Miguel Angel Valdunquillo. Director General of IberoJet Internationational

Q.- Can you tell us how you’ve developed your professional career?

A.- I’ve virtually conducted my entire professional career just in this company, save for a couple of exceptions. First of all, let me tell you that I’ve held front office responsibilities in America for eleven years at the helm of the Central America delegation. Secondly and perhaps more importantly, I’ve dealt with three different kinds of entrepreneurial leaderships, mostly driven by changes in the composition of the shareholders. First I worked for Viajes Ecuador, then for the Accor Group and right now I’m working for the Iberostar Group. I must say this hand-changing process has enriched me professionally because these are three solid and well-defined entrepreneurial groups with know-how of their own, so to speak.

Q.- What advantages has Iberostar achieved by buying out Viajes Ecuador?

A.- I think both parts have benefited from the purchase. The Iberostar Group had already settled down in the Americas by means of its hotel chain and its mesh of receptive tourism. By buying Viajes Ecuador, the company joined the realm of the continent’s tour operators. In the same breath, no other group could have been better for us than Iberostar, given its strength, growth rate and leadership in the industry.

Q.- What countries is Iberojet International operating in?

A.- We virtually cover all of North America with two different modalities: we’ve got offices of our own everywhere the group is and we rely on a network of representatives in those countries where we have no official representation. We have offices in Mexico, San Juan (Puerto Rico), Guatemala, Venezuela, Peru, Argentina and Chile. We also count on a setup of GSA’s in Uruguay, Paraguay, Bolivia, Brazil, Colombia, Ecuador, the Dominican Republic and Costa Rica. We equally have a representation for the railroad product dealership in most of these nations. We operate in all countries as wholesalers for the exclusive use of the travel agent in Latin America.

Q.- What does Iberojet International do?

A.- Iberojet international is solely in charge of tour operations. Iberoservice deals with receptive tourism.

Q.- What are its top products?

A.- Europe and the Middle East, Inter-American Traffic, especially toward the Caribbean where we hold a powerful representation because the group owns very important economic interests and hotels in the Dominican Republic, Cuba, Cancun and very soon in Brazil. But we should not forget the railroad product that I mentioned before and its online booking system for train tickets.

Q.- How many passengers does Iberojet International operate with?

A.- The amount of passengers that we moved last year was in the neighborhood of 50,000, even despite the crisis in the Southern Cone...

Q.- You’re a man of vast experience in working with several Latin American countries. Do you have any plans to increase the group’s staff in this area?

A.- I’m head over heels in love with Latin America. Our company has been there since 1969. That means we’ve put our wise money on the continent and I think we’ve got a commitment here. You know all along the Americas are going through a highly complicated economic and social situation, and that explains why we’re making no short-term estimates. I believe we won’t see a reserve in this situation until 2004, given the fact that experts are reckoning only a 4 percent growth for the region this year. As we speak, there are three factors raising hurdles on the way to growth –the three of them derived from the war in the Gulf. Secondly and perhaps more importantly, we must take due account of the Latin American crisis with highlights in Argentina, Brazil and Venezuela. Finally, the reevaluation of the euro has made traveling to Europe more expensive. A Latin American trekker must now shell out 30 to 40 percent more money for traveling to Europe, let alone the local money exchange rate in each and every country.

Q.- How is tourism faring both in the continent and in the Caribbean?

A.- This is by far the best destination right now because it’s highly competitive in the quality-price ratio.

Q.- Now to Canada. What about the Canadian market?

A.- This market is key, but we’re not specialized in it.

Q.- Is Iberojet a top-notch tour operator?

A.- A hundred percent pure quality. For obvious reasons, we’re not focusing on quantity –due to the high cost of traveling to Europe- but rather on quality. You must bear in mind that buying our ground product takes a plane ticket that sets you back approximately $1,000.

Q.- You’re offering the Asian market from Latin America. What Asian nations do Latin American tourists travel to most?

A.- We don’t have a specialization in the Middle East, but rather on the Far East and Europe. Travels to the Middle East are now bogged down because of the current situation, but we had great moves towards Israel, Egypt and, to a lesser degree, to Turkey. Religious tourism is what really counts in the first two countries that I mentioned.

Q.- What’s your view of the merger of Central American countries for the sake of tourist promotion?

A.- We welcome that merger. They’re a bunch of small nations with their own characteristics. There’s a strong commitment among them and by putting a network together they could deliver and please customers in a hassle-free way.

Q.- You know all the ropes about Latin America. What do you make of multi-destination?

A.- We’re a multi-destination company. You must bear in mind that Latin American customers choose that modality across the board. In Europe we offer travel packages that provide a comprehensive view of traditional Europe.

Q.- There’s a number of major fairs taking place in Latin America. There’ll be a new one in September –the World Tourism Exhibition in Mexico. What can you say about these fairs?

A.- I think they’re very positive. We’ve piled up quite some experience in fairs because they usually allow a blend of purchasers, salespeople and new destinations at one fell swoop. I hope Mexico’s WTE could meet that need, too.

Q.- What’s your opinion about the merger of tour operators?

A.- The world is moving toward globalization and I think mom-and-pop businesses have no future in tourism unless they get specialization. Huge groups with their own tour operators, with networks of dealers either of their own or through partnerships, and even with their own airlines in some cases, could get a tighter grip of prices and services. Who could ask for more?

Q.- What kind of influence does the Turavia buyout exert on Iberojet International?

A.- It’s just another trademark and a brand new one, too. It’s just another slice of the market that now fits in Iberostar’s strategic growth plan.