essential, thus I already offered and will also offer in the future to do trainings to the staff.” The priorities of the Villiger Group are not only mechanized production of cigars in Switzerland and Germany with the most modern machinery as well as the manufacturing of hand-made premium cigars in the Caribbean, Central and South America but also the purchase of raw tobacco from almost every country in the world where tobacco is grown, says Hees. Those countries include Cuba, Brazil, Indonesia and Ecuador, followed by Mexico, Peru
Simone Hees, Villiger Export director, Southern Europe and Latin America.
and a few other countries. “All these tobaccos are purchased locally by reliable suppliers with many years of experience. This guarantees excellent quality of our raw material.” The company, started in 1888, is still family owned by Heinrich Villiger. He is the third generation of the family business and is still working actively in the company at the age of almost 85, says Hees. - Page 26 -
“We believe in tobacco as a semiluxury good, particularly in its form of a cigar and its little sister the small cigar and we will continue to try to offer those who enjoy this luxury a broad range of high quality products.” Hees will attend her first ASUTIL conference this week and looks forward to meeting many contacts in the region.
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A look back at the 2016 IAADFS show in Orlando
Tito Gonzalez, Regional Director, Latin America and Caribbean, Danzka Vodka.
Stephane Gonzalez, Duty Free Manager, Americas, Patrón Spirits. Richard Bush, GTR Regional Marketing Manager – Americas, William Grant & Sons. - Page 28 -
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A look back at the 2016 IAADFS show in Orlando
Les Hansen, Vice President Sales, Latin America, Go Travel.
Jerusa Moura, Director, Global Travel Retail, Revlon.
Franck Lemonnier, Americas International Sales Director, (left) and Kevin Baker Global Travel Retail Director at Marie Brizard Wine & Spirits.
Phil Peterson, of Phil Peterson Collections.
Frank QuiĂąones, Commercial Director, Botran Rums - Page 30 -
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2016 31st Annual Convention 31e Convention annuelle “Canada’s Exclusive Duty Free Convention”
November er 13–16
Hyatt Regency
TORONTO TORON TO Ontario - Canada
www.fdfa.ca
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