americas duty free

IAADFS 2012

p. 46 Paraguayanborder report p. 56 Essencekeeps it fresh p. 106

MARCH/APRIL 2012 VOL 22, NO 1

LATAM stays strongp. 32Grupo Wisa heads south

Ingls y espaol

8 THE AMERICAS DUTY FREE & TRAVEL RETAILING MARCH/APRIL 2012

Letter from the Editor

The Americas Duty Free & Travel Retailing(ISSN 0962-0699) is published four times a yearMarch/April, June/July, October, November/ December) by Global Marketing Company Ltd., 26Pearl Street, Mississauga, Ontario L5M 1X2 Canada.It is distributed throughout Central America, SouthAmerica, the United States, Canada, U.S. VirginIslands, U.S. Pacific islands and the islands in theCaribbean.

Subscriptions: $200 for one year. Art andphotographs will not be returned unlessaccompanied by return postage. The viewsexpressed in this magazine do not necessarilyreflect the views and opinions of the publisher oreditor. March/April 2012, Vol. 22, No. 1. Printed inCanada. All rights reserved. Nothing may bereprinted in whole or in part without writtenpermission from the publisher. 2012 GlobalMarketing Company Ltd.

The Americas Duty Free & Travel Retailing26 Pearl Street

Mississauga, Ontario L5M 1X2 CanadaTel: 1 905 821 3344; Fax: 1 905 821 2777

www.dutyfreemagazine.ca

PUBLISHERAijaz Khan

[email protected]

EDITORIAL DEPARTMENT

EDITORHibah Noor

[email protected]

CONCESSIONS, LIQUOR & TOBACCO EDITORRyan White

[email protected]

ART DIRECTORPatrick Balanquit

[email protected]

CONTRIBUTORSAndrew Brooks

James Ross

ADVERTISING SALES

ADVERTISING & MARKETING MANAGERKim Carrera

[email protected]

CIRCULATION & SUBSCRIPTION MANAGERDeepa J

[email protected]

he IAADFS organization con-tinues to enhance and improveits already successful and enjoy-able annual trade show. Thisyear, there is a single registra-

tion option that incorporates all social events.This includes the gala dinner, where attendeeswill have the chance to enjoy the music of WillyChirino, a talented singer and entertainer.Furthermore, those who appreciate the chanceto unwind at Club Americas can look forwardto live entertainment for the very first time.

In this special IAADFS issue, our top storyfocuses on duty free retailer Grupo Wisa.The company has experienced solid growthin Mexico and Central America and is nowmaking its move into South American bor-der stores to become a true player in theLatin American travel retail scene.

Our move into South America effec-tively makes us a bona fide Latin Americancompany as opposed to an operator withregional stores, Grupo Wisas Marcelo Mon-tico told Americas Duty Free. Brazilian shop-pers are refined and very selective in what theypurchaseand they purchase a lot. This isespecially true if its a question of finding ahigh-end brand that they dont normally seein the area.

Also in this issue, we focus on success sto-ries that weve discovered in Paraguay this pastyeardue in no small part to the financial

boom in neighboring countries, especiallyBrazil. Mannah Duty Free, which operates bor-der stores in Ciudad del Este and airportshops at Silvio Pettirossi Airport, says 2011was an excellent year, while Shopping ChinasCEO Felipe Cogorno expects the strength ofParaguays economy to continue to be bol-stered in part by traveling Brazilians hungryfor the latest trends in everything from fash-ion and spirits to electronics and fragrances.

On the supplier side, we have a specialvodka report for our readers. Even thoughsome have suggested the subcategory is over-saturated, it continues to grow year on yearand offers some of the most innovative prod-ucts in the spirits category. We also presentsuccess stories in other product categories,from fragrances all the way to confectionery.

Retailers and suppliers arent the onlyones riding the wave of success; AmericasDuty Free is very proud of this issue, ourbiggest IAADFS edition to date.

I look forward to sharing this issue withyou in person in sunny Orlando.

Kind regards,

Hibah [email protected]

TRiding the wave


Letter from the Editor

a organizacin de IAADFS sigueperfeccionando y mejorando suexitosa y agradable exposicincomercial anual. Este ao, cuentacon una sola inscripcin que

incorpora todos los eventos sociales. O sea,la cena de gala, en la que los asistentes ten-drn la posibilidad de disfrutar la msica deWilly Chirino, talentoso compositor y can-tante. Adems, los que aprecian la oportunidadde relajarse en Club Americas tendrn a su dis-posicin entretenimiento en vivo por primeravez en la historia.

En este nmero especial dedicado a laIAADFS, nuestro artculo principal se con-centra en el conocido minorista duty freeGrupo Wisa. La compaa ha experimen-tado un slido crecimiento en Mxico y Cen-troamrica, y ahora est operando en lastiendas de frontera suramericanas, para con-vertirse en un participante real del sectorminorista de viajes latinoamericano.

Nuestra entrada en Suramrica nos con-vierte efectivamente en una compaa lati-noamericana de bona fide, y no un operador

con tiendas regionales, expres MarceloMontico, de Grupo Wisa, a Americas Duty Free.Los compradores brasileos son refinadosy muy selectivos en lo que compran, y com-pran bastante. Esto es especialmente cierto sies cuestin de encontrar una marca de lujoque no ven normalmente en la zona.

En este nmero tambin nos enfocamosen historias de xito que descubrimos el aopasado en Paraguay, debido en gran parte alboom financiero en los pases vecinos, espe-cialmente en Brasil. Mannah Duty Free, queopera tiendas de frontera en Ciudad del Estey establecimientos en el Aeropuerto SilvioPettirossi, afirma que el 2011 fue un aoexcelente, mientras que Felipe Cogorno,Director Ejecutivo de Shopping China, esperaque la fuerza de la economa de Paraguaysiga siendo impulsada en parte por los via-jeros brasileos en busca de las ltimas ten-dencias en diferentes renglones del mercado,desde modas y licores a efectos electrnicosy perfumes.

En el campo de los proveedores, contamoscon un informe especial sobre el vodka para

nuestros lectores. Aunque hay quien afirmaque la subcategora est sobresaturada, lamisma sigue creciendo de ao en ao, y ofrecealgunos de los productos ms innovadores enla categora de espirituosos. Adems, pre-sentamos historias de xito en otras cate-goras de productos, desde perfumes hastaconfitera.

Los minoristas y proveedores no son losnicos que cabalgan en la cresta de la ola delxito. Americas Duty Free se enorgullece de estenmero, la mayor edicin dedicada a laIAADFS hasta la fecha.

Espero compartir este nmero con cadauno de ustedes personalmente en la soleadaOrlando.

Un cordial saludo,

Hibah [email protected]

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Contents

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IN BRIEFBusiness Monitor International releases Q1 Brazil tourismreport ASUR not awarded Brazil airport concession FRCH and Liverpool set new design standard withPlaya del Carmen duty free store Marco Arilli leavesHKG Duty Free Innova Distributors to launch Go Travelkiosk at Limas Jorge Chavez International WanderingMonkey set to build on success in 2012

TOP STORY: GRUPO WISA

Heading southAfter a successful 2011 in Mexico and CentralAmerica, Grupo Wisa takes the next step in itsevolution with the planned opening of border storesin Uruguay

Rumbo al SurLuego de un exitoso 2011 en Mxico yCentroamrica, Grupo Wisa da un nuevo paso en suevolucin con la apertura programada de tiendas defrontera en Uruguay

REGIONAL REPORT: ARGENTINA

Up to speedArgentina has known for some time the benefits thattourism provides to the economy, and now thegovernment is taking clear steps ensure that theindustry continues growing

A toda mquinaArgentina ha disfrutado desde hace algn tiempolos beneficios que el turismo le proporciona a laeconoma, y ahora el gobierno est tomandomedidas claras para garantizar el crecimientocontinuo de esa industria

MARCH/APRIL 2012 VOL 22, NO 1

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LATIN AMERICA REPORT

All systems goIf Latin American operators have their way, theconsiderable momentum achieved in 2011 willcontinue well into this year and, with any luck,beyond

Todos los sistemasfuncionanSi los operadores latinoamericanos logran lo que seproponen, el impulso considerable alcanzado en el2011 continuar este ao y, con suerte, en losprximos

PARAGUAY IN TRAVEL RETAIL

The knock-on effect Americas Duty Free speaks to three operators withhome bases in Paraguay to learn how Brazilseconomic boom has benefitted their businesses andthe country in general

Reaccin en cadenaAmericas Duty Free habla con tres operadores consede en Paraguay para conocer cmo el boomeconmico de Brasil ha beneficiado a sus negocios yal pas en general

DIAMONDS INTERNATIONAL

Shining brightWith the opening of a new duty free store in St.Thomas, Diamonds International continues its focus onthe excellence of its service and brilliance of its gems

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Contents

AIRLINE NEWS

A joining of giantsLAN and TAM boost global clout by forming jointLATAM Airlines Group

HARTSFIELD-JACKSON AIRPORT

Southern comfortThe City of Atlanta awards massive F&B and retailcontract for Hartsfield-Jackson International

NON-AERONAUTICAL REVENUE

The other moneymakerNon-aeronautical revenue is becoming anincreasingly attractive income source for airportsfora whole lot of reasons

ST. THOMAS DUTY FREE

Caribbean footfallA European duty free consortium sets its sights on St.Thomas, USVIthe first of many ventures in the region

ASSOCIATION Q&A

A banner yearIndications suggest that 2012 may be memorableyear for the industrys leading organizations

