14 de June de 2024 New York

Blog Post

Las Agencias de Viajes y los Tour Operadores son la Mejor Herramienta para la Promoción

Resultado de imagen para julian amav

El Presidente de la Asociación Mexicana de Agencias de Viajes, AMAV, Julián Arroyo nos comenta,
en entrevista exclusiva, a acerca de sus logros, en el marco de los 25 años de la asociación, de las
nuevas tecnologías y las agencias de viajes, los retos de la nueva política turística, y la llegada de
turistas a nuestro país.
“La Amav, bueno llevamos casi ya un año en gestión, al frente en esta industria maravillosa. La
asociación lleva más de 25 años en diferentes sectores, yo me integro hace 8 años, fui parte del
consejo directivo, y fui creciendo con el sector, por ello celebramos estos 25 años con una gran
asistencia. Desde que inició mi gestión, hemos tenido un crecimiento del 110% y eso me honra en
tiempos de cambios donde nos hemos tenido que adaptar y aprender y estamos trabajando en
conjunto con todo el gremio, principalmente con diferentes asociaciones. En el transcurso de este
año hemos desarrollado muchas acciones, como acercamientos con varios estados, porque la
AMAV CDMX, no sólo está en la ciudad, ahora está a nivel nacional, ya tenemos agremiados en
diez estados, principalmente con tour operadores locales, que han encontrado negocio con
agentes de viajes de Chiapas, Querétaro, Guerrero, Guadalajara, Baja California, Quintana Roo, y
Estado de México.
Nuestro sector son la agencias de viajes, hemos segmentado muy bien a los minoristas,
mayoristas, tour operadores y meeting planners, en base a esto, es como la Amav ha crecido, y
agregando a otros actores de la industria que no le competen, buscamos fortalecer a los agentes
de viajes vinculando, esa es nuestra misión: que los agentes de viajes que lleguen a la Amav, y
tengan todas las herramientas para acercarlos a los hoteles, restaurantes, con atractivos turísticos,
con casas de cambios y todo lo que tenga que ver y requiera una agencia de viajes.
El agente de viajes vende paquetes y también los diseña y para hacerlo requieres de todos los
productos turísticos, para promover los paquetes y se venden a otros agentes de viajes.
Las nuevas tecnologías y los retos
Cuando inicia el tema de la tecnología, llegan empresas importantes como Amadeus y Travel Port
son empresas dedicadas a la tecnología. Hoy es una herramienta que nos ayuda mucho, porque
ellos capacitan constantemente a los agentes de viajes. Hubo un miedo general cuando inician las
plataformas tecnológicas, porque empiezan desplazar a las agencias, debido a que el turista entra
a las plataformas y empieza a buscar desde su dispositivo, Tablet o computadora y las agencias de
viajes dejan de vender, se decía que desaparecerían, yo creo hay muchas cosas que han
desaparecido con la tecnología y no las agencias. Nos damos cuenta en la Amav, que se suman
agentes nuevos, es decir, abriendo pequeñas agencias de viajes y están con nosotros por dos
razones: una por obviamente trabajar solos es muy difícil, vienen y se suman y encuentran amigos,
orientación, invitaciones; encuentran capacitación y tenemos que adaptarnos a la tecnología, por
ello, damos asesorías virtuales. Al principio hubo mucho descontrol, agentes con muchos años,
que difícilmente saben manejar una laptop, que estaban acostumbrados a vender en trato directo,
sin embargo, las agencias tienen que cambiar su modelo de ventas, se tienen que especializar,
aunque sigan vendiendo el viaje a China o Europa, tienen que ser especialistas en un destino, o en
turismo de bodas, excursiones de aventura, hay agencias que se dedican a este segmento tiene
éxito.

