Welcome to LUXURY Privé Panama

Welcome to
LUXURY Privé Panama
October 22 – 24, 2012
Agenda
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About LUXURY Privé Panama
The Venue
Proposed Schedule
Booth Designs
Exhibiting Brands
Marketing Initiatives
Doing Business in Latin America
About the Retailers
Boarder & Duty Free Shops
Performance Plus – Role play demonstration
Free Trade Zones and Agreements
Other Events
About LUXURY Privé Panama
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A new business development opportunity to meet and conduct
business with 150 hosted stores in BRAZIL, SOUTH &
CENTRAL AMERICA, CARRIBEAN AND MEXICO
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Fully qualified and vetted high-end retailers
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Panama is quickly becoming the business hub of the Americas
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Safe – Fun – Sophisticated
 Daily direct flights on major carriers
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United and Copa Airlines from NYC airports 51/2 hours
UNPARALLELED EXPERIENCE – LUXURIOUS ENVIRONMENT – EXCEPTIONAL SERVICE
Location
Playa Bonita is strategically located alongside the Pacific
Ocean on a mile long stretch of golden sands
Just 20 minutes from the city
Hotel Features
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Over 600 rooms
6 Restaurants
3 Bars
2 Kilometers of golden sand beach
3 Swimming pools
Executive Lounge on the 19th floor
Lobby
Infinity Pool
Restaurants
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Oceanica: International buffet
and seafood a la carte
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Pacifica: Pacific rim cuisine
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Starfish grill: Seafood from 7
seas of the worlds
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Soleo: Mediterranean tapas
wine & music
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Asiana: Pan Asian fusion
cuisine
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Tierra y Fuego: Latin American
cuisine
Deluxe Double Room
Westin Ballroom
Beach Level Floor Plan
Exhibiting Brands
(sent request to Kathleen Wamser)
Booth Design
Event Schedule
SUNDAY, OCTOBER 21
8:00 pm – 9:30 pm – Welcome Reception
LUXURY Privé staff to make
exhibitor/retailer introductions
LUXURY Privé Panama exhibitors will
receive Retailer Profile
MONDAY, OCTOBER 22
8:00 am – 10:00 am – Breakfast
10:00 am – 11:00 am – Meet the
Retailers/Meet the Designers - facilitated
meet and greets set up as “speed
networking”
11:00 am – 7:00 pm – Salon Floor Open
1:00 pm – 3:00 pm – Networking Luncheon
7:00 pm – 8:00 pm – Cocktail Reception
8:00 pm – 10:00 pm – Dinner and Dancing
10:00 pm – 11:30 pm – Late Night Lounge
TUESDAY, OCTOBER 23
8:00 am – 10:00 am – Breakfast
10:00 am – 11:00 am – Keynote Presentation:
Trends and Forecasting
11:00 am – 7:00 pm – Salon Floor Open
12:00 pm – 2:00 pm – Networking Luncheon
7:00 pm – 8:00 pm – Cocktails
8:00 pm – 10:00 pm – Dine Out Retailers and
Exhibitors – matched
10:00 pm – 11:30 pm – Late Night Lounge
WEDNESDAY, OCTOBER 24
8:00 am – 10:00 am – Breakfast
10:00 am – 11:00 am – Keynote Presentation with
LUXURY Prive Panama Closing Address
11:00 am – 4:00 pm – Salon Floor Open
12:00 pm – 2:00 pm – Networking Luncheon
3:00 pm – 4:00 pm – Closing Reception
WHAT YOU CAN EXPECT
OVER THE NEXT FEW MONTHS
Beginning June 25th
Bi-Weekly
eNewsletters
JUNE 18
Beginning
June 18th
Exhibitor
Registration &
Hotel Booking
Information
JUNE 25
August 30th Digital
Product Guide sent
to Retailers
JUNE 30
Beginning June 25th
Product Guide photo
submission and
brand bio accepted
AUGUST 20
AUGUST 30
August 20th LUXURY Buyer
Survey Data and Retailer List
for appointments
SEPTEMBER 28
September 28th
Hotel booking
deadline
Retailer and PR
Marketing and Programs
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Dedicated Retailer Liaison personal calls:
Began in February
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Retailer invitations sent: End of June
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PR outreach to consumer and trade editors:
End of June
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Retailer and Exhibitor Matchmaking: At Show
About the Retailers
Aruba
Brazil
Bolivia
Barbados
Cayman Island
Curacao
Ecuador
El Salvador
Jamaica
Chile
Colombia
Costa Rica
Dominican Republic
Guatemala
Mexico
St. Thomas
St.
Martin
104 Retailers Pre-registered
Nicaragua
26 Markets represented
Panama
515 doors represented
Paraguay
Peru
Puerto Rico
Turks & Caicos
Trinidad and Tobago
Uruguay
Argentina*
Venezuela
“DOING BUSINESS
IN LATIN AMERICA”
AMBIO
CONTENT
i.
INSIDE THE EYE OF LATIN AMERICA
o Getting to know Latin America
o Cultural representations of Latin America
o Understanding Latin American mainstream
o Business etiquette in Latin America
o Jewelry market in Latin America
o Brand presences in Latin America
o Potential partners in Latin America
ii.
POTENTIAL PARTNERS IN LATIN AMERICA
oVenezuela: Daoro
o Colombia: Joyería Lievano
o Panama: Mercurio, Imperiale
o Chile: Stefan Joyeros, Andrea Fath
o Mexico: Carranza y Carranza, Peyrelongue, Liverpool
o Caribbean: Columbian Emeralds
iii. DUTY FREE
o Travel retail Markets
INSIDE THE
EYE OF LATIN
AMERICA
o Getting to know Latin America
Where and What is Latin America?
The land of Chiquita Banana?
The legend of Simón Bolivar? Pancho Villa? or Ché Guevara?
A tattered Indian praying in a ruin to an ancient sun-god?
More than these myths and stereotypes there is another image unfolding.
Latin America is an emerging powerhouse in today’s world economy, an evolving market
frontier where profitable business opportunities are coming to life.
There is no-one-size-fits-all description of Latin America. Each country has its own striking
idiosyncrasies. Nonetheless, there are strong common factors throughout the region, essential
knowledge for doing business anywhere in Latin America.
Source: “Doing business in the New Latin America”
Author, Thomas H. Becker
Latin America
Country Directory
Central & North America
South America
Caribbean
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Antigua & Barbuda
Aruba
Bahamas
Barbados
Cayman Islands
Cuba
Dominica
Dominican Republic
Grenada
Guadeloupe
Haiti
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Jamaica
Martinique
Puerto Rico
Saint Barthélemy
St. Kitts & Nevis
St. Lucia
St. Vincent and the
Grenadines
Trinidad & Tobago
Turks & Caicos Islands
Virgin Islands
•Belize
•Argentina
•Costa Rica
•Bolivia
•El Salvador
•Brazil
•Guatemala
•Chile
•Honduras
•Colombia
•Mexico
•Ecuador
•Nicaragua
•French Guiana
•Panama
•Guyana
•Paraguay
•Peru
•Suriname
•Uruguay
•Venezuela
Latin America
Data
LARGEST CITIES
LOCATION
Area 21,069,501 km2 (8,134,980 sq mi)
POPULATION
572,039,894 Pop. density 27 /km2 (70 /sq mi)
SUBDIVISIONS
The basic geographical sub-regions are North
America, Central America, the Caribbean and
South America.
1. Mexico City-Mexico
2. São Paulo-Brazil
3. Buenos Aires-Argentina
4. Rio de Janeiro-Brazil
5. Lima-Peru
6. Bogotá-Colombia
7. Santiago-Chile
8. Belo Horizonte-Brazil
9. Guadalajara-Mexico
10. Caracas-Venezuela
What is a Latino?
Hispanic/Latino Americans are very racially diverse, and as a result form an ethnic
category, rather than a race.
While the two terms are sometimes used interchangeably, "Hispanic" is a narrower term
which only refers to persons of Spanish-speaking origin or ancestry, while "Latino" is more
frequently used to refer more generally to anyone of Latin American origin or ancestry,
including Brazilians.
Are mostly of Multi-racial origin.
HISPANIC & LATINO AMERICANS BY
RACE:
White
Black
Amerindian
Mestizo
Mulatto
Zambo
Asian…
Latin America
Communication Style
Communication is far more than speech and writing. Gestures, expressions, and postures are
also part of it.
BODY LANGUAGE
Expressiveness, exaggeration, and even passionate
characteristics of the Latin American communication style.
discussions
are
typical
