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Hoteles todo incluido: Claves para el crecimiento de América Latina y el Caribe

El concepto tradicional de los hoteles todo incluido —también conocido como all-inclusive— ha evolucionado significativamente en los últimos años para adaptarse mejor a las preferencias, continuamente cambiantes, del consumidor, la demografía y las modalidades de reserva. El comportamiento y las expectativas de los huéspedes también se están modificando, debido a un cambio en la mentalidad de los viajantes y el disruptivo impacto de la tecnología. Cada día más, los viajeros buscan experiencias vacacionales más personalizadas y auténticas, más participación y conexión con la comunidad local, y un compromiso genuino en prácticas ambientalmente responsables, mientras mantienen el control total de sus elecciones y observan una creciente dependencia de los dispositivos móviles y electrónicos, como método de reserva preferido. Un modelo 2.0 mejorado del all-inclusive se está volviendo más sensible a las necesidades del consumidor y está experimentando una emocionante metamorfosis.

El comienzo de los hoteles todo incluido

El modelo comercial tradicional de los hoteles todo incluido se concibió originalmente en torno a la idea de un paquete de vacaciones estático que incluyera alojamiento, comidas y entretenimiento a un precio fijo. En las décadas de los 80 y 90, el concepto se expandió rápidamente, a lo largo de los destinos de playa en México y el Caribe, y fue muy popular entre los viajeros estadounidenses, canadienses y europeos que buscaban vacaciones en climas cálidos y a precios asequibles.

Pese a que el turismo fue, históricamente, un importante impulsor de la actividad económica local (y en muchos casos el principal) varios de estos destinos emergentes tenían una limitada infraestructura turística, reducida conectividad aérea y terrestre, problemas de seguridad y una falta general de ofertas y servicios complementarios de turismo. Como tal, los viajeros muchas veces se sentían cautivos de estos hoteles todo incluido de gran escala, ya que la naturaleza limitada y, a veces primitiva, de las atracciones aledañas no promovían que los huéspedes se aventuraran fuera del complejo a explorar.

En las últimas dos décadas, muchos países se han beneficiado del rápido crecimiento del turismo y el desarrollo de la infraestructura y las ofertas turísticas, y de la maduración general de los destinos. Solo en el Caribe, el volumen de visitantes se triplicó, pasando de aproximadamente 6,7 millones a 20,1 millones, entre 1980 y 2010. Además, se estima que llegará a los 26,5 millones en 2018, y 39 millones en 2028, según el World Travel & Tourism Council.

Muchos de estos destinos, que por necesidad tenían un modelo más tradicional de todo incluido, ahora ofrecen un espectro más amplio de servicios y comodidades, lo que ha permitido que los viajes experienciales prosperen. Esto ha resultado en la evolución del concepto del todo incluido, desde una experiencia estandarizada dentro de un gran resort a una opción de vacaciones más personalizada y local, donde los huéspedes se sienten incentivados a aventurarse fuera de los hoteles. Además, muchos centros turísticos están renovando su abanico de actividades recreativas complementarias, para incluir más experiencias de calidad con proveedores turísticos locales, como excursiones fuera del sitio que incluyen actividades de aventura al aire libre y visitas a sitios históricos y patrimoniales, experiencias culinarias para aprender sobre la gastronomía local y caminatas para observar la artesanía local. Esto, a su vez, ha llevado a los visitantes a disfrutar de una experiencia de vacaciones más auténtica y a desarrollar una conexión más fuerte con el lugar de destino.

Mientras que, hace algunas décadas la propuesta de valor de los hoteles todo incluido era la de unas vacaciones de bajo costo, que desafortunadamente en muchos casos se combinaba con comidas y bebidas insípidas y eventos de entretenimiento, la nueva generación de resorts se encuentra en una búsqueda frenética por ofrecer las mejores opciones de lujo a los huéspedes. Las mejores suites para niños, villas más fastuosas, suites más amplias, experiencias culinarias de primera categoría, producciones más sofisticadas con artistas de fama mundial, y los spas más exclusivos.