Un ao excelenteTodos los indicios sugieren que el 2012 podra ser un aomemorable para las principales organizaciones del sector

AIRMALL USA

Strong out of the gateLeading concessionaire Airmall USA kicks 2012 offwith a number openings in airports across the US andpromises to bring more innovation before years end

LS TRAVEL RETAIL NORTH AMERICA

Better, smaller, fasterLS travel retail North America and ZoomSystems provethat good things do indeed come in small packageswith the opening of iStore Express in Calgary Airport

HMSHOST

Options openHMSHost continues to ensure that North Americantravelers have a wide variety of F&B choices whenpassing through some of the regions busiest airports

FRONTIER DUTY FREE ASSOCIATION

From one year to anotherAmericas Duty Free talks to FDFA Executive DirectorLaurie Karson about the 2011 show and current issueson the table in 2012 for the Canadian duty free industry

PORTLAND DESIGN

New by designPortland Designs approach to travel retailenvironments has helped advance new thinkingabout the shopping experience

GUEST WRITER: ANNE KAVANAGH

Retail and the ght forairport reputationSimply by conversing and connecting with travelers,airports can open up an entirely new element in avery important relationship

PARBEL

Parbel sets the agenda2012 brings a full slate of new and continuinginitiatives for LOrals travel retail arm in theAmericas

ESSENCE CORP. ESSENCE BEAUTY

Essence keeps it freshBeauty brand distributor kicks the new season offwith a host of luxurious offerings

ESSENCE CORP. CLARINS GROUP

The science of skin Clarins says protein research backs its new skin-firming creams

TAIRO INTERNATIONAL

Tairo aims higherMexico/Caribbean beauty distributor celebratessteady growth, retools for more expansion

BEAUTY NEWS

Diverse offersA host of beauty companies are bringing uniqueconcepts to the travel retail market

BEAUTY BEAT: FRAGRANCES

Beauty boostersA host of alluring scents fill the air as suppliers rollout their best offerings yet for the warmer seasons

BEAUTY BEAT: SKINCARE & COSMETICS

Beauty regimeCreative cosmetics and revolutionary skincare:traveling consumers will have plenty of options tochoose from this season

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SUNCARE REPORT

Beauty on the outsideSkin care specialists work to turn the tables in favorof healthy, science-based protection

LOCCITANE

The southern touchLOccitane launches new hair care range, relaunchestwo skin care products

WORLDCLASSBRANDS

Class to the coreDuty free specialist Worldclassbrands unveils newwatch, jewelry lines in run-up to this years IAADFS

JEWELRY NEWS

The jewel in the crownThe New Year kicks off with fresh collections and newdevelopments

SECTOR USA

A statement in timeSector introduces new spokesperson and launchesinitiative in duty free

WATCH REPORT

Growth is the watch wordOpportunities are increasing in the Americas watchmarket, but so is the competition

SUNGLASS REPORT

Shades of successThe Americas is a natural marketplace for thesunglasses sector. Americas Duty Free takes a closerlook at its fortunes

GUEST WRITER: OSCAR GUZMAN

Positioning your concept tothe right opportunityBijoux Terner expands AdiXion, a new retail concept,to capitalize on market trends

LESPORTSAC

The prints of styleLeSportsac rolls out new designs for spring, featuringdesigns by illustrator Kate Sutton

FURLA

The new and the renewedFurlas IAADFS debut to feature Fall/Winter 2012/2013collection of new and reinterpreted bags

TOMMY HILFIGER GROUP

High potentialTommy Hilfiger aims to leverage its brand awarenessin the travel retail market

LATR

Parkers partnerA travel retail professional discusses his strategy forbrand leadership

WRITING INSTRUMENTS REPORT

The write stuffThe writing instruments category is expanding,thanks to some innovative new technologies andapproaches

CONFECTIONERY REPORT

Confectionery conquestsThese top performers are upping their game in theAmericas as IAADFS approaches

GUEST WRITER: JACK TABBERS

Confectionery the threekeys to the door of successA sweet tooth, the impulse factor and brand powercan build an even better category

Special Report: Vodka

PREMIUM VODKA REPORT

The best gets betterThe premium and super-premium vodka categorycontinues to be redefined with new products andmarket strategies

RUSSIAN STANDARD

Standard bearersRussian Standard Vodka offers duty free shoppers apremium-category taste of Imperial Russia

VODKA ROUNDUP

Taste tacticsVodka makers differentiate themselves on packaging,ingredients, processes and the taste of the final product

SPRING VODKA COCKTAILS

A head start on springAmericas Duty Free asks vodka suppliers for theirfavorite spring cocktail recipes

WILLIAM GRANT & SONS

Making it betterWilliam Grant & Sons comes off a strong 2011,and backed by a stable of premium offerings thecompany assures that 2012 will be even better

THE EDRINGTON GROUP

Keeping a good thing goingAfter a solid 2011 that saw its portfolio gainvisibilityin duty free, The Edrington Groupplans to maintain momentum with variousnew initiatives in 2012

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WINE REPORT

A beautiful relationshipAmericas Duty Free speaks to a number of suppliers who are trying to woo the travelingconsumer in the Americas with a variety of interesting wine offerings

RMY COINTREAU GLOBAL TRAVEL RETAIL

A matter of priorityAmericas Duty Free gets in depth with RmyCointreau GTRs Francois Van Aal, discussing thefiner points of supply and demand and the challengesof selling rare Cognacs in duty free

AGING SPIRITS REPORT

The age differenceFinesse, finish, process, materials the age of a finespirit is a lot more than just a matter of years

IN-FLIGHT SPIRITS REPORT

In high spiritsSome of the industrys biggest players tell AmericasDuty Free that in-flight sales are challenging, but agreat opportunity if approached properly

WORLD BRANDS INTERNATIONAL

Channel changersWorld Brands International builds its name inAmericas travel retail

BACARDI GLOBAL TRAVEL RETAIL

150 years of excellenceBacardi celebrates a momentous occasion in stylewith a new limited edition release and activations atkey airports in the Americas

KT&G

Opportunities aboundGiven increasing numbers of traveling Koreans in theUS, KT&G sees a place for its brands in airport storesacross the country

CIGAR REPORT

The big smokeThe cigar market caters to discriminating tastes, withtravelers being a key demographic

BRITISH AMERICAN TOBACCO

A win-win-win situationBritish American Tobaccos focus on meeting needsresults in a strong portfolio of brands for operatorsand most importantly a wide selection for consumers

NEW & NOTABLEMickey Finn Apple Infused Whiskey FireballWhiskey Chupa Chups Destination Tin Timberland Charleston Watch

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In Brief

usiness Monitor International (BMI) recently released itsBrazil Tourism Report for Q1 2012. BMI says that itremains highly positive about the outlook for Brazilstourism industry in 2012. International disembarka-

tions, which are released monthly by the Ministry of Tourism andserve as a proxy for tourist arrivals in the absence of this data beingreleased by the ministry in a timely fashion, show an increase of15.9% year-on-year over to 6,735,083. April had notably stronggrowth rates, up by 35% year-on-year to 703,652 international dis-embarkations. Domestic disembarkations are also on an upwardstrajectory, rising by 18.7% year-on-year over 9M11 to 58.8 million.

For 2011, preliminary indications from the Ministry of Tourismare that a total of 5.5 million foreign tourists will visit Brazil,marking a new record for Brazilian tourism. With Brazil hostingthe football World Cup in 2014 and then the Olympic Games inRio de Janeiro in 2016, BMI believes tourist arrivals will continueto grow strongly in the years ahead.

BMI forecasts 21.5% growth in tourist arrivals through to2015, reaching over 6.73 million tourists. Over the same period,BMI also expect tourism receipts to increase by 35.4% to totalover US$9 billion.

In September 2011, Chiles anti-trust court approved the plannedmerger between Brazilian airline TAM and Chiles LAN, whichwas first proposed in August 2010. This leaves Brazils anti-trustauthority to approve the merger, which must also be supportedby both airlines shareholders. In October 2011, TAM said themerged LATAM Airlines Group should be established near the endof Q112, subject to final regulatory and shareholder approval.

BMI believes the merger of the two airlines should be posi-tive for the Latin American tourism industry as it should lower costsfor passengers as a result of cost synergies and economies of scale.

Investment is surging in Brazils hotel sector, as chains aim toincrease capacity ahead of the World Cup and the Olympics. Accord-

ing to research by international hotel consultancy STR Global, Brazilonly had a national hotel supply of 172,561 rooms in July 2011,a figure that seems very low for a country with a population ofover 190 million. Even with a reported 3,928 rooms under con-struction in September 2011, it is clear that Brazil remains under-served by hotels, ahead of a multi-year period that will include600,000 visitors entering the country for the 2014 World Cup alone,according to the Brazilian government, says BMI.

Although the government has been providing tax incentivesto hotel developers, according to STR Global, many obstacles,including legal, building and environmental requirements, are pre-venting the hotel industry from developing at a faster pace.

However, the opportunities for hoteliers seeking to enter theBrazilian marketplace are clear, BMI notes. In September 2011,Hotel News Now reported that Brazilian revenue per available room(RevPAR) increased by 34.7% in January-July 2011, taking it toUS$96.71. The average daily rate rose by 28.2% to US$141.76 overthe same period.

In a key development for the Brazilian hotel industry, thenational hotel classification system was revamped in June 2011.The Brazilian System for the Qualification of AccommodationOptions (SBClass) will use 1-5 star ratings to identify categoriesof accommodation. Only hotels and accommodation establish-ments that have registered and qualified with the Ministry of Tourismwill be able to use the new voluntary rating system.