There is less physical distance between people, softer handshakes, more touching and
“abrazos”, and greater use of hand and arm gestures.
Business dress tends to be more fashionable and, in some cases, more colorful (especially
in tropical regions where Guayabera style shirts are worn to the office).
Latin America
Communication Style
PUBLIC AFFECTION
Expect warmth from perfect strangers. Latin Americans, especially Brazilians, strive to be
liked and to please others. What may be respectful behavior intended by you, could well have
the opposite off-putting and disorienting effect for them. Learn to gracefully accept their
warmth as a sign of goodwill.
VOICE PITCH
Voice pitch and volume is also used extensively among Latinos. They use to raise their voice
to get the group’s attention.
Conversations get to be very loud. Moreover, the noisier the better fun they are having.
It is very common among Latinos that they all speak at the same time.
Latin America
Space management
Typical American Office
Typical Latin American
Office
Typical Japanese
Office
managers
CEO
employees
Generally in whole America, corporate offices, the boss is usually physically isolated in a very
separate private room. This tends to minimize his or her personal contact with ordinary workers. In
contrast, Japanese offices commonly are set up with the boss's desk at the end of a row of pushed
together desks used by subordinate employees. This maximizes his interaction with them.
In Latin America roles between managers and subordinates are well marked even in the workspace.
Latin America
Time management
When people come together with very different cultural expectations about time, there is a
potential for misunderstanding, frustration, and hurt feelings.
For the Latin American people, time may be relatively "elastic" and the pace-of-life a bit
slower. Differently for the North Americans & Europeans who perceives this action as rudeness,
for U.S people “Time is money”.
So this frustration can be avoid by a willingness to adopt a cultural relativity
approach. Remember the old saying “When in Rome do as the Romans do" is still good
advice.
Latin America
Behavior
South Americans are not Spanish or Portuguese, in the same way North Americans are not British,
and the Québécois are not French.
What to expect from Latinos:
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Business deadlines take a lower priority than those of obligations to family and close friends.
Interruptions will be frequent. Keep in mind that in their cultural context, their creative input is a
sign of bonding and a willingness to make a personal contribution to your interaction.
Think relationship before business. Accept personal invitations to meals and home visits, etc.
Be prepared to reveal more about yourself than you would to your clients in your home culture.
Expect meetings to be far-less agenda-based than you are used to.
o Business etiquette in Latin America
Latin America
Etiquettes established
o Having an informal network of close partners is a normal practice.
o Latinos like to do business with people they know, including family & friends.
o Latinos do show respect to those in authority.
o They do prefer face-to-face contact to formal correspondence or even
communication by phone.
o Attitude to appearance is varied throughout the region, Argentina has a
reputation for high fashion sense, Brazil seems to be the most laid-back on this.
o Handshakes are relatively firm and brief.
o Engaging in some small talk at the start of the meeting is welcome.
o Meetings tend not to end with a final decision or agreement. To close a deal
takes more time than the usual.
Latin America
Context vs. Content Focus
In U.S. business
In Latin America business
Strong emphasis on the content of
communications: Data, facts and
details.
Broader focus that includes contextual
factors such as relationship,
circumstances and social
appropriateness.
Both verbal and written
communications tend to be brief and to
the point.
This behavior, seem impersonal for
U.S people, therefore Latin Americans
may be considered too slow or not
sufficiently “serious” about getting the
job done.
As it happens in many Latin countries, people tend to work long hours. It is normal to arrive at
the office at 8am and work until 8pm. So expect to have a coffee and chat with your co-workers
during work hours.
Latin America
Task vs. Relationships
In U.S. business
In Latin America business
People are task oriented. “Keeping
your eye on the ball”.
For Latinos is essential to invest in
establishing a relationship before focusing
on the task.
Emphasis on the tangible outcome or
result of a business project, not the
process.
A warm-up period is required to create a
good interpersonal environment to
accomplish the task most effectively.
Don t be surprised if a meeting is scheduled to happen in a restaurant. Most meetings are less
formal than in the United States. Participants will usually chat for few minutes before starting
the actual meeting agenda.
Latin America
How to-Know who?
BUSINESS RECOMMENDATIONS
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The best way to break into the market in Latin America is with a local representative,
someone with contacts, who knows how deals are done.- Business is conducted on a
personal level, agreements are made between people, not companies.- You will need
the right person to introduce you.
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It will take some time for you to establish alliances. Several trips to Latin America will
be necessary to get the wheels turning.
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Even if you already speak Spanish or Portuguese, you will need a native speaker who
is familiar with all the local nuances and vocabulary to avoid further misunderstandings.
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Considered that U.S thinkers based decisions on OBJECTIVE information rather than
EMOTIONS or INTUITIONS as Latinos. If you don’t give the right vibe, forget about your
sale or buy.
Latin America
Real Case
When the Ford Motor Company marketed the Pinto in Brazil, they couldn’t give the cars
away. Then they discovered that 'Pinto' was slang for 'small penis.' naturally, no man wanted to
own a 'Pinto' so Ford ultimately changed the car’s name to Corcel, which means 'horse' in
Portuguese. Sales subsequently took off.
Ford also experienced problems in Mexico, where its Caliente wasn’t moving. Too late, they
discovered that ‘Caliente' is Mexican slang for ‘Prostitute.'
And Ford’s light truck Fiera had a similar problem: In several Spanish-speaking countries,
'Fiera' is slang for ‘Ugly old woman. '
By Terri Morrison
© Copyright 2004, All Rights Reserved
o Jewelry Market
Latin America
Jewelry Market
Latin America, a region that receives only minimal attention in the diamond jewelry sector. Given
that it is home to an estimated 700 million people – the equivalent of the United States and
Europe together – and a rapidly growing middle class, it is surprising that it does not
appear on the industry's radar.
Latin America is a strong market for fashion jewelry and retailers constantly seek jewelry
wholesalers to source fashion jewelry at wholesale prices, either directly from jewelry
manufacturers or through jewelry suppliers.
Latin America is mostly known in the jewelry industry for its supply of raw materials,
including of gold and silver, colored gemstones and a modest amount of diamonds.
There is already a sizable jewelry retail infrastructure, with more than 12,000 jewelry stores
spread across 20 countries in Central and South America and 23 islands across the
Caribbean. This represents an estimated $7 billion market for diamonds and jewelry.
Latin America
A falcon’s eye view of Brazil
In almost all respects, Brazil is known more for precious gemstones rather than diamonds
but is likely to be the most attractive entry point for the diamond trade.
Brazil aims to be not simply a source of gemstones, but to create value to its raw materials by