Cuando las ventas empezaron a caer, nos preguntamos qué está pasando, aguantamos y nos
actualizamos, y con el tiempo, los clientes regresan, porque hay un tema que es el fraude y el
riesgo, en muchas partes del mundo la gente ha sido engañada en plataformas y redes sociales
que no existen: entran, compran y cuando llegan no tienen boleto de avión, no tienen hotel, no
tienes nada. Por eso la gente regresa a las agencias, con los amigos de años, que saben son
agencias seguras y confiables, porque el agente de viajes te recomienda, te dice quehacer, es un
facilitador, te orienta, porque conoce los destinos que ofrece y todo en caso tienes a quién
reclamarle.
En actualidad, hay un modelo de negocios tiene mucho, auge: el Turismo de la Tercera Edad, ellos
no se meten con la tecnología, van guiados por un asesor, un agente que les explica , les lleva el
material que necesitan, los acompaña en el viaje desde su lugar de reunión y está coordinando
todo para el disfrute de los abuelitos, es el factor humano que tiene el agente de viajes, quiero
ver que eso lo haga un robot. Por eso la labor del agente viajes es primordial para el turismo. Al
igual que los guías de turistas, el transporte y todo lo necesario para dar el servicio, es el trabajo
del receptivo, la calidad y la atención te genera clientes, porque un turista te recomienda y esa
una excelente promoción.
Retos de la nueva política turística y las nuevas formas de operar de las agencias de viajes
Fuimos invitados formar parte del Consejo Diplomático Turístico, estamos analizando los temas
con la Secretaria de Relaciones Exteriores y la Secretaría de Turismo, a raíz de la desaparición del
CPTM, fue la estrategia de tener a todos los actores principales y tener un consejo, ya hubo
reuniones y la nueva política ha sido dura para todo el sector, el cierre del proyecto del nuevo
aeropuerto, todos estábamos emocionados por tener un servicio de primer mundo, de primer
nivel y la desaparición del CPTM, que hacia su labor, porque México estaba en muchos lados
promocionándose, llegamos a estar dentro de los 10 países más visitados, de un 15 llegamos a
hasta un sexto lugar, no hay que negar, ni minimizar la labor del CPTM con campañas importantes
para diversificar los productos, porque antes sólo se vendía México como destino de sol y playa,
hubo campañas para promocionar los 32 estados, eso fue muy bueno.
En la Ciudad de México se incrementó la pernocta de fin se semana y en diferentes ciudades.
Obviamente, con esta nueva política queda un vacío, que nos deja con grandes retos y una labor
muy grande: que la promoción se haga desde los consulados y las embajadas, no va a ser fácil, ni
de la noche a la mañana, porque la prioridad de los consulados, no es el turismo, su agenda es
ajena a esta actividad; ahora se tiene que capacitar al personal de consulados y embajadas, se
integren a la promoción y esperamos que sea muy pronto porque vamos en retroceso en el sector,
si hay preocupación general.
El tema de la presencia de México en las ferias internacionales, causó un fuerte impacto para la
pequeña y mediana empresa porque ya no hubo apoyo para asistir y presentar sus productos
turísticos de calidad internacional, ahora están bajando las tarifas para atraer a los turistas. Por
otra parte, hay pláticas con el secretario de turismo para acceder de nuevo a estos apoyos para las
pymes. Lo que está pasando en las ferias, es que México se ve disperso, habrá cinco o seis stands
por ahí regados con hoteles y operadores, esto no es buena imagen para México en el mundo,
mientras que Argentina, Guatemala, Colombia tienen un pabellón enorme mostrando su
diversidad turística.