BMI believes the development of a national classification sys-tem, which is based on international standards and has been devel-oped following research of several other countries rating systems,will be a great help to the evolution of the Brazilian hospitalityindustry, enabling tourists to be better informed about the stan-dard of accommodation available across the country. This will par-ticularly be welcomed by the many thousands of tourists visit-ing the country for the World Cup and the Olympic Games.

BBusiness Monitor International releases Q1 Brazil tourism report

Marco Arilli leaves HKG Duty Freearco Arilli, Vice President, Merchandising, affiliated with HKG Duty Free for thepast three and a half years, has decided to embark on an exciting new ven-ture outside the company. The Khaledi Group and the entire HKG family saidin a news release that they extend very best wishes and success to Marco in

his new endeavors. "We greatly appreciate Marcos direct contributions, commitment, loy-alty and valued accomplishments achieved in supporting HKG development and resultsderived over the past several years," the company noted.Alan Huxtable, Vice President, Operation and Business Development, who joined HKG

Duty Free in May of 2011, will assume direct responsibilities for merchandising to includeprocurement, replenishment, category assortment planning, supplier relations, marketingand store development. Alans new title will be Vice President, Commercial and BusinessDevelopment. Alan will also continue his efforts underway in developing new business ven-tures, thereby globally expanding the HKG business portfolio.

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BMI forecasts 21.5% growth intourist arrivals through to 2015,

reaching over 6.73 million tourists

Marco Arilli, Vice President,Merchandising, has decidedto embark on an excitingnew venture outside HKGDuty Free

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In Brief

nown throughout Mexico for presenting upscale shop-ping experiences in breathtaking spaces, department storechain Liverpool wanted their second duty free store inPlaya del Carmen to mirror the sophistication of its

larger format stores. Despite working with a smaller space withinan already cluttered urban environment, Liverpool and FRCHDesign Worldwide created a showcase destination and, in theprocess, raised shoppers expectations for what a duty free shop-ping experience could be.When Liverpool began planning to open its second duty free

store in Playa del Carmen, the company wanted to create a loca-tion that stood out in the crowd, offered a welcoming shoppingexperience and, ultimately, reinforced the Liverpool brand repu-tation for presenting upscale products in aesthetically spectacu-lar spaces. Moving into a two-level structure with a retail footprint

only 29 feet wide and 125 feet deep, however, the companywas challenged from the outset to find ways to attrac-

tively and effectively present a full range of mer-chandise without compromising the overall cus-

tomer experience. As a result, Liverpool turned toits long-time design partner,Cincinnati-based FRCHDesign Worldwide. FRCHhas completed multiple Liv-erpool projects over thepast decade, including theglobally acclaimed Liver-pool Interlomas locationwhich opened at the endof 2011.

To open up the space, the new Liverpool store features a glassfront and a floor-to-roof balcony; an up escalator in the front ofthe store and a down escalator toward the back, organically cre-ating a directional shopping flow; a minimalistic black and whitecolor palette augmented with a clever mix of shapes and texturesto maximize visual interest; and stylized exterior photo panelsoffering shoppers a preview of what they would discover withinthe store.

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FRCH and Liverpoolset new design standard with Playa del Carmen duty free store

When Liverpool began planningto open its second duty freestore in Playa del Carmen, the company wanted to create a location that stood out in the crowd

rupo Aeroportuario del Sureste,S.A.B. de C.V. (NYSE: ASR; BMV:ASUR) (ASUR), the first privatizedairport group in Mexico and oper-

ator of Cancun Airport and eight others inthe southeast of Mexico, announced that theconsortium formed by it and Advent Interna-tional were not awarded the concession tomaintain, operate and expand any of the threeBrazilian airportsBrasilia, Guarulhos andCampinasauctioned in a live public biddingheld last month in Sao Paulo.

The winning bids for the three airportstotaled US$14.3 billion. The Campinas tenderwas won by Consrcio Aeroportos Brasil,while Invepar ACSA won the Guarulhos ten-der. The largest tender in terms of dollaramount, Brasilia, was won by Inframrica.

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ASUR not awarded Brazil airport concession



011 was an exciting year for us, says Jonathan Cor-bett, Director of The Wandering Monkey. Wevelearnt more about our customers, improved our rela-tionships with them and have now developed an

exciting strategy for growth in 2012."For this year, Corbett says that the company plans to develop

more of the entertainment products for kids on the move that havebrought it success in all segments of the duty free and travel retailmarkets over the last few years.

Notable successes for The Wandering Monkey include the Wan-dering Monkey Activity Pack, launched in 2010, which quickly becamethe companys top seller. Other highlights include the Totseat travelhigh chair, which Corbett says has done brilliantly in duty free. Andlast year the company launched a series of own-branded travel gameswhich will include Snap, Happy Families and a Draw the Monkey Game

This year The Wandering Monkey will exhibit at the AirlineRetail Conference Singapore, Airline Retail Conference London andTFWA WE in Cannes. The company is still relatively new to the mar-ket, but has already garnered an Airline Retail Award for MostPromising Supplier to In-Flight Retail at the Airline Retail Conference.

2Wandering Monkey set to build on success in 2012

In Brief

The best of all worlds

Aldeasa and World Duty Free together, global strength in depth

ASIA EUROPE MIDDLE EAST NORTH AMERICA SOUTH AMERICA

Innova Distributors to launch Go Travel kiosk at Limas Jorge Chavez International

In Brief


nnova Distributors Inc. has announced plans to launch a new kiosk in Jorge Chavez International Airport (JCIA) in Lima,Peru for travel accessories brand Go Travel, which they distribute. The kiosk will be set up in mid-March and dedicatedexclusively to Go Travel products.The kiosk offers maximum accessibility and visibility, says Mark J. Lewis-Jones, President for Innova Distributors. It

will be centrally located in the main walkway in the international departures concourse. It will be a well lit, well assorted, attrac-tive and invitingalmost imposingstructure, which is manned and open 24 hours a day, which will give travelers access toall their travel accessory needs and ensure maximum profitability for the parties involved.Lewis-Jones says that the partnership started with an overture from Lima Airport Partners (LAP), which operates JCIA. Fiorella

McCarty of LAP visited the Go Travel booth at the ASUTIL conference in Cancun last June and was thrilled by the design, inno-vation, and pricing of the accessories. She asked us if wed be interested in tendering a proposal based on LAP guidelines. As luck would have it, Innova Distributors had already partnered with Sergio Casaretto of Class Complements S.A. (dba Crepier)

as its in-country Peru distributor. We couldnt have chosen a better partner or enjoyed more fortuitous timing, Lewis-Jonessays. Working with LAP, Class Complements won the concession based upon an exceptional proposal, and the vision of FiorellaMcCarty and Sergio Casaretto has turned the opportunity into reality. We hope other travel retail and duty free operators willwork with us in a similar fashion after theyve seen the excellent execution of this project.The kiosk is 6 meters long, 2.4 meters high and 0.80 meters deep, designed to maximize accessible display area for brows-

ing, with inviting displays and graphics in the multiple light boxes on all sides. The kiosk is able to display about 200 differenttravel accessories.London-based Go Travel was founded over 30 years ago and specializes in the design, manufacture and marketing of travel

accessories. It was the first company to present the industry with a fully coordinated travel accessory range, and is now pre-sent in more than 18,000 locations in 50 countries.

I


the passenger flow was as good as that of themain store and we were fortunate enough tofind some great spaces for these satellite stores.

The two arrivals stores are located in ahigh-traffic area and are essentially the firsttwo stores that passengers encounter whenarriving in Mexico. The smaller store containsa selection of bestsellers in each category,while the larger store contains a bit of a morerobust mix of all categories plus a selectionof mid-range watches. The allowance forarriving passengers in Mexico is a maximum

arcelo Montico, Commer-cial Director of Grupo Wisa,tells Americas Duty Free that2011 was a fantastic year forthe company. Across all of

its operations, Grupo Wisa grew 33.5% over2010 in terms of sales. Mexico, Panama andBogotain that orderwere the strongestcountries for the operator in 2011 in terms ofgrowth. Montico notes that Bogota was a par-ticularly bright spot considering the fact thatGrupo Wisa has much less space in El DoradoAirport than their direct competitor MottaInternacional. He says that the companys suc-cess in this regard was achievable thanks to thestrength of Grupo Wisas exclusive brands.

While business was good in Bogota, it wasstellar in MexicoGrupo Wisa opened a num-ber of new retail concepts last year, includinga MAC boutique (45 square meters), as well aselectronics (90 square meters), sunglasses (35square meters) and high-end chocolate (60square meters) stores, all located outside of themain shop. Grupo Wisa also opened two arrivalsstores (80 square meters and 120 square meters).

The new departures stores are outsidethe main store as space there is limited andthere isnt really an opportunity to grow verymuch within that location, Montico explains.We were looking for premium spaces where

economy improved as well. While northernstates continued to struggle with violence andinsecurity, the Distrito Federal fortunately has-nt encountered the same problems, he explains.

Weve also developed a new training pro-gram, which has helped business considerably,Montico says. On Friday, Saturday and Sun-day, weve begun giving staff hourly goals withprizes available for reaching these objectives.

The beauty of the program, says Mon-tico, is in its flexibility. For example, GrupoWisa may offer a prize of US$200 for the

of US$500, which restricts a bit what we canoffer in terms of timepieces, Montico tells us.