transforming itself into a large jewelry manufacturer, seeing the crucial U.S. market to the north as
huge market for its products.
With the country’s relatively low labor costs, abundant resources, and tariff free exports to
the United States, Brazil believes it is in a strong position to crac the U.S. and other markets.
Brazil's most famous jewelry manufacturer is H.Stern, which has around 160 stores in Brazil and
a further 170 stores, franchised in 26 countries.
Latin America
Panama an open door of opportunities
At a time when diamond dealers are eyeing Dubai, China, and India as the new growth markets
for the diamond market, Panama is slowly emerging as the industry underdog and as a gateway
to the largely untapped Latin American region.
Latin America is rich in minerals but it has long been a backwater in the diamond trade despite
modest production in Brazil, Venezuela and Guyana.
So for the Panama Diamond Exchange, president Erez Akerman, said the aim of the exchange
would be to serve as the primary business centre for the diamond, gemstone and jewelry
business throughout Latin America; looking at four main markets: Brazil, Mexico, Argentina
and Chile.
"We see the Panama Diamond Exchange serving the diamond industries both within Latin
America and outside of it.” said Erez Akerman.
Latin America
LA elites are big spenders
Designer clothes, expensive jewelry, high-tech toys…
o Technology is tops
Computer penetration is quite high among Latin American elites, with 69% owning either a laptop or
desktop computer, rising to 82% among Top Management.
Home electronics are also very popular with 29% owning a digital video camera.
Flat screen TVs are in 36% of Brazilian elite homes.
o Staying connected
39% of elites currently own a mobile with both Internet access capability and a camera. This figure
rises to 45% among Mexican elites and to 66% among Top Management across all countries
surveyed.
o Driving in droves
Over ¾ of Latin American elites own one or more cars, rising substantially to 93% amongst Top
Management. Ownership is highest in Mexico (88%), followed by Brazil (76%) and Argentina (60%).
Source: Synovate.
Research reinvented
Latin America
LA elites are big spenders
o Designer duds
In Mexico elite spending on clothing and accessories is particularly high.
• 17% of Top Management elites say they own designer clothes or leather goods worth
over US$1,000.
•18% of all Latin American elites say they own quality/designer clothing items worth
over US$200.
•21% of Top Management elites own quality/designer accessories or footwear worth
over US$200.
•21% also own jewelry worth over US$1,000.
•14% of Top Management elites own a luxury watch worth over US$1,000.
o Curiosities
•Only 12% of affluent Latin Americans have travelled abroad by plane in the past year though 35% of
Top Management flew one or more times .
Source: Synovate.
Research reinvented
o Brand presences
Latin America
International Brands Presence
Monobrand stores
Multibrand retailers
Shops in shops
Etc…
AND MORE…
Armani, Versace, Swarovski, Longiness, Chronoswiss, Giulliano Mazzuoli, Ferrari, Gucci, Chopard,
Bvlgari, Mikimoto, Rolex, Breiting, Bell&Ross, Richard Mille, Bovet, Zenith, Tissot, Marco Bicego,
Pomellato, Pandora, David Yurman, Links of London, Hugo Boss, Calvin Klein, Hamilton, Giorgio
Visconti, Bliss, Fossil, Mossimo, Stefan Hafner, Zancan, Raymond Weil, Aaron Basha, Casio, Diesel,
DKNY, Hermés, Tommy Hilfiger, Alexis Bittar, Hublot Genéve, Boucheron, Dolce&Gabbana, Yvel…
o Potential Partners
Daoro – Store Profile
History
Based in Caracas VENEZUELA.
Founded in 1979 Daoro has been maintained over the years as a family business. Its history goes back to
the beautiful building of France, located in the center of the Capital City, landmark of jeweler art of the time.
In the 80s it was already widely recognized for its unique and exclusive jewelry designs. In the 90s, Daoro
decided to venture into the art of watch making starting to work with world famous brands without leaving its
distinguished jewelry designs.
In September 1999 Daoro opened a new jewelry store in the east of the city of Caracas , in a prestigious
shopping center called San Ignacio.
Buyer: Ariel Coriat
Website: www.daoro.com.ve
Number of employees: 14
Annual Revenue: + $2.1 M
Product
Price
JEWELRY, WATCHES &
ACCESSORIES
BRANDS
JEWELRY:
Damiani,
Chopard,
Current wholesale price point:
IOSI,
Chimento, Bvlgari, Mikimoto, Brumani, Mont
Gold: $1,001-$2,500
Blanc, La nouvelle bagle etc.
Diamonds: $2,501-$5,000
WATCHES: Rolex, Cartier, Chopard, Breitling,
Watches: $5,001-$10,000
Bvlgari, Bovet, Mont Blanc, Hamilton, Richard
Mille, Blanc Pain, Technomarine, Zenith,
Corum, NOA, Urweak among others.
Place
CONTACT
Centro San Ignacio,
Nivel Jardin, Local J-43/ J-41
La Castellana
Phone numbers
(58212) 267-4161-2639371
Fax: (58212) 2639371
Email: info@daoro.com.ve
STORE LOCATIONS
4 locations in malls
Two in Centro
Comercial San Ignacio
Two in Multiplaza
Escazu, Costa Rica
1 Etapa. Local #47
5 Etapa. Local #77
Promotion
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Local newspaper
Direct mail
Catalogs
Public relations
Events & Fairs
Online ads (web, social media…)
Items for magazine photo shoots
In store/Discounts
Mercurio – Store Profile
History
Based in Panama City, PANAMA.
Mercurio Joyeros was established in Panama in 1944. Today, a family business, Mercurio is named after the
Roman god of commerce. It is located in the central business district of Panama City.
House of the largest and most prestigious jewelry and watch store in Panama, Mercurio works closely with
international brands.
Buyer: Felipe and Luis Jelenszky
Website: www.mercuriojoyeros.com
Number of employees: 39
Annual Revenue: + $2.1 M
Price
Product
JEWELRY & WATCHES
Current wholesale price point:
BRANDS
JEWELRY: Bvlgari,
Mikimoto, etc…
Brumani,
Damiani,
WATCHES: Audemars Piguet, Panerai,
Omega,
Baume & Mercier, Technomarine, Tissot,
Schoeffel, Tag Heuer, Rolex , etc…
Gold: -$500-$1,000
Diamonds: -$500 - + $10,000
Pearls: -$500-$5,000
Sterling Silver: -$500
Colored Precious Stones: -$500-$5,000
Platinum: -$500-$2,500
Watches: -$500 - + $10,000
Place
CONTACT
G-594 El Dorado
Panama
Zip Code: N7C
STORE LOCATIONS
Two locations
1) Multiplaza Pacific
Mall.
Samuel Lewis Avenue
Diagonal al Santuario
Nacional
Phone number:
011-507-223-7326
Fax: 5072237703
Email:
info@mercuriojoyeros.com2) Independent Store
Promotion
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Local newspaper
Radio
Co-op in consumer magazines
Direct mail
Catalogs
Public relations
Online ads & promo (web, social
media…)
Private sales
In store
Stefan Joyeros – Store Profile
History
Based in Santiago, CHILE.
Fine jewelry brand founded in 1955 by Stefan Laskowitz with the aim of giving life in their own workshops to
exclusive designs, starting a tradition of good taste inherited by their daughters Hilde and Valeria, who are
responsible for maintaining this legacy force.
Stefan Joyeros has its own studio, with the aim of consolidating the task of spreading the art in jewelry and
stand out in a meaningful way, both the sophistication of their designs and the quality of their workshops.
Hilde and Valeria work closely with international brands.
Buyer: Valeria Laskowitz
Website: www.stefan.cl
Annual Revenue: over $2.1M
Price
Product
JEWELRY & WATCHES
BRANDS
JEWELRY:
Roberto Coin, Nanis, Crivelli,
Pianegonda, Baccarat
WATCHES: Rolex , Cartier, TAG Heuer
Longiness, Omega.
Current wholesale price point:
Gold: $501-$1,000
Sterling Silver: $501-$1,000
Pearls: $501-$1,000
Diamonds: $501 - $5,000
Colored Precious Stones: $2,501-$5,000
Place
CONTACT
STORE LOCATIONS
Address Atelier
Three locations +
Av. Alonso de Córdova 2383 workshop
Chile
Independent store
Phone numbers:
(562) 364 0422 /0434
Mall Portal la Dehesa
Office: (562) 7965140
Email: hlasko@stefan.cl
Mall Parque Arauco
Local Nº 269 - 2º Piso
Email: arauco@stefan.
cl
Promotion
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Radio
Co-op with consumer magazines
Online
Direct mailing