Mayor diferenciación de productos

La evolución del modelo todo incluido refleja un cambio en la oferta de productos y un mayor enfoque en la diferenciación, lo que ha generado la aparición de nuevas marcas dirigidas a diversos segmentos de mercado y con diferente nivel de precios. Siguiendo la microsegmentación tradicional de la demanda, ampliamente perfeccionada por los operadores norteamericanos (como, Marriott que opera 29 marcas, o Hilton que cuenta con 13 marcas, etc.), los grupos de todo incluido han comenzado a lanzar nuevos productos para segmentos específicos del mercado. Algunos ejemplos incluyen a Apple Leisure Group, con sede en Filadelfia, que cuenta con una cartera de seis marcas, incluidas Sunscape, Now, Breathless, Dreams, Secrets y Zoetry; Iberostar Hotels & Resorts con sede en Mallorca, con sus tres marcas de resorts Grand, Selection e Iberostar; y Sandals Resort, con sede en Montego Bay, con sus cuatro líneas de productos Sandals, Beaches, Grand Pineapple Beach Resorts y Fowl Cay Resorts. Los operadores de hoteles todo incluido están adoptando cada vez más un modelo multimarca para atender a una base de demanda más amplia, y ahora se están convirtiendo en un segmento de hospitalidad real e independiente.

Para mejorar aún más la diferenciación del producto y atraer nuevos segmentos de mercado, muchos operadores de hoteles todo incluido han formado alianzas estratégicas con marcas de consumo globales. Por ejemplo, Playa Hotels & Resorts recientemente lanzó una nueva marca de resorts todo incluido con la compañía Panama Jack. Del mismo modo, algunos operadores de hoteles todo incluido han formado asociaciones para marcar un aspecto de su operación. Por ejemplo, Club Med se asoció con Cirque du Soleil para lanzar Creative, una experiencia que incluye un parque infantil inspirado en el Cirque du Soleil, con más de 30 actividades recreativas. Otro caso es Karisma Hotels y su acuerdo con Nickelodeon para desarrollar una experiencia centrada en los niños, y una asociación separada con Margaritaville para desarrollar una colección de resorts inspirados en Jimmy Buffett.

 

Nuevos jugadores entran al mercado

En un esfuerzo por no quedarse atrás y ser parte de esta importante tendencia de mercado, varios operadores conocidos por trabajar bajo el Plan Europeo (“EP”, por sus siglas en inglés) han intentado ingresar al mercado de los hoteles todo incluido, con éxito variable, ya sea vendiendo paquetes con todo incluido en complejos EP existentes (como el Inclusive Getaways de Marriott en los hoteles Marriott Los Sueños en Costa Rica y Marriott Casa Magna Cancún en México), transformando propiedades EP tradicionales a hoteles todo incluido (como el Hard Rock Cancún y el Westin Conchal Costa Rica), o lanzando nuevas marcas todo incluido (como Ziva y Zilara de la bandera Hyatt). Otras compañías hoteleras como Hilton y Wyndham se aventuraron en el mercado del todo incluido a mediados de la década de 2000 (se realizaron experimentos con Coral by Hilton y Viva by Wyndham), pero se vieron afectadas por la crisis financiera mundial de 2008, que detuvo el desarrollo y ralentizó significativamente sus planes de crecimiento para el sector.

Hay evidencia  del continuo interés en el mercado por los hoteles todo incluido, a través de la consolidación de jugadores tradicionales y una fuerte actividad de fusión y adquisición (“M&A”, por su sigla en inglés). En junio de 2015, el Grupo Barceló adquirió Occidental Hotels & Resorts como parte de su expansión en América Latina y el Caribe, y aumentó su cartera regional en 13 hoteles. Más recientemente, en febrero de 2018, Playa Hotels & Resorts acordó comprar cinco resorts del grupo jamaiquino Sagicor para expandir aún más sus opciones de inventario y marca (Playa conservará la marca Jewel y operará un hotel de la marca Hilton bajo un programa todo incluido).