Offering more options to travelers in Mex-ico has certainly helped the companys salesthere, but Montico notes that there were anumber of considerations last year that con-tributed to Grupo Wisas success: Spend per headincreased in 2011 and generally the Mexican

highest sales between 6 and 7 pm on a Fri-day evening if store managers determine thatits a particularly busy time. Its a format thatallows the operator to take full advantage ofhigh-traffic times as they happen. In thisway we amp up the sales staff to sell as muchas they can at key moments and therebyincrease the average ticket, he explains.

M

When all is said and done,well be positioned in the fourmain border cities: Rivera, RioBranco, Chuy, and Acegu.

Marcelo Montico, Commercial Director, Grupo Wisa

Heading south

Top Story: Grupo Wisa

BY RYAN WHITE

After a successful 2011 in Mexico and Central America, Grupo Wisa takes the next step in its evolution with the planned opening of border stores in Uruguay

An artists rendering of what Grupo Wisas new storeat El Dorado Airport will look like once completed

www.dutyfreemagazine.ca THE AMERICAS DUTY FREE & TRAVEL RETAILING 33

Change is goodA notable development in Mexico is that inNovember of last year, Continental moved toTerminal 1 (where Dufry operates) as a resultof the airlines merger with United. How-ever, Lufthansa and Air France are moving toTerminal 2, where Grupo Wisas stores are.

In terms of passenger numbers, the twoEuropean airlines combined are moving aboutthe same quantity of travelers as Continental.The real boon for Grupo Wisa, though, is in thetype of travelers on the Lufthansa and AirFrance flights. In terms of passenger profile,Montico says, this development is a big improve-ment for us as European passengers in generalspend more than American passengers.

November, December and January sawfewer passengers in Terminal 2 as Lufthansaand Air France hadnt yet made the move.However, this was only temporary; The air-lines moved to the Terminal in February andGrupo Wisa is expecting big things from thisnew group of European passengers.

This year and beyond The biggest renovation plans that Grupo Wisahas for 2012 are in Bogota. The company wonthe tender for a 1,340-square-meter depar-tures store in El Dorado Airport on December22, 2011. Its the biggest departures location inthe airport. The store is practically walk-through in its design and its a completely newstore, so it will just be a matter of branding itaccording to La Rivieras established designs.

In December Grupo Wisa also won a ten-der at Cartagena Airport in Colombia. The areais a proven tourist draw, and the passenger pro-file is made up largely of Europeans. Startingin April of this year, Grupo Wisa will have thedistinction of being the only duty free oper-ator in the airport. The company will alsooperate a duty paid store that caters mostly tonationals traveling between Cartagena andthe main cities in Colombia. The duty free storewill measure 410 square meters and the dutypaid store will measure 400 square meters.

While the tender wins in Bogota and Carta-gena are certainly good news, a huge develop-ment in the evolution of Grupo Wisa as a dutyfree operator is currently unfolding in SouthAmerica. While the companys geographicalfocus has hitherto been on Mexico, Colombiaand points in between, the operator will this yearopen what Montico calls its Southern Coneoperations. From a base in Uruguay GrupoWisa will begin operations in South America.

We bought a company that operates storesin the region, explains Montico. As werecurrently in the middle of the due diligenceprocess, we cant specify the name of the com-pany. However, the deal has been closed.

Were also in the process of purchasinganother company that operates stores on theborder with Brazil, Montico continues.When all is said and done, well be posi-tioned in the four main border cities: Rivera,Rio Branco, Chuy, and Acegu.

The first deal, already confirmed, will netGrupo Wisa 2,000 square meters of com-mercial space across two stores. The secondcontract, which is currently being finalized,will add an as yet undisclosed number ofnew business units.

The stores are currently open and sellingto travelers, so for Montico and company it willbe a matter of making them La Riviera-brandedlocations and incorporating the portfolio ofbrands that Grupo Wisa currently sells into theproduct mix. Notably, many of the brands arenot currently available in the region. As such,the company sees a great opportunity to offertravelers something completely new and lux-urious, Montico says.

Part of the reason why we decided to makethe move into South America in the first placeis because we saw that we could add value withnumerous prestigious brands that travelers haddifficulty finding at the existing stores, Mon-tico explains. Brazilian shoppers are refined andvery selective in what they purchaseand theypurchase a lot. This is especially true if its a ques-tion of finding a high-end brand that they dont

normally see in the area.In terms of branding, Grupo Wisa will

use the same architectural concept as inBogota, taking into consideration of course thatthe South American locations are borderstores as opposed to airport stores. Nonethe-less, Montico notes that the South Americanstores are doing unbelievable business. Theyare so busy given the short distance betweencities and the huge gap in prices from thelocal market in Brazil that in many aspects itsvery similar to operating an airport store.

In Central America we have had borderstores but theyre very different from thestores in South America, he continues. Iwould really compare the stores on the Brazilborder to airport stores without planes, largelybecause of the profile of the traveler.

Grupo Wisa is planning on having themajority of the stores ready for September atthe latest. Business in Chuy, however, is veryseasonal, with strong sales in summer and aconsiderable drop-off in winter. As such, thecompany will be opening that store in 2013.

Just the beginningThe developments at the Brazilian borderrepresent the first phase of a plan to enterdeeper into the South American duty freemarket. Its a good start, no doubt, but GrupoWisa has greater ambitions for the future,including competing for airport tenders inSouthern Brazil and developing a portfolioof brands owned by Grupo Wisa in Argentina.Montico says that the company is also look-ing at a number of opportunities in Chile,although its too early to mention specifics.

Our move into South America effectivelymakes us a bona fide Latin American com-pany as opposed to an operator with regionalstores, Montico tells us. It adds very signif-icant value to the company, as well as a newand exciting aspect to the service we provideto our valued supplier partners. Were veryexcited to start operations in the dynamicSouth American travel retail market. c

Grupo Wisa won the tender for a departuresstore in El Dorado Airport on December 22, 2011

The new airport store in Bogota will be thebiggest departures location in El Dorado Airport


arcelo Montico, DirectorComercial de Grupo Wisa, leasegura a Americas Duty Freeque el 2011 fue un ao fan-tstico para la compaa.

En todas sus operaciones, Grupo Wisa logrun incremento del 33.5% con respecto al2010 en trminos de ventas. Mxico, Panamy Bogoten ese ordenfueron los pasesms slidos para el operador durante el 2011en trminos de crecimiento. Montico enfa-tiza que Bogot fue un lugar particularmentenotable, considerando que el Grupo Wisacuenta con mucho menos espacio en el Aero-puerto El Dorado que su competidor directo,Motta Internacional. El alto funcionarioafirma que el xito de la compaa al respectose pudo alcanzar gracias a la fortaleza de lasmarcas exclusivas de Grupo Wisa.

Y si bien las operaciones fueron buenas enBogot, resultaron estelares en Mxico, dondeGrupo Wisa inaugur varios conceptos nuevosde comercio minorista el ao pasado, comouna boutique MAC (45 metros cuadrados),

as como tiendas de efectos electrnicos (90metros cuadrados), lentes de sol (35 metroscuadrados) y chocolates de lujo (60 metroscuadrados), ubicadas fuera de la tienda prin-cipal. Adems, Grupo Wisa tambin abridos tiendas en la seccin de llegadas (80 met-ros cuadrados y 120 metros cuadrados).

Las nuevas tiendas en la seccin de lle-gadas estn fuera de la tienda principal, puesall el espacio es limitado y no hay realmenteoportunidad de crecer demasiado en eselugar, explica Montico. Estbamos bus-cando espacios de primera, donde el flujode pasajeros fuera tan bueno como el de latienda principal, y tuvimos la gran suerte deencontrar algunos espacios excelentes paraestas tiendas satlites.

Las dos tiendas en la seccin de llegadasestn unicadas en un rea de trfico intenso,y son esencialmente las dos primeras queencuentran los pasajeros a su arribo a Mxico.La ms pequea contiene una seleccin de productos de mejor venta en cada categora,mientras que la ms grande cuenta con una

mezcla un poco ms robusta de todas las cat-egoras, y una seleccin de relojes de rangomedio. La cantidad permitida que puedenintroducir los pasajeros que llegan a Mxicoes un mximo de US$500, lo cual restringeun poco lo que podemos ofrecer en trminosde relojes, aade Montico.

La oferta de ms opciones a los viajeros aMxico ha contribuido realmente a las buenasventas de la compaa en ese sitio, pero Mon-tico destaca que el ao pasado hubo varias con-sideraciones que contribuyeron al xito deGrupo Wisa: el gasto per cpita se incrementen el 2011, y adems, la economa mexicanamejor. Aunque los estados norteos siguenluchando con la violencia y la inseguridad,afortunadamente el Distrito Federal no haconfrontado los mismos problemas, agregael alto funcionario de Grupo Wisa.

Tambin hemos creado un nuevo pro-grama de entrenamiento que ha ayudadoconsiderablemente al negocio, dice Montico.Los viernes, sbados y domingos hemoscomenzado a establecer objetivos por hora alequipo, con premios para quienes los cumplan.

La belleza del programa, asegura Mon-tico, reside en su flexibilidad. Por ejemplo,Grupo Wisa puede ofrecer un estmulo deUS$200 a las ventas ms altas entre las 6 y 7pm de un viernes en la noche, si los gerentesde la tienda determinan que es una hora par-ticularmente dinmica. Es un formato que lepermite al operador aprovechar al mximolos horarios de trfico intenso en la medidaque ocurren. De esta manera estimulamosal equipo a vender lo ms posible en momen-tos claves, e incrementar las ventas promedio,aade Montico.