Catalogs
PR
In-store
Carranza y Carranza – Store Profile
History
Based in MEXICO.
Establbished in in the city of Monterrey in 1945 with a small jewelry store located in the downtown with the name of
“Joyería el Tesoro. Over time new locations were opened throughout the city under the trade name of “Joyería el
Tesoro" and “Joyería Real."
In 1991 the passion for jewelry leads the company to incorporate a new concept, the jewelry boutique in two locations,
specializing in brands and jewelry designers but especially in an extraordinary service to their customers.
In 1994 appears the name "Carranza and Carranza" in those two boutiques.
Alliances with worldwide jewelry houses, passion for jewelry, good taste of its employees, the tradition of service and
hard work, and the desire to offer only the best conquered the preference of customers who were surprised by the
originality and beauty of the jewels offered in this new concept of boutique jewelry.
Today Carranza and Carranza is recognized as one of the best jewelry stores in Latin America for their jewelry
made ​by the best designers in the world with high fashion designs and unsurpassed quality.
Buyer: Jesus Carranza
Website: www.carranzaycarranza.com
Price
Product
JEWELRY
BRANDS
JEWELRY: Alfieri, Bellataire, Bliss, Breuning,
Chimento, Charles Garnier, Choice, Damiani,
IOSI, Lazare, Mazza, Salvini, Saint Maurice
and Stefan Hafner…
Current wholesale price point:
Gold: -$500-$1,000
Diamonds: -$500 - + $10,000
Pearls: -$500-$5,000
Sterling Silver: -$500
Colored Precious Stones: $500-$5,000
Platinum: -$500-$2,500
Place
CONTACT
Address
Phone numbers:
Fax:
Email:
STORE LOCATIONS
7 in Mexico in the
cities of San Pedro
Garza
Garcia,
Monterrey
and
Monclova
*See store contact address
on web.
Promotion
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Local Newspaper
Magazines
Direct mail
Catalogs
Public relations
Events & Fairs
Online ads & promo (web, social
media…)
Private sales
In store
Peyrelongue – Store Profile
History
Based in MEXICO.
In 1970 Peyrelongue opened its doors for the first time thanks to the vision of its founder Hervé
Peyrelongue, the boutique was located in Amberes No.5 where the concept reflects an exclusive new
jewelry that offers its clients unique and innovative jewelry designs.
In 1988, Luis Peyrelongue current CEO, joined the family business.
In 1992, it consolidates the opening of the first house specializing in Swiss watchmaking in México. Bringing
together more than 40 internationally renowned brands.
In 2002, Peyrelongue opens its doors in one of the most exclusive streets of Mexico, President Masaryk,
creating a space of comfort, luxury and privacy for customers. In 2007 was inaugurated its second store in
Saks Fifth Avenue, located in the Santa Fe mall.
At 40 years of its foundation, today Peyreloungue reinforces its commitment of quality and service.
Buyer/CEO: Luis Pyrelongue
Website: www.chronos.com.mx
Price
Product
JEWELRY, WATCHES, ACCESSORIES & HOME
Current wholesale price point:
BRANDS
JEWELRY: Pesavento, Marco Bicego, Damiani,
Roberto Coin, David Yurman, Hearts on fire,
Carrera y Carrera, Chimento.
WATCHES: Rolex, Breguet, Jaeger, Frank Muller,
Hublot, Bell & Ross, Omega, Mont Blanc, Porsche
Design, Tag Heuer, Hermés, Baumer & Mecier,
Longiness, Technomarine, Hamilton among
others…
Gold: -$500-$1,000
Diamonds: -$500 - + $10,000
Pearls: -$500-$5,000
Sterling Silver: -$500
Colored Precious Stones: $500-$5,000
Platinum: -$500-$2,500
Place
CONTACT
Av. Presidente Masaryk #431
2nd Floor
Col. Polanco Chapultepec
C.P. 11560
Deleg. Miguel Hidalgo
D.F, Mexico
STORE LOCATIONS
Two stores
One independent
store and the second
one in Centro
Comercial Santa Fe.
Phone numbers: (55) 5281-5050 /5246-4800
Fax:
Email:
Promotion
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Online ads
Catalogs
In store promotions and events
Private sales
PR
Social media
Liverpool – Store Profile
History
Based in MEXICO.
Liverpool is the largest chain of mid-to-high department stores in Mexico, operating 140 stores.
Liverpool was founded in 1847 by Jean Baptiste Ebrard, a Frenchman who first started selling clothes in Mexico City's
downtown. In 1872, he started importing merchandise from Europe. Much of the merchandise was shipped
via Liverpool, England, prompting Ebrard to adopt the name Liverpool for his store, in 1862 he opened its second
store and since then it has not stopped growing.
Fashion Fest of Liverpool its an annual festival that covers new fashion trends for the new seasons.
Buyer: Vanessa Nava
CEO: José Calderón Muñoz de Cote
Website: www.liverpool.com.mx
Number of employees: ~35,000 in 2010.
Annual Revenue: $3.9 millions in 2010.
Price
Product
APPAREL, JEWELRY, WATCHES,
ACCESSORIES, HOME, FOOD & BEVERAGE,
COSMETICS, ELECTRONICS
BRANDS
ONLY FOR JEWELRY & WATCHES
Several International Brands…
Current wholesale price point:
Gold: -$500-$2,500
Diamonds: -$500 - + $10,000
Pearls: -$500-$5,000
Sterling Silver: -$500
Place
CONTACT
Headquarters
Mario Pani 200
Col. Santa Fé
México, D.F. .
C.P. 05109
STORE LOCATIONS
85 department stores, which
comprises
57
under
the
Liverpool name, 23 under the
Fábricas de Francia name, 5
Duty Free stores, and 27
specialized boutiques.
Phone numbers: (55) 52 62 99 99
01 800 713 55 55 toll free.
Fax:
Email: vmnavach@liverpool.com.mx or
daguirre@liverpool.com.mx
Promotion
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Local newspaper
Radio
Co-op consumer magazines
Catalogs
Public relations
Events & Fairs
Online ads & promo (web, social
media…)
In store
Columbian Emeralds – Store Profile
History
Colombian Emeralds International is one of the largest duty free jewellers in the world. Its mission is to provide
travelers in resort destinations an exceptional selection of quality jeweller and luxury watches at substantial savings. As
part of the larger Colombian Emeralds International franchise, the brand's reputation for quality, integrity and value has
crossed over oceans earning Colombian Emeralds International Best Duty Free Retailer of the Year for four
consecutive years by the readers of the leading United States and European travelers magazines.
Colombian Emeralds International's product selection reflects their buyers' dedication to catering to discriminating
customers who desire innovative, yet timeless designs by highly prestigious American and European jewellers and
watchmakers.
Colombian Emeralds International is a member of the Dufry group.
Buyer: Joy Prenda
Website: www.colombianemeralds.com
Number of employees: 600
Number of stores: 73
Annual Revenue: over $2.1M
Price
Product
SEMIPRECIOUS JEWELRY & LUXURY
WATCH BRANDS
Current range of wholesale price point.
BRANDS
Gold: $1,001 - $2,500
Sterling Silver: $501-$1,000
Pearls: $501- $1,000
Diamonds: + $2,5001 – $5,000
Colored Precious Stones: $1,001-$2,500
JEWELRY: Memoire, Damiani, Gucci, Vianna,
Charriol
WATCHES: TAG, Ebel, Fredrique Constant, P Stein,
Bulova
Place
CONTACT
Colombian Emeralds.com
PO Box 5868
Ft. Lauderdale,
FL 33310-5868
Phone numbers:
+1-800-6-NO-DUTY (US)
+1-954-978-5482 (Int)
Toll free-Select Country
Email: headoffice@dufry.ch
STORE LOCATIONS
Over 70 store locations
throughout the western
hemisphere, from the
Eastern Caribbean to
Mexico, as well as on
board the Norwegian
and MSC Cruise Lines,
making it one of the
most trusted duty free
jewelry brands.
Promotion
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Consumer Magazines
Online
In Store Promotions
Catalogs
Cruise ship promotions
Border & Duty Free Shops
The Opportunity
The Duty Free Industry serves as a guide for thousands of international customers
in search of unique trends and products from all countries. It also enables
customers to buy from companies that boast the knowledge, infrastructure and
tools to successfully complete global business transactions by connecting products,
services, and customers from around the world.
•
The Duty Free Industry global business services program crosses cultural,
commercial and continental borders in:





Cruise ships
Cruise ports retailer
Border shops,
Airport duty free stores
In-flight catalogs, to name a few
•
To unite global customers in a one-stop shop for finding innovative products while enjoying
top-shelf service. Now the whole world of international commerce is their marketplace.
•
A significant percentage of duty free travel retail takes place in Latin America and the
Caribbean and it represents a new business opportunity for Luxury Prive Panama
exhibitors!
•
Global sales of duty-free products reached $46 billion in 2011, up a staggering 17.9%,
calculated duty free analyst Generation Research.
•
Although the results are still preliminary and currency fluctuations may bring the growth
figure down, 2011 may turn out to have been a record-breaking year.
 Tobacco sales were up by 11.6%.
 Beauty products rose by approximately 19%
 Luxury goods sales were up by 20%
What is Duty Free?
•
Duty-free shops (or stores) are retail outlets that are exempt from the payment of certain
local or national taxes and duties on the goods sold to travelers who will immediately take
them out of the country.
•
The products that can be sold as duty-free vary by jurisdiction, as well as how they can be
sold, and the process of calculating the duty or refund is the duty component.
•
Some countries impose duty on goods brought into the country, though they had been
bought duty-free in another country, or when the value or quantity of such goods exceed an
allowed limit.
•
Duty-free shops are often found in the international zone of international airports and sea
ports.
•
Goods can be also bought duty-free on board airplanes and passenger ships.
•
They are not as commonly available for road or train travelers, although several border
crossings between the United States and Canada have duty-free shops for car travelers.
Duty Free
Travel Retail Markets

