value propostion of DMCs - Hero v Villain?
8 January 2010
In a recent article for incentiveworld.com, Padraic Gilligan, Managing Director at Ovation Global DMC examines the articulation of the value proposition of DMCs. As more and more providers of ‘destination specific services’ enter the market calling themselves DMCs, the view of the traditional high level service offering of DMCs is becoming increasingly skewed.
The unique value proposition of a DMC, according to Gilligan is the combination of creating destination experiences that ultimately provide a return on objectives and deliver business results, "for the DMC the destination becomes the raw material out of which he or she manufactures a tangible business solution". It is the seamless flawless delivery of the most unique and motivational destination experiences that differentiates the ‘hero DMC' from the 'villain DMC'; tour operators and ground agents who are selling themselves on the high level service expectations of a DMC but just aren’t delivering.
Padraic maintains that the scope of the full service ‘Hero DMC' is not limited, DMCs also work on strategic meeting management programmes and offer support services to associations organising conventions and meetings where the creative input may be less complex, but the business context and results is no less so. The value proposition of the professional DMC, Gilligan continues, ‘pivots on the combination of local knowledge of the destination and global immersion in the world of business, so the destination experience is always connected to business results."
For the full article, check out the December issue of incentiveworld.com or click here.