Cambiar es buenoUn acontecimiento notable en Mxico es queen noviembre del ao pasado, la aerolneaContinental se instal en la Terminal 1 (donde

M

CONTINUED ON PAGE 36

The new departures store at El Dorado Airport measures 1,340 square meters


Rumbo al SurLuego de un exitoso 2011 en Mxico y Centroamrica, Grupo Wisa da un nuevo paso en su evolucin con la apertura programada de tiendas de frontera en Uruguay

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opera Dufry) como resultado de su fusin conUnited. Por su parte, Lufthansa y Air Francetambin se estn trasladando a la Terminal 2,donde operan las tiendas de Grupo Wisa.

En trminos de cifras de pasajeros, las dosaerolneas europeas combinadas estn trans-portando la misma cantidad de viajeros queContinental. Sin embargo, el beneficio real paraGrupo Wisa reside en el tipo de viajeros de losvuelos de Lufthansa y Air France. De acuerdoal perfil del pasajero, explica Montico, esteacontecimiento es una gran mejora paranosotros, pues los pasajeros europeos en gen-eral gastan ms que los estadounidenses.

En noviembre, diciembre y enero pasaronmenos pasajeros por la Terminal 2 puesLufthansa y Air France no se haban trasladadoan a la misma. Pero estas cifras son tempo-rales, pues ambas se trasladaron a la termi-nal en febrero, y Grupo Wisa tiene grandesexpectativas con respecto a este nuevo grupode pasajeros europeos.

Este ao y los prximosLos planes de renovacin ms grandes quetiene Grupo Wisa para el 2012 estn enBogot. La compaa gan la licitacin de unatienda de 1,340 metros cuadrados en la sec-cin de salidas del Aeropuerto - El Doradoel 22 de diciembre del 2011. Es la mayorinstalacin en la seccin de salidas del aerop-uerto. La tienda es prcticamente un sitio detrnsito obligado en su diseo, y es comple-tamente nueva, por lo que slo habr que ocu-parse de las marcas que vender segn los diseos establecidos de La Riviera.

En diciembre, Grupo Wisa tambin ganuna licitacin en el Aeropuerto de Cartagena,Colombia. La zona es de probado atractivoturstico, y el perfil de los pasajeros est com-puesto en su mayora por europeos. A partirde abril prximo, Grupo Wisa tendr la dis-tincin de ser el nico operador duty free delaeropuerto. La compaa tambin operaruna tienda con pago de aranceles dedicada fun-damentalmente a los colombianos que viajanentre Cartagena y las principales ciudades del pas. La tienda duty free abarcar unos 410metros cuadrados, y la tienda con pago dearanceles unos 400 metros cuadrados.

Si bien el hecho de ganar las licitacionesen Bogot y Cartagena son realmente buenasnoticias, un gran acontecimiento en la evolu-cin de Grupo Wisa como operador dutyfree se est produciendo actualmente enSuramrica. Aunque el enfoque geogrfico dela compaa se ha concentrado en Mxico,Colombia y localidades entra ambos, el oper-ador inaugurar este ao lo que Monticodenomina sus operaciones en el Cono Sur.Desde una base en Uruguay, Grupo Wisa ini-ciar operaciones en Suramrica.

Adquirimos una compaa que oper-a tiendas en la regin, explica Montico.Como en estos momentos estamos en mediodel proceso de debida diligencia, no podemosespecificar el nombre de la misma. Sinembargo, ya se ha realizado la transaccin.

Tambin estamos en el proceso deadquirir otra compaa que opera tiendasen la frontera con Brasil, contina Montico.Cuando culmine el mismo, estaremos ubi-cados en las cuatro ciudades fronterizas prin-cipales: Rivera, Rio Branco, Chuy, y Acegu.

La primera adquisicin, ya confirmada,le proporcionar a Grupo Wisa 2,000 metroscuadrados de espacio comercial en dos tien-das. El segundo contrato, que se est finalizandoactualmente, incorporar una cantidad norevelada de nuevas unidades comerciales.

Como las tiendas estn abiertas y ven-diendo a los pasajeros, para Montico y compaa slo ser una cuestin de conver-tirlas en instalaciones de marca La Riviera eincorporarle a la mezcla de productos elportafolio de marcas que vende Grupo Wisa.Notablemente, muchas de las marcas no estndisponibles actualmente en la regin, con locual la compaa considera una gran opor-tunidad de ofrecerles a los viajeros algo com-pletamente nuevo y lujoso, segn Montico.

Parte de la razn por la cual decidimosoperar en Suramrica en primer lugar, esporque vimos que podamos incorporar valorcon numerosas marcas prestigiosas que a losviajeros les resultan difciles de encontrar enlas tiendas existentes , explica Montico. Loscompradores brasileos son refinados y muyselectivos en lo que compran, y compranbastante. Esto es especialmente cierto si escuestin de encontrar una marca de lujo que

no ven normalmente en la zona.En trminos de marca, Grupo Wisa usar

el mismo concepto arquitectnico que enBogot, tomando en consideracin, porsupuesto, que las instalaciones suramericanasson tiendas de frontera y no de aeropuerto.No obstante, Montico destaca que esas tien-das estn haciendo increbles negocios. Tienentanto trfico, a pesar de la corta distanciaentre ciudades y la enorme diferencia de pre-cios del mercado local en Brasil, que enmuchos aspectos la operacin es muy simi-lar a la de una tienda de aeropuerto, dice.

En Centroamrica hemos tenido tiendasde frontera, pero son muy diferentes a lastiendas en Suramrica, contina. Yo com-parara realmente las tiendas en la frontera delBrasil con tiendas de aeropuerto sin aviones,sobre todo debido al perfil de los viajeros.

Grupo Wisa tiene en proyecto tener listala mayora de las tiendas en septiembre, comomximo. Sin embargo, los negocios en Chuyson muy de temporada, con ventas slidas enverano y una disminucin considerable eninvierno. Por eso la compaa inauguraresa tienda en el 2013.

Slo el comienzoLos acontecimientos en la frontera brasilearepresentan la primera fase de un plan parapenetrar a profundidad en el mercado dutyfree suramericano. Es, sin duda, un buencomienzo, pero Grupo Wisa tiene mayoresambiciones para el futuro, como competir porlicitaciones aeroportuarias en el sur de Brasil,y crear un portafolio de marcas propiedad deGrupo Wisa en Argentina. Montico afirma quela compaa tambin est analizando variasoportunidades en Chile, aunque es demasiadopronto para dar ms detalles al respecto.

Nuestra entrada en Suramrica nos con-vierte en una compaa latinoamericana debona fide, y no un operador con tiendasregionales, asegura Montico. Y le aade unvalor muy significativo a la compaa, ascomo un aspecto nuevo y atractivo al servi-cio que les proporcionamos a nuestros valiososcolaboradores de suministros. Estamos muyentusiasmados de comenzar operaciones enel dinmico mercado minorista de viajes enSuramrica. c

CONTINUED FROM PAGE 34

Grupo Wisa will use much the same architectural concept for itsUruguayan border stores as has been developed in Bogota


Visit us at Booth #1515 or contact Terry Esguerra of GMP Services at 1.305.895.2600 or [email protected]

AMSTERDAM BANGKOK BEIJING ISTANBUL NEW YORK SANTIAGO VANCOUVER

Visit us at Booth #1515 or contact Terry Esguerra of GMP Services

at 1.305.895.2600 or [email protected]

AMSTERDAM BANGKOK BEIJING ISTANBUL NEW YORK SANTIAGO VANCOUVER

rom the bustling city of BuenosAires to the natural beauty ofIguaz Falls, its clear thatArgentina has a lot to offer tourists.Americas Duty Free spoke with

Enrique Meyer, Argentinas Minister ofTourism, to get more details on just howmany people are visiting the country, who theyare, what theyre spending and what thismeans for the country in general.

A lot has been written about the economicmight of Brazil, and Meyer explained to usthat Argentina is experiencing a boom of itsown, at least in part due to with its neighborto the north. According to the latest figuresfrom Argentinas Direccin de Estudios deMercado y Estadstica (The Office of Marketand Statistics Studies), in 2011 tourism in

Argentina increased 8% over 2010. The totalnumber of foreign tourists entering the coun-try last year was on the order of 5.7 million.

This impressive number actually putsArgentina in the top spot in terms of tourismin South America for 2011, with Brazil com-

ing in at second place with 5.4 milliontourists. As could be expected, Meyer tells usthat in terms of the nationalities that visitArgentina, Brazilians are in first place.Chileans and Europeans came in secondand third, respectively.

Regional Report: Argentina


Up to speed

F Thanks to the natural beauty thatour country possesses, the qualityservices that we offer visitors andthe infrastructural developmentsthat have taken place over the lastfew years, tourism is growing.

Enrique Meyer, Argentinas Minister of Tourism

BY RYAN WHITE

Argentina has known for some time the benefits that tourismprovides to the economy, and now the government is takingclear steps ensure that the industry continues growing

Ischigualasto Park in northwestern Argentina


or so these figures can be expected to increase.Thanks to the natural beauty that our

country possesses, the quality services that we offer visitors and the infrastructural developments that have taken place over thelast few years, tourism is growing, Meyertells us. More importantly, its growing in asustainable manner right across the country,contributing to the economies of each region.This is a fundamental factor for building astrong country as a whole.

No surprise also is the fact that Brazil-ians are spending more than any other nation-ality when visiting Argentina: According toour statistics, we saw a 12% increase in touristspend in 2011, says Meyer. The total spentby tourists in Argentina last year was US$5.4million. With an average spend per head ofabout US$160 a day, Brazilians are spendingthe most.