Cruise Ships & Services
 Border Shops
 Airport Shops
 Cruise Port Retailer
CRUISE SHIPS & SERVICES
•Cruise lines are a relatively small part of the travel retail industry, with around 400 cruise ships
and 500,000 berths operating mostly in the US market; and a developing European cruise market.
•The biggest category for sales on cruise ships is in fine jewelry; and it is not unusual for
customers to spend thousands of dollars on one piece.
•Not only do cruise ships have a captive market, but their passengers tend to be from a higher
demographic, therefore, they have a higher capacity to spend than other travelers.
•And, unlike what is noticed in other channels such as airports, perfume and cosmetics are not the
biggest category of items sold.
These figures are expected to double in the next 20 years.
•In fact, the world cruise business is booming and retailers are gearing up for a profitable year
ahead. With many cruise lines expanding the number of home ports for their fleets, and the
need for passengers to fly to major cruise ports, onboard retailing has been given a much
needed boost.
•The world cruise line industry is working hand in hand with its concessionaire to insure the
product mix of goods offered in the shops is tailored to the passengers, according not only to
their profile, but also to the destination and the seasons.
•The merchandise on offer will change from a Caribbean cruise when the ship repositions to the
Baltic cruises, for example.
•The biggest category for sales on cruise ships is in fine jewelry; and it is not unusual for
customers to spend thousands of dollars on one piece.
•It is also interesting to note that the majority of these sales occur after the evening wine is
served, not the other way around.
•In fact, the busiest time for jewelry sales on cruise ships is between 10pm and midnight”.
STARBOARD CRUISE SERVICES