El 2020 viene a conciliar una política de austeridad, y debemos tomar acciones para seguir con la
política de promoción por ello, AMAV CDMX estará presente por primera vez en la Feria
Internacional de Turismo, Fitur con ocho operadores, tendremos un pabellón de 30 mts. Vamos
porque estamos preocupados por la imagen en las ferias internacionales y esperamos que se
sumen otras asociaciones para tener una fuerte presencia, vienen otras ferias y estamos
analizando participar.
Les comento, que AMAV CDMX convenció a las autoridades Ciudad de México para que México
participara en Colombia en la feria de Anato, y ellos nos apoyaron con el piso donde estuvieron
quince empresas para comercializar los sitios. Después de Estados Unidos, los turistas de Colombia
son los mejores clientes para Ciudad. Aunque estos apoyos se detuvieron por diversas
circunstancias en otras ferias.
Por supuesto, que estamos apostando por la promoción, vamos a seguir participando en el
Consejo Diplomático, nos presentaron proyectos como el aeropuerto de Santa Lucía, los casos de
emergencia como el sargazo; para la tercera reunión se formarán grupos de trabajo para saber
donde podemos participar. El tema de visitmexico fue una gran campaña y todavía no le veo
mucho rumbo, no esta definido, es una plataforma de tecnología, pero no tiene ni pies ni cabeza,
esperemos que avance, la idea es que todos puedan participar en esta plataforma, hoteles, tour
operadores, que el producto turístico sea de nuestros agremiados no solamente de una empresa,
ya que eso no sería atractivo.
La llegada de los turistas a nuestro país
Hay a varios escenarios, como el sargazo que complicó la llegada de turistas internacionales, las
playas estaban llenas de sargazo maloliente y sucias, obviamente, nuestros competidores, otros
países del Caribe aprovecharon para atraer a nuestros clientes, sacaron muy buenos paquetes con
excelentes costos y decían “no vayas Cancún, ve a estas bonitas playas del Caribe”. Hablando con
los operadores de Cancún estaban preocupados por la caída en el hospedaje, estuvo fuerte; el
tema de inseguridad, las noticias que aparecen todos los días, donde estaba CPTM, que era la
balanza para hacer campañas y contrarrestar con la parte turística, los lugares que son los focos
rojos en el país. La inseguridad si detiene a los turistas para decidir visitar a nuestro país, porque
las noticias no son buenas, y eso nos deja muy mal en el extranjero, y gobierno tiene que trabajar
mucho en ese sentido, porque nosotros podemos ir a promocionar, pero no tenemos el alcance
que tenía el CPTM, hace falta ese apoyo.
Debemos traer otros modelos de negocios y regresar a la parte antigua, y traer líderes de opinión,
fam trips, prensa internacional para que se percaten de cómo esta nuestro país y todo lo bueno
que tiene para ofrecer. Apoyamos al Fondo Mixto con lo que nos está solicitando, el nuevo vuelo
de Emirates y la llegada de sus turistas son noticias buenas, hay algunas rutas que están creciendo
y otras que se están cerrando. Interjet ha crecido en Sudamérica y eso ha permitido la llegada de
forma directa de Colombia, como Medellín – Ciudad de México donde ya no hay conexiones y eso
baja los cotos de los paquetes. Ecuador ha crecido mucho después de que quitaron la visa, llegan
muchos ecuatorianos al país durante todo el año. American Airlines llega Acapulco con un vuelo
directo, el vuelo Cancún – Acapulco eso es muy atractivo, porque ahora los pasajeros pueden
visitar dos playas con un solo boleto con Interjet y esas son buenas noticias. Ya los operadores
preparan productos nuevos.

Ahora las agencias de viajes y los tour operadores son la mejor herramienta para la promoción
turística. Mantenemos los clientes de Centroamérica, gran cantidad de gente viene a la Fórmula
Uno, llegan a los grandes eventos, son gente de buen nivel y nadie les hace caso, más nosotros los
atendemos, también llegan de El Salvador, y Guatemala con ellos nos va muy bien, tuvimos un
crecimiento importante en la empresa, abrimos el modelo de transporte propio. Ahora tenemos la
operación completa, contamos con guías de turistas, un área de operación, contamos camionetas
para servicios privados y retamos para otras empresas, soy apasionado de los viajes y el progreso
del sector es, ir todos juntos, para hacer la promoción en conjunto.
Lanzamiento
La AMAV CDMX, esta por lanzar un diplomado para agencias de viajes, consta de ocho temas y se
puede elegir uno, para especializarse, gracias a un convenio entre España, con la Universidad de
Madrid y el Fondo Mixto, así nuestros agentes ya se están registrando, será de modo virtual, de
150 horas y todos va a poder capacitarse desde su casa u oficina, avalado por la universidad de
Madrid.

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