Tourism is obviously important forArgentinas economy and is a key element ofPresident Cristina Fernndez de Kirchnersplan for the countrys continued growth. In fact,Meyers position was established in mid-2010as a means of putting more of an emphasis ontourism as a driver of growth. If we see touristsvisiting a certain part of Argentina, says Meyer,it really equates to a new opportunity for us

as a country.In mid-2011 the President unveiled a strate-

gic plan to increase tourism to 8 million vis-itors a year by 2020. This concentration onforeign visitors, combined with a hard stanceagainst corruption and crime, has madeArgentina a very attractive getaway spot forvacationers. Currently tourism represents 7%of Argentinas GDP and is an important sourceof jobs for thousands of Argentineans, andgiven the countrys plans for the next decade

Promoting travel within ArgentinaTravel by Argentineans within the country is another priority for Meyers, and Aero-lineas Argentinas and the Ministry of Tourism have signed an agreement to jointly pro-mote domestic destinations, products and Argentine tourist attractions throughkiosks in major shopping malls. The presence of Aerolineas Argentinas in shoppingmalls serves the purpose of being much closer to clients and offering them a morecomprehensive service, the airline said. Passengers and frequent travelers will beable to make reservations and purchase tickets at the kiosks. The first two stands were opened in Buenos Aires at the Alto Palermo and Abasto

shopping malls, and the third was opened at the Cordoba Shopping Villa Cabrera mallin Cordoba city. More new openings are planned in Buenos Aires at the Paseo Alcorta,Alto Avellaneda, Dot Buenos Aires and Patio Bulrich malls, and in Mendoza City at theMendoza Plaza Shopping Mall.The opening of stands in shopping malls is a very important step for Aerolineas

Argentinas, which strives to get closer to its customers and to be aware of their needs.The signing of this agreement with the Ministry of Tourism will help to promotetourism and improve the regional economies, said Mariano Recalde, President ofAerolineas Argentinas.

Doing the tangoin Buenos Aires

Pictured is London Supplys Puerto Iguazlocation, which will soon double in size andhave a new underground parking structure


the numbers are truly impressiveover thelast decade there has been a growth in pas-sengers at the airport exceeding 500%. Tohandle traffic that shows no signs of slowingdown in the near future, the renovations willsee the airport triple in size.

While the projects at El Califate and thePuerto Iguaz store wont be completed until2013, Heredia told us that the rest of the ini-tiatives should be finished this year. Its a cycleof continuous improvement here at LondonSupply, he told us. Theres always some-thing we can do to better peoples experi-ence, whether thats at our stores, at the air-ports we manage or with our corporate socialresponsibility program.

And speaking of improving peoples lives,Heredia told us that the operators 8th annualcharity golf tournament, held in January inPunta del Este, was a huge success. A total of133 people joined the fun this year, beatinglast years number by nearly 19%. LondonSupply raised US$204,576 for FundacinPeluffo Giguens, an organization dedicatedto fighting cancer in children. The golf tour-nament was originally conceived to help Fun-dacin Peluffo Giguens build a state-of-the-art telemedicine center that allows childrento receive treatment from specialists all aroundthe world without the need to travel abroad.

South America is a wonderful place todevelop business, concluded Heredia. Asopposed to simply reading about the big changeshappening at London Supply this year, weinvite all to join us in Puerto Iguaz from May30 to June 2 for the annual ASUTIL conferenceso they can see for themselves! c

Keeping travel retail freshNo discussion of the travel industry inArgentina would be complete without includ-ing duty free operator and airport manage-ment company London Supply. For those inthe travel retail industry, the company isknown as a true innovator across all facets ofits business, from its unique store designsand groundbreaking airport concepts to itsfundraising work helping youth and familiesacross the country.

In a recent conversation with FranciscoHeredia, Commercial Manager at Argentina-based London Supply, Americas Duty Freelearned that the operator has a number of newprojects in the works for 2012, including theconstruction of an underground parking

unit for its Puerto Iguaz location, as well asnearly doubling the store space there; thecontinued renovations to El Califate Airport;the addition of elevators and walkways amongthe different levels at the downtown dutyfree store in Ushuaia; the addition of a newlevel at the downtown Rio Grande store thatwill see store space nearly double; and con-tinued work on an important CSR initiativespearheaded by President of London SupplyTeddy Taratuty, which will result in the con-struction of a high school in Puerto Iguaz.

In line with the Ministry of Tourismscomments on the tourism boom in Argentina,Heredia notes that passenger numbers at ElCalifate have been good over the last year.When viewed from a wider lens, however,


London Supply welcomed 133 participants at this years golf tournament

Theres always something we can doto better peoples experience, whetherthats at our stores, at the airports we manage or with our corporate social responsibility program.

Francisco Heredia, Commercial Manager, London Supply


esde la animada ciudad de BuenosAires a la belleza natural de lasCataratas del Iguaz, est claroque Argentina tiene mucho queofrecerles a los turistas. Americas

Duty Free entrevist a Enrique Meyer, Mi-nistro de Turismo de Argentina, para enter-arse de ms detalles acerca de cuntas personasvisitan el pas, quines son, qu gastan, y lo queesto implica para la nacin en general.

Mucho se ha escrito sobre el podereconmico de Brasil, y Meyer nos explicque Argentina est experimentando un boompropio, al menos en parte gracias a sus veci-nos del Norte. Segn los datos ms recientesde la Direccin de Estudios de Mercado yEstadstica de Argentina, en el 2011 el turismoa ese pas se increment un 8% en relacincon el 2010. La cifra total de turistas extran-jeros que entraron al pas el ao pasado estuvoen el orden de los 5.7 millones.

Esta importante cifra coloca a Argentinaa la vanguardia en trminos de turismo enSuramrica durante el 2011, y a Brasil ensegundo lugar con 5.4 millones de turistas.Como podra esperarse, Meyer revel quecon respecto a las nacionalidades que visitan

Argentina, los brasileos ocupan el primerlugar, y los chilenos y europeos el segundo ytercero, respectivamente.

Tampoco es sorpresa el hecho de que losbrasileos estn gastando ms que las demsnacionalidades cuando visitan Argentina:Segn nuestras estadsticas, experimentamosun incremento del 12% en los gastos de los turistas durante el 2011 afirma Meyer. El totalgastado por los turistas en Argentina el aopasado fue de US$5.4 millones. Los brasileosson los que ms gastan, con un gasto prome-dio per cpita de unos US$160 diarios.

El turismo es de obvia importancia parala economa de Argentina, y un elementoclave para el plan de la presidenta Cristina Fernndez de Kirchner para el crecimientocontinuo del pas. A propsito de esto, elcargo que ocupa actualmente Meyer fuecreado a mediados del 2010 como medio dedarle ms nfasis al turismo como impulsorde crecimiento. Si vemos turistas visitandouna regin determinada de Argentina, explicaMeyer, esto equivale realmente a una nuevaoportunidad para nosotros como pas.

A mediados del 2011 la Presidenta dio aconocer un plan estratgico para incremen-

D


Argentina offers a wide variety of tourist attractions to suit anyones taste


A toda mquinatar el turismo a 8 millones de visitantes anualespara el 2020. Esta concentracin en los visi-tantes extranjeros, combinada con una posi-cin slida contra la corrupcin y el delito, haconvertido a Argentina en un lugar muy atrac-tivo para los vacacionistas. En la actualidad,el turismo representa el 7% del ProductoInterno Bruto de Argentina, y es fuente impor-tante de empleo para miles de argentinos.Adems, dados los planes del pas para laprxima dcada, se espera que esas cifrasaumenten.

Gracias a la belleza natural que poseenuestro pas, a los servicios de calidad que lesofrecemos a los visitantes, y a los desarrollosde infraestructura que se han llevado a caboen los ltimos aos, el turismo est cre-ciendo, asegura Meyer. Ms importantean, est creciendo de forma sostenible en todoel pas, contribuyendo a las economas decada regin. Este es un factor fundamentalpara crear un pas slido en conjunto.

Mantener actualizado alsector minorista de viajesNingn anlisis de la industria de viajes enArgentina estara completo sin tener en cuentaa London Supply, operador duty free y com-paa de administracin de aeropuertos. Paralos miembros del sector minorista de viajes,la compaa es conocida como una verdaderainnovadora en todas las facetas de su operacin,

Argentina ha disfrutado desde hace algntiempo los beneficios que el turismo le pro-porciona a la economa, y ahora el gobiernoest tomando medidas claras para garanti-zar el crecimiento continuo de esa industria

Fundacin Peluffo Giguens, an organizationdedicated to fighting cancer in children



desde sus originales diseos de tiendas y con-ceptos vanguardistas de aeropuertos, hastasu trabajo de recaudacin de fondos paraayudar a la juventud y a las familias de lanacin.

En una conversacin reciente con FranciscoHeredia, Gerente Comercial de London Sup-ply, radicada en Argentina, Americas DutyFree supo que el operador cuenta con variosproyectos nuevos en marcha para el 2012,como la construccin de una unidad subter-rnea de estacionamiento en sus instalacionesde Puerto Iguaz, as como la casi duplicacindel espacio de tiendas all; las renovaciones con-tinuas en el Aeropuerto El Califate; la insta-lacin de ascensores y pasarelas en los difer-entes niveles de la tienda duty free del distritocomercial en Ushuaia; la adicin de un nuevonivel en la tienda del distrito comercial deRo Grande que casi duplicar el espacio; y eltrabajo continuo en una importante iniciativade CSR de Teddy Taratuty, Presidente de Lon-don Supply, que dar por resultado la con-struccin de una escuela de enseanza secun-daria en Puerto Iguaz.