Formerly known as Greyhound Leisure Services, Starboard has been a duty-free retailer
since 1958.

Starboard operates duty free and travel retail operations on more than 80 ships worldwide,
representing nine cruise lines.

For more than 50 years, have been the world's largest and leading onboard retailer,
offering cruise ship guests world-class brands and exclusive merchandise with tax and
duty-free savings.

Starboard’s goal is to provide a destination shopping experience for a specific customer,
the cruising guest and onboard their cruise line partners:
Carnival Cruise Lines
Royal Caribbean
Costa Cruise Lines
Holland America Line
Celebrity Cruises
Ibero Cruceros
Norwegian Cruise Lines

Starboard operates on more than 80 cruise ships worldwide, representing nine
cruise lines.

Starboard employs more than 1,200 employees onboard their ships.

Starboard employs more than 300 people in our corporate headquarters in
Miami, Florida.

Starboard has offices in Italy and Hong Kong.

Lines: Mikimoto Pearls, Tous, Louis Vuitton
•
The destination for Carnival Cruise Lines is Bermuda, South America,
Bahamas, and Panama Canal.
•
The destination for Royal Caribbean is the Bahamas, Bermuda, Caribbean,
Mexico, Panama Canal, South America.

The destination for Costa Cruise Lines is Argentina, Bolivia, Brazil, Chile,
Costa Rica, Dominican Republic, Mexico, Panama, Paraguay, Peru Uruguay
and Venezuela.

The destination for Holland American Line is Bermuda, Caribbean, Mexico,
Panama Canal, South America
•
The destination for Celebrity Cruises is Bermuda, Mexico, South America,
Bahamas, Caribbean, and Panama Canal

Depending on which ship you are sailing, you can expect to find a wide
portfolio of products including fragrance, clothing, fine jewellery and watches
along with essential every day items such as a toothbrush!

The collection of brands range from Chanel, Hermes and Chopard to Tous,
Ferragamo and Swarovski

They boast that there is something to suit every customer and price range
imaginable
HARDING BROTHERS
•
Harding Brothers was originally founded over 60 years ago and the business today remains
within the family name, headed up by CEO Neil Harding.
•
Although it has historical business links to the ship chandlery and Spa business, they are
focused today on the operation of Tax and Duty Free retail stores onboard some of the
world’s most famous Cruise ships.
•
Harding Brothers Vision is to become the global leader in targeted market segments of cruise
ship tax and duty free retail
•
Portfolio of customers include Crystal, Cunard and P&O Cruises, to mention a few!
•
Harding Brothers currently operate the retail outlets onboard 52 ships across 19 different
cruise lines with significant growth scheduled in the near future
•
Each cruise line is very different - from the type of ships they operate and the facilities
onboard, to their passengers and ship’s itinerary.
•
Harding Brothers extensive portfolio of customers include Crystal, Cunard, Celebrity Cruises,
Royal Caribbean, Oceana and P&O Cruises, just to mention a few. These ships travel to
Venezuela, Colombia, Ecuador, Peru, Argentina and Bolivia.
RESIDEN SEA
•
Residen Sea is the largest privately owned yacht on the planet.
–
•
Each condo on the ship is owned by one or more of the 165 private onboard
Residences; therefore, they collectively own the ship.
Each Condo ship is worth 1 to 5 million dollars.
–
Privately owned by Residents of The World – 130 families from 19 countries
North America (49%)
• various European countries (36%)
• Asia, Australia, South America and South Africa (15%).
•
•
The world's first luxury community at sea, has chosen House of Graff Jewelers
as its exclusive onboard jeweler.
•
The destination of these ships is; Argentina, Peru, Cozumel, Cayman, Dominican
Republic, and Brazil.
BORDER SHOPS
•
UETA, Inc. was purchased by Duty Free America and operates duty free stores
at various international airports, border crossings, and ports in Mexico,
Venezuela, Colombia, Panama, Ecuador, and Belize.
•
UETA consists of several operating divisions which include: Corporate, Airports,
Northern Border, Southern Border, and Distribution Centers.
Ueta, Inc.
Border Shops
AIRPORT SHOPS
o
o
o
o
o
Duty Free America
Dufry
Grupo Wisa
Motta
SMT
o Duty Free America
•Duty Free Americas, Inc. operates as a duty free travel retailer in the United States.
• It retails fragrances, dress and casual watches, jewelry and travel-related merchandise
cosmetics,
edibles, luxury gifts, spirits, tobacco, and watches.
• The company was formerly known as World Duty Free Americas Inc. and changed its name to
Duty Free Americas, Inc. as a result of acquisition of Duty Free Americas, Inc. by Falic Group.
• The company was founded in 1983 and is based in Hollywood, Florida with
warehouse/distribution centers in San Diego, California; Boston, Massachusetts; Detroit,
Michigan; Grand Island and Valley Stream, New York; and Laredo, Texas.
•
As of October 11, 2001, Duty Free Americas, Inc. is a subsidiary of Falic Group.
•
Duty Free Americas consists of several operating divisions which include:
Corporate, Airports, Northern Border, Southern Border, International and
Distribution Centers.
•
This organizational structure permits them focus resources on the unique
opportunities and requirements of each market.
•
It also allows them to maintain market-specific identities and quickly take
advantage of every opportunity for expansion as it occurs. Each division has a
separate and distinct mission to provide a meaningful contribution to Duty Free
America's overall success.
•
Jewelry: Chopard, Hermes, Bvlgari, Salvatore Ferragamo (just to name a few)
•
72 Locations worldwide Airport Shops
•
150 Border Shops
o Dufry

Dufry Ltd is publicly listed in Switzerland and in Brazil.

The headquarters are located in Basel, Switzerland.