Además, el sector ha sido testigo del creciente apetito de inversionistas por participar en el sector como Terranum Group y Equity International en la inversión en Decameron Hotels (2014), KKR y KSL Capital Partners con la compra de Apple Leisure Group (2016) y la adquisición y posterior salida a la bolsa de Playa Hotels & Resorts a través de  Pace Corporation por parte de TPG (2017).

Hay sólidos fundamentos demográficos en América Latina y el Caribe que también están generando interés de los inversionistas en el sector. Por ejemplo, los cambios socioeconómicos, como el creciente número de viajeros más afluentes y la clase media en ascenso (que representa aproximadamente el 35% de la población de la región), el aumento del gasto discrecional en vacaciones y los cambiantes hábitos de viaje de los millennials, están generando un terreno fértil para que prospere el segmento todo incluido en la región. De hecho, según un estudio de Expedia, los millennials viajan un promedio de 35 días por año, de los cuales 55% se utilizan para viajes de vacaciones, y el 83% de ellos optan por vacaciones en un resort todo incluido. Esto corrobora aún más el gran interés de los principales operadores hoteleros de Plan Europeo en desarrollar una estrategia sólida y global para el sector todo incluido.

Sin embargo, estos operadores EP, aún pueden estar en desventaja al tratar de emular la integración vertical que ha sido el mantra de los todo incluido. Los operadores de todo incluido más establecidos han construido o adquirido fuertes plataformas de distribución (por ejemplo, Apple Leisure Group tiene Apple Vacations, Travel Impressions, Cheap Caribbean y recientemente adquirió Mark Travel) y servicios de administración de destinos (“destination management services”), lo que les permite mantener un contacto más cercano con el cliente, por un período prolongado durante toda la experiencia vacacional.

En BID Invest, la división del sector privado del Grupo del Banco Interamericano de Desarrollo, nos comprometemos a apoyar el desarrollo continuo del turismo en América Latina y el Caribe y, en particular, apoyar proyectos en todos los sectores hoteleros que tengan un fuerte impacto en el desarrollo y la capacidad de aprovechar la cadena de valor local. Vemos que el segmento de todo incluido está experimentando cambios estimulantes y continúa cosechando fuerza e importancia, lo que es un buen augurio para la región. Será emocionante ver cómo los grandes operadores de hoteles de Plan Europeo se suben al tren de los todo incluido y qué nuevos conceptos de marca se crean en los próximos años.

Si estás interesado en explorar más oportunidades de turismo sostenible, contáctanos.

Este blog fue publicado originalmente en Negocios Sostenibles.


Agustina Abal es asociada de inversiones de la unidad de Turismo de BID Invest. Ella participa en la originación y estructuración de proyectos de turismo en América Latina y el Caribe. Antes de unirse a BID Invest, Agustina trabajó en consultoras de hospitalidad y manejo de activos para Hersha Hospitality Trust, fondo de inversiones de bienes raíces del sector de hospitalidad. Agustina tiene un magíster en manejo de hospitalidad de la School of Hotel Administration de Cornell University.

Rogerio Basso se desempeña como Jefe de Turismo de BID Invest, la institución del sector privado del Grupo del Banco Interamericano de Desarrollo. Es responsable de la originación, las transacciones y la ejecución de la estrategia de turismo del BID Invest en la región al ofrecer una variedad de soluciones financieras que incluyen deuda, cuasicapital y capital.
Rogerio cuenta con más de 20 años de experiencia en la industria de bienes raíces y hospitalidad. Antes de unirse a BID Invest Rogerio fue jefe de inversión para Key International, también se desempeño como vicepresidente ejecutivo de Adquisiciones y Desarrollo para Terranum Hotels y como responsable de las asesorías para los sectores de bienes raíces y hospitalidad de Ernst & Young.

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