En concordancia con los comentarios delMinisterio de Turismo acerca del boom delsector en Argentina, Heredia destaca que lacantidad de pasajeros en El Califate alcanzcifras notables el ao pasado. Sin embargo,al verlo desde una perspectiva ms amplia, las

cifras son realmente impresionantes, puesen la ltima dcada se ha registrado unaumento de pasajeros en el aeropuerto quesupera el 500%. A fin de asumir un trfico queno muestra seales de disminuir en un futurocercano, las renovaciones triplicarn la capaci-dad del aeropuerto.

Si bien los proyectos en El Califate y en latienda de Puerto Iguaz no estarn conclu-idos hasta el 2013, Heredia afirma que elresto de las iniciativas se terminarn este ao.

Es un ciclo de mejoras continuas en Supply,asegura. Siempre podemos hacer algo paramejorar la experiencia del pblico, ya sea ennuestras tiendas, en los aeropuertos queadministramos, o con nuestro programa deresponsabilidad social corporativa.

Y hablando de mejorar las vidas de otraspersonas, Heredia puntualiza que el 8vo eventotorneo anual benfico de golf, que se llev acabo en enero en Punta del Este, fue un granxito. Este ao particip un total de 133 per-sonas, superando la cifra del ao pasado encerca del un 19%. London Supply recaudUS$204.576 a beneficio de la FundacinPeluffo Giguens, organizacin dedicada acombatir el cncer en los nios. El torneo degolf se concibi originalmente para contribuira que la Fundacin Peluffo Giguens creara uncentro de telemedicina equipado con la msmoderna tecnologa, donde los nios recibentratamiento de especialistas de todo el mundo,sin necesidad de viajar al extranjero.

Suramrica es un sitio maravilloso paradesarrollar negocios, concluye Heredia. Envez de limitarse a leer informacin acerca delos grandes cambios que se llevan a cabo esteao en London Supply, los invitamos a par-ticipar con nosotros en la Conferencia Anualde ASUTIL, que se llevar a cabo en PuertoIguaz del 30 de mayo al 2 de junio, para quepuedan verlos con sus propios ojos!. c

Promover el turismo nacional en ArgentinaComo el turismo nacional en Argentina es otra prioridad de Meyers, Aerolneas Argenti-nas y el Ministerio de Turismo han suscrito un convenio para promover conjuntamentelos destinos, productos y atracciones tursticas nacionales en quioscos ubicados enimportantes centros comerciales. La presencia de Aerolneas Argentinas en los cen-tros comerciales tiene el propsito de estar mucho ms cerca de los clientes, y ofre-cerles un servicio ms integral, explican autoridades de la aerolnea. Adems, los pasajerosy viajeros frecuentes podrn hacer reservaciones y adquirir boletos en esos quioscos.Los dos primeros quioscos ya fueron inaugurados en los centros comerciales de

Alto Palermo y el Abasto en Buenos Aires, y un tercero en el centro comercial Cr-doba Shopping Villa Cabrera en la ciudad de Crdoba. Tambin est programada laapertura de otros en los centros comerciales bonaerenses de Paseo Alcorta, Alto Avel-laneda, Dot Buenos Aires y Patio Bulrich; y en la Mendoza Plaza Shopping Mall de laciudad de Mendoza.La inauguracin de quioscos en centros comerciales es un paso muy importante

para Aerolneas Argentinas, que se esfuerza en acercarse ms a sus clientes y estarconsciente de sus necesidades. La firma de este convenio con el Ministerio de Tur-ismo contribuir a la promocin del turismo y al mejoramiento de las economasregionales, concluye Mariano Recalde, Presidente de Aerolneas Argentinas.

CONTINUED FROM PAGE 42

A new fragrance for women

Visit Booth 1614Contact Frank Policastro - Vice President - [email protected]

Latin America Report


Keeping paceParaguay-based operator Bright Star is inmany way indicative of the overall positivetrend in the Latin American duty free mar-ket of late. Average spend at the companysstores in Silvio Pettirossi Airport increased over2010, and passenger numbers were also up,largely attributed to new carriersnamely Soldel Paraguay and Copa Airlinesthat began

service there last year.Compared to 2010 we saw a general

increase in sales across all categories, saysAntonella Nuovo, Trade Manager at BrightStar. Sales in perfumes, cosmetics and acces-sories increased the most last year.

Linked to the increased traffic at the air-port is of course the robust economy in manyareas of Latin America. Nuovo says that thisis also a contributing factor to Bright Stars

significant growth over 2011. However, agood portion of the credit must go to the com-pany itself. Nuovo tells us that throughout lastyear Bright Star worked hard to improveinternal processes and collaborate even moreclosely with suppliers on the introductionof new brands and promotions.

For example, in December of 2011 BrightStar partnered with Chandon to offer travel-ers that purchased US$250 or more a free

All systems goIf Latin American operators have their way, the considerable momentum achieved in 2011 will continue well into this year and, with any luck, beyond BY RYAN WHITE


bottle of Chandon Extra Brut. It was theperfect gift with purchase at the perfect time,Nuovo says. Many customers told us thatthey planned to use the Champagne whentoasting during New Years.

Nuovo reports good results from the ini-tiative, with noticeable increases in the aver-age ticket. Also during the same period theoperator offered other GWPs from such brandsas The Body Shop, LOccitaine, Burberry,

Giorgio Armani, Guylian, Ferrero, Nestl andmore to similar effect.

Bright Star has started this year with ren-ovations to its main departures store in SilvioPettirossi Airport. The company has installednew furniture near the registers that Nuovodescribes as much more practical and mod-ern. Each new fixture contains an LCD panelto communicate launches, with the secondaryeffect of creating more standout for products.

Furthermore, the layout of the furniture makespassing to the registers easier for shoppers.

In the same store, more space has been givento the fragrance section and the sunglasses areahas been tweaked to create more standout.Nuovo tells us that the response has been pos-itive. Were very pleased with the way the ren-ovations turned out, she says. In fact wevealready made plans to make similar changes inour second departures store at the airport.

Bright Stars main departures store in Silvio PettirossiAirport now features new fixture containing an LCDpanel to communicate launches


install a tasting bar and largeLED panels for promotionalpurposes.

Our fragrance store in Ter-minal 2 departures will also berenovated, says Castro. It cur-rently measures in at 85 squaremeters and will receive another40 square meters of space. Pro-motions are also key activities atthis store, and the space will beused for activations in coordi-nation with major brands.

Also proof of the importanceof the Cancun operations toWDFG is the companys recentconcentration on promotions andactivations there. To celebrate thetenth anniversary of the openingof its stores at Cancun Airport,WDFG organized a host of events,from tastings and promotions to flashmobs, musical performances anddances. This is the first time wevedone this type of event in Cancunand given its success it is very possi-ble that passengers will be seeing moreof this from WDFG in other airportsin Latin America.

A tendency toward growthPedro Castro, Operations Director for LatinAmerica, Middle East & Asia at World DutyFree Group (WDFG), tells us that 2011 wasa good year for the company, and for travelretail in general, showing a tendency towardgrowth. For the first nine months of 2011,Autogrill-owned WDFGs earnings totaledan impressive 1.36 billion (US$1.8 billion),representing an increase of 10% over thesame period in 2010.

The companys UK, Spain and Canadianoperations contributed significantly, butWDFGs Latin American business armconsisting of operations in Mexico, Chile,Peru and Curaaohad its own importantpart to play last year. Certainly helpful is thefact that there were increases in passengernumbers across the boardsome bigger thanothersat Latin American airports where

WDFG operates (Mexico, +1.4%; Peru, +15%;Curaao, +24%; and Chile, +34%).

Although passenger increases at CancunAirport are lagging somewhat behind thosein other regions, it should be noted that the air-port is known to serve more passengers thanany other airport in Latin America on a yearlybasis, meaning that even a small increase onalready strong numbers is, comparatively speak-ing, significant. As such, the airport is obviouslya priority for WDFG. The operator will under-take a large-scale effort in Cancun during thefirst semester of this year, renovating its storesin the commercial area of Terminal 2.

The first phase of the work will see the maindepartures store, which currently measures735 square meters, increase in size by 325square meters. The additional space will beused for promotions, and WDF will also

Our fragrance store in [Cancuns] Terminal 2 departures will be renovated.The space will be used for activations incoordination with major brands.

Pedro Castro, Operations Director for Latin America, Middle East & Asia, World Duty Free Group


To celebrate the tenth anniversary of the opening of its stores atCancun Airport, WDFG organized a host of events, from tastingsand promotions to flash mobs, musical performances and dances


Top Brands International currently operates28 stores, both domestic and duty free, locatedin Belize, Salvador, Panama, Honduras,Guatemala, Puerto Rico, Cuba and Colombia.Danny Yohoros, Vice President of Top Brands,recently spoke with Americas Duty Free aboutthe companys latest projects, which involverenovations to the Belize stores, expansionplans and a new customer loyalty program.

When the renovations are complete ourfour El Dorado-branded stores in Belize willhave a total of 1,400 square meters of sellingspace, Yohoros says.

The impetus for the renovations was tomake sure that the offer at the stores is com-plete and to ensure that shoppers can findexclusive products there. When all is said anddone consumers will be able to choose fromall the major duty free categories in Belize,including fragrances, cosmetics, spirits, tobacco,confectionery and luxury accessorieseachincluding prestigious international brands.