The company’s history goes back to its foundation in 1865.
•
A global travel retailer with operations in 44 countries.
•
Operates more than 1200 shops located at airports, cruise liners, seaports, and other
touristic locations.
•
Provides its customers with prestigious brands from more than 1500 suppliers.
•
Has relationships with suppliers include exclusive arrangements with international branded
luxury goods such as Bvlgari, Chanel, and Hermès, S. Stern, Cartier and Escada, just to
name a few.
•
Global presence – Africa 52 Shops, Eurasia 84 shops, Central America & Caribbean 234
shops, South America 71 shops and North America 664 shops
•
In the Caribbean the subsidiary, Duty Free Caribbean, operates more than 20 stores in
association with Colombian Emeralds International.
Operadora Aeroboutiques SA DE CV (OMA)
Bought by Duty Free
•
Operadora Aeroboutiques has concessions to operate, manage and develop thirteen
international airports in Mexico's north and central regions.
•
These airports provide service to one of Mexico's principal metropolitan areas (Monterrey),
tourist destinations (Acapulco, Mazatlan, and Zihuatanejo), regional centers (Chihuahua,
Culiacan, Durango, San Luis Potosi, Tampico, Torreon, and Zacatecas), and border cities
(Ciudad Juarez and Reynosa).
SMT Puerto Rico Duty Free
Cruise Port
•With 8 stores in 7 pier terminal s around San Juan, along with 1 store at the new international
airport of Aguadilla, their Tax Free Stores offer passengers a unique shopping experience, as well
as, the best prices and selection.
•Founded in 1990, SMT Duty Free is committed to a higher level of excellence in the Duty Free
Industry.
•At just over 100 employees in 10 locations, they remain a family owned and operated company.
•Their knowledge of Duty Free, international commerce, technology and a unique zest for customer
service and satisfaction, sets them apart from the competition
o Grupo Wisa
Border Shops & Airport Stores
• Located in the Colon Free Zone and is a wholesale distributor of general merchandise such
as perfumes, cosmetics, liquors, chocolates, cigarettes, jewelry, suitcases and more.
•The company is dedicated to maintain a position as a leader in the distribution of luxurious
products in the Latin America region.
•Offers products from manufacturers such as La Riviera, H. Stern, La Hora, Tumi, Kipling,
Segue, Tous, Jimmy Choo and more.
•Grupo Wisa provides a central location for a wide variety of products.
•Utilizing the Colon Free Zone as its headquarters, the company is positioned at the logistical
center of the world, making importing and exporting easier and less expensive.
•Grupo Wisa also operates border stores in Nicaragua, Belize and Honduras and at the cruise
ship terminals at Belize Tourist Village and also at Puerto Cristobal in Panama.
• Montico said: "We were able to post a modest increase due to the inauguration of new stores
at the international airport in Guatemala City in March of last year and we were also able to
take advantage of a full year of operation of our stores in Terminal 2 at Mexico City's Benito
Juarez Airport. “
•Stores in Mexico City features high end boutique stores including these of Cartier, Bvlgari,
Hermes, Ferragamo and Tous, just to name a few.
o Grupo Wisa
Duty Free
 Mexico 12 stores
 Colombia 8 stores
 Costa Rica 3 stores
 El Salvador 5 stores
 Guatemala 7 stores
 Nicaragua 5 stores
 Panama 5 stores
 San Andres 5 stores
o Motta International
• Motta International, S.A. was founded in 1940 and is based in Colon, Panama.
• Colon has the largest port system in Latin America, even overshadowing Miami’s port.
• This is where you find the Home of the second largest Duty Free Zone in the World.
• Motta owns and operates duty free stores.
• Products include liquors, perfumes and cosmetics, watches, jewelry, writing instruments,
consumer electronics, leather goods, and fashion accessories.
• Has over 50 years’ experience in the duty free and travel retail business, having
opened the first duty free store at an airport in the Americas in 1949.
• Owns, operates and supplies 55 duty free stores in the region and has over
1,400 employees.
• Owns, operates and supplies duty free stores in Panama, Colombia, Costa
Rica, El Salvador, Guatemala, Honduras, Jamaica, St Maarten, Mexico and
Venezuela.
• Operates internationally known prestigious boutiques such as: Cartier, Charriol,
Hermes, Bvlgari, Chopard, Salvatore Ferragamo and Montblanc, just to name a
few. All of these brands are established in Panama.
Summary
•
Great Opportunity for LUXURY Prive Panama exhibitors
place
- A growing market
•
Travel to the Caribbean is increasing
•
$1.2B will be spent on jewelry and gifts in the Airports alone
•
The Duty Free channel in South America continues to offer great opportunities,
with retailers across South and Central America reporting strong sales and
historic growth.
•
Air traffic in Latin America remains robust, reports both ACI and the International
Air Transport Association (IATA), reflecting a continuation of the steady growth
seen since early 2009.
FEEL FREE TO CONTACT ME AS A RESOURCE BEFORE THE SHOW
Elizabeth G. Vaughan
vaughane@bellsouth.net
205-937-7304
Performance Plus
Role plan demonstration
Free Trade Zones and Agreements
Understanding International Sales
What Matters Most?



Country of Origin
Type of Product
Value of Product
International Sales

Common Shipping Practice

Panama & Latin America
 South America

Inco Terms

Agreed shipping terms w/ buyer
 Ex-Works vs. DAT

Local VAT & Duties

Variance by country
 Free Trade Agreement (FTA)
 Free Trade Zone (FTZ)
FTZ vs. FTA

Free Trade Zone


An area within where goods may be landed, handled,
manufactured or reconfigured, and re-exported
without the intervention of the customs authorities
Free Trade Agreement

An agreement between two countries to remove
duties that are inhibitive to international trade.
FTZ vs. FTA

Free Trade Zone


Colon, Panama
Free Trade Agreements

North American Free Trade Agreement (NAFTA)
 Columbia Trade Promotion Agreements (CFTA)
 Panama
Retailer List
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Aruba
Bolivia
Brazil
Chile
Colombia
Costa Rica
El Salvador
Guatemala







Mexico
Nicaragua
Panama
Peru
Uruguay
Venezuela
Jamaica


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


Grand Cayman
St. Thomas
Barbados
Santo Domingo
Puerto Rico
Turks and Caicos
Trinidad & Tobago
Panama Show Site

Designated Bonded Area

Sales Permitted

Flexible Service Options
Contact Details
Eyal Alon
Malca Amit USA, LLC
(212) 840 8330 ext 228
(212) 729 3438
Eyal.nyc@malca-amit.com
Beth Casson
Reed Exhibitions International Sales Group
(203) 840 5308
(203) 840 9308
bcasson@reedexpo.com