Why do you open in Brasil? TLC started to handle outbound Brazilian Incentive Travel groups in 2006 and that business has increased as the Brazilian economy has grown and become more sophisticated. In 2008 some of the Brazilian clients commented on our business model telling us that it would work well in Brazil. As the market matures there and with the advent of many international businesses now located in the country requiring international operating standards and innovation, there was an opportunity for us to differentiate ourselves from the local established players.

It is not only Brazilian clients but international clients from the UK, USA and Europe who were keen to see the TLC model in Brazil too. When Brazil was awarded the World Cup and Olympics, international clients were keen to see known and tested suppliers operate in a destination that has not been without its critics when it comes to such issues as crime, response times and approaches to such things as risk assessment and procurement policies.

Also, Portugal has a long history with Brazil and although at times it has been fractious, many of the Brazilian corporates have strong Portuguese business links. There is a shared language albeit that Brazilian Portuguese does differ in places (like English and American English).

TAP, Air Portugal has the best direct access points into Brazil from Europe. The airline has strong business links with Brazil’s TAM and Lisbon is now the hub into Brazil from Europe with direct flights to 9 Brazilian cities in addition to direct services from Porto. Brazil is now open for business and that has attracted the international chains who have indicated their intention to open more properties especially between Sao Paulo and Rio.

Brasil is typically a receptive destination, isn’t it? Brazil needs to be seen in two different ways. Clearly there is Brazil the destination, a vast country with many options when it comes to general tourism. However business tourism is different and the options here are restricted to predominantly Sao Paulo and Rio de Janeiro. 7 out of 10 visitors are business visitors and this underlined the opportunity that exists for a company such as TLC. As a BRIC economy it is on the radar of many Portuguese and global corporates for a place to enact business and that brings opportunity.

DMCs in Brazil were set up, in most cases, many years ago to service travel needs of individuals or groups. They have built upon this but with the DMC division, in most cases, not being the principal focus. Selling methods seem too reliant on major trade shows (IMEX, EIBTM, etc), reputation and Tourist Board Promotion. The increase in motivational meetings and the rising status of Sao Paulo as a destination disadvantages Rio based DMCs and some subcontract the work to others adding to costs and losing control of quality and standards. The travel heritage, which suits incentives, is not the same skill set requirements for meetings and events. Many see a meeting as another group with little evidence to demonstrate a real understanding of the emerging clients needs beyond the provision of a hotel or guide.

Portugal differs too in that it is attractive to both short and longer stays being easily reached from most European countries. Over 100 flights arrive into Lisbon before 10.00 am making for short duration events. Brazil for most is a long haul destination and that means durations on the ground are longer. Even within the country, flying times between major cities can be long, hardly surprising given the size of the country.

How different is Brazil from European markets? Doing business in Brazil is still very “social”. It is about relationships and networking. It cannot be hurried and this accounts for the lack of urgency when communicating in writing. Brazilians are also very conceptual, love to discuss ideas but when it comes to the detail and contracts, seem not to have the same enthusiasm or follow through.

Portugal is more mature and operates with a greater degree of transparency, good process and a real understanding of the needs of international event buyers. Whilst personal relationships are still important within Portugal they do not get in the way when it comes to contracting business to meet international standards of corporate governance and compliance.

The international market is more and more governed by the growing corporate CSR and procurement agendas where all suppliers to the events industry are expected to comply with the standards expected by the international events buyer. These typically range from risk assessment and management to demonstrable skills and competencies, transparent budget management to procurement processes and procedures that ensure all sub suppliers are evaluated and are “fit for purpose”.

The market in Europe now experiences very short lead in times. There is a need for more detail and there is less and less loyalty to suppliers even if the last event was a resounding success. Buyers want the reassurance that the detail has been covered and nothing has been left to change because of poor planning.

In terms of market structure? The Brazilian market operates outbound, inbound and domestic events. As such there are a myriad of agencies which cater for these sectors. Travel companies tend to focus on outbound travel programmes capitilising on the Brazilian desire to travel. As mentioned previously these companies may or may not have a DMC to handle inbound “groups”.

There are a growing number of communications and live events agencies who focus on the corporate market and tend to be very Brazilian centric with limited international experience.

If the growing international trend by corporates going direct to destination suppliers and by passing the agents within their country, then suppliers will need to have the skills and competencies to be able to handle more of the events mix rather than just supply the ground services. They will expect event management services and know how.

In terms of experiences for groups? The focus is on Sao Paulo for meetings and events, Rio de Janeiro for incentives and events and Salvador, Iguassu and Manaus for pure incentives combined with Rio or extension programmes.

Sao Paulo is also the capital of South America for gastronomy with 12.550 restaurants, award winning chefs and sophisticated atmospheres. It is also a great hub for shopping and partying, culture, art and bohemia. Special touches are good differentiators, for instance a helicopter transfers to a special dinner at Sao Paulo Jockey Club with races during dinner.

Rio de Janeiro is a marvellous city blessed by its beauty. The locals have a great saying about it: “if you need to rest your eyes you have to go on a tunnel as the beauty is in every corner of the city”. In Rio the combination between mountain, sea, sky and sun makes this city unique. Few locations bring nature and city together on such a small surface.