Yohoros tells us that 2011 was a year fullof many successes for Top Brands. Across itsoperations business grew by 30% and well out-paced expectations. Latin America is a verystable region at the moment, Yohorosexplains. Strong competition, a high demand

for the products we offer and the generallyhealthy economy have helped us strengthenour business.

Largely as a result of the positivity thatabounds in Latin America at the moment,Yohoros tells us that Top Brands is currentlylooking to expand its business. The com-pany already has new projects on the go, butits too early for Yohoros to give details.

The bottom line is that were always try-ing to find ways to evolve and grow, he sayswhen asked about the projects. Innovationbeing on the cutting edgeis very important.

While the companys expansion plansremain under wraps for the moment, anotherway Top Brands is bettering itself is througha new customer loyalty program that centerson a calendar of unique promotions and ahighly personalized form of customer service.One of our prime goals is to create unfor-gettable exchanges between consumers andour El Dorado Duty Free sales staff, Yohorosconcludes. Rather than simply shopping foritems, we want our clients to live the ElDorado experience.

An unforgettable experience

Continuing to serve travelers in BogotaMotta Internacional S.A. announced early this year that it was awarded one of the twoduty free concessions at the new El Dorado International Airport in Bogota. The new ElDorado Airport is currently under construction and is expected to open in the second halfof 2012. OPAIN, who is in charge of building and operating the new airport, has statedthat the new El Dorado will be the most modern and efficient airport in Latin America. OPAINestimates that in 2012 the airport will handle 6 million international passengers.We are extremely pleased that our Attenza stores will continue to service the passengers

that travel through Bogota, and we will be working closely with OPAIN to create a shop-ping experience like no other in the new El Dorado Airport, said Erasmo Orillac, CEO ofMotta Internacional S.A. When all is said at done at the new airport, Motta will operate a 1,250-square-meter

departures store and a 600-square-meter arrivals store. Orillac told us that the new spaceswill improve the product variety on offer at the stores and allow for more display areas.2011 was overall a very good year for our operations in Colombia and Panama, Oril-

lac told us. We have a good working relationship with OPAIN and look forward to a suc-cessful 2012.

2011 was overall a very good yearfor our operations in Colombia andPanama. We have a good workingrelationship with OPAIN and look forward to a successful 2012.

Erasmo Orillac, CEO, Motta Internacional

Todos los sistemas funcionanSi los operadores latinoamericanos logran lo que se proponen, el impulso considerable alcanzado en el 2011 continuar este ao y, con suerte, en los prximos



Mantener el ritmoBright Star, operador radicado en Paraguay,es en gran medida indicativo de la tendenciapositive general del mercado duty free actualen Latinoamrica. El gasto promedio en lastiendas de la compaa en el Aeropuerto Sil-vio Pettirossi aument en el 2010, y la can-tidad de pasajeros tambin, atribuido en granparte a nuevos transportistascomo Sol delParaguay y Copa Airlinesque iniciaron susservicios all el ao pasado.

En comparacin con el 2010 experi-mentamos un incremento general de las ven-tas en todas las categoras, afirma AntonellaNuovo, gerente comercial de Bright Star. Lasventas en perfumes, cosmticos y accesoriosfueron las que ms aumentaron el ao pasado.

Por supuesto, la robusta economa ennumerosas regiones de Latinoamrica estvinculada al incremento del trfico en elaeropuerto. Nuovo afirma que es adems unfactor que tambin contribuy al crecimientosignificativo de Bright Star en el 2011. Sinembargo, buena porcin del crdito se le debeatribuir a la compaa. Nuovo nos dijo que elao pasado Bright Star se esforz en mejorarlos procesos internos y colaborar aun mscon los proveedores en la introduccin denuevas marcas y promociones.

Por ejemplo, en diciembre del 2011 BrightStar cre una alianza con Chandon para ofre-cerles a los viajeros que compraran $250 o msuna botella de Chandon Extra Brut sin costo

alguno. Fue el regalo perfecto con la com-pra en el momento perfecto, asegura Nuovo.Muchos clientes nos dijeron que se pro-ponan usar la champaa para sus brindis deAo Nuevo.

Nuovo reporta buenos resultados de la ini-ciativa e incrementos notables en el gastopromedio. Tambin durante ese mismo perodoel operador ofreci otros regalos con com-pras de marcas como The Body Shop, LOcc-itaine, Burberry, Giorgio Armani, Guylian,Ferrero, Nestl y ms, con efectos similares.

Bright Star ha comenzado este ao conrenovaciones para su tienda principal en la sec-cin de salidas del Aeropuerto Silvio Pet-tirossi. La compaa instal un nuevo mobi-liario cerca de las cajas registradoras que

Nuovo describe como mucho ms prcticoy moderno. Cada nueva pieza contiene unpanel LCD para comunicar las nuevas ofer-tas, con el efecto secundario de crear mspresencia de los productos. Ms aun, la estruc-tura de ese mobiliario facilita el trfico decompradores por las cajas registradoras.

En la misma tienda, se le ha dado msespacio a la seccin de fragancias y la delentes de sol se ha reformado para crear mspresencia del producto. Nuovo nos explica quela respuesta ha sido positiva. Estamos muycomplacidos con la forma en que han resul-tado las renovaciones. A propsito, ya esta-mos planificando cambios similares en nues-tra segunda tienda de la seccin de salidas delaeropuerto, aade.


Una tendencia al crecimientoPedro Castro, director de operaciones paraLatinoamrica, el Oriente Medio y Asia deWorld Duty Free Group (WDFG), asegura queel 2011 fue un buen ao para la compaa, ypara el sector minorista de viajes en general,mostrando una tendencia al crecimiento. Enlos primeros meses del 2011, los ingresos deAutogrill, propiedad de WDFG, totalizaronla impresionante cifra de 1.36 mil millones(US$1.8 mil millones), representando unincremento del 10% con relacin al mismo

perodo del 2010.Las operaciones de la compaa en el Reino

Unido, Espaa y Canad contribuyeron sig-nificativamente, pero la rama comercial deWDFG en Latinoamricacompuesta poroperaciones en Mxico, Chile, Per yCurazaodesempe un importante papelel ao pasado. Realmente til es el hecho deque se produjeron incrementos en cantidadde pasajerosalgunas mayores que otrasen aeropuertos latinoamericanos donde opera

WDFG (Mxico, +1.4%; Per, +15%; Curazao,+24%; y Chile, +34%).

Aunque el incremento de las cifras depasajeros en el Aeropuerto de Cancn estquedndose a la zaga en comparacin conotras regiones, debe destacarse que el mismopresta servicios anualmente a ms pasajeros quelos dems aeropuertos de Latinoamrica, lo cualequivale a que incluso un leve incremento encifras de por s slidas es, hablando compara-tivamente, significativo. Como tal, el aeropuertoes obviamente una prioridad para WDFG. El

The new fixtures at Bright Stars maindepartures store in Silvio PettirossiAirport have the secondary effect ofincreased standout for brands


22.02.12 10:51

Una experiencia inolvidableTop Brands International opera actualmente28 tiendas, tanto nacionales como duty free,ubicadas en Belice, Salvador, Panam, Hon-duras, Guatemala, Puerto Rico, Cuba y Colom-bia. Danny Yohoros, vicepresidente de TopBrands, habla conAmericas Duty Free acercade los proyectos ms recientes de la com-paa, consistentes en renovaciones de lastiendas de Belice, planes de expansin y unnuevo programa de lealtad del cliente.

Cuando concluyan las renovaciones denuestras cuatro tiendas de marca de El Doradoen Belice, tendremos un total de 1,400 metrosde espacio comercial, explica Yohoros.

El mpetu para las renovaciones fue garan-tizar que la oferta en las tiendas sea completa,y que los compradores puedan encontrar pro-ductos exclusivos en las mismas. Cuando el tra-bajo est concluido, los consumidores podrnelegir sus favoritos entre las principales ca-tegoras duty free en Belice, como fragancias,cosmticos, espirituosos, tabaco, confitera yaccesorios de lujo, cada una de las cuales con-tar con prestigiosas marcas internacionales.

Yohoros aade que el 2011 fue un aolleno de muchos xitos para Top Brands. Entodas sus operaciones las ventas aumentaronen un 30% y superaron con creces las expec-tativas. Latinoamrica es una regin muyestable en este momento, explica Yohoros. Lacompetencia slida, una alta demanda de losproductos que ofrecemos y la economa ge-neralmente saludable, nos han ayudado afortalecer nuestro negocio.

En gran medida como resultado del espritupositivo que impera actualmente en Lati-noamrica, Yohoros nos dice que Top Brandsse propone en estos momentos ampliar sus

operaciones. La compaa ya tienenuevos proyectos en marcha, pero esdemasiado pronto para que Yohorosrevele ms detalles al respecto.

En resumen, siempre tratamos debuscar maneras de evolucionar y crecer,asegura el alto funcionario cuando se le pre-gunta acerca de los proyectos. La innovacinestar a la vanguardiaes muy importante.

Si bien los planes de expansin de la com-paa no se van a revelar por el momento, otramanera mediante la cual Top Brands estperfeccionndose es con un nuevo programade lealtad del cliente que se enfoca en un ca-lendario de promociones originales y unaforma altamente personalizada de servicio al

cliente. Uno de nuestros obje-tivos principales es crear inter-cambios inolvidables entre losconsumidores y nuestro per-sonal de ventas d

americas duty free

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