Prior to moving to Malta in 1994, I enjoyed a successful career in sales and marketing, as well as logistics, always leading teams and developing & implementing innovations.
In 1994 I moved to Malta and joined a local DMC where I did the same until I founded On Site Malta in 2000.
From its inception, On Site Malta set out to become the most professional DMC, always abreast with new developments in the industry and setting standards.
The results are there: in 2010 On Site Malta successfully handled the largest conference ever organised in Malta, namely the Oriflame Gold Conference with 4200 delegates. In 2014 yet again On Site Malta set a first when it handled the 40th Anniversary celebrations for 7000 delegates of a German finance company, arriving on 4 cruise ships and spending an evening enjoying mind-blowing entertainment acts at the Valletta Waterfront, where our preparations for the event took almost three weeks of closely coordinated set-up.
What is a destination management company? What does it do?
A Destination Management Company (DMC) assists the organizer of a MICE (meetings, Incentives, Conferences, Events) event - be it a meeting, incentive, conference or other type of event – in all aspects of the organization of such an event in the destination; Malta in our case. The DMC possesses an in depth knowledge of the destination, has excellent relations with reliable local suppliers (such as transport, restaurants etc) and is a crucial and dependable link between them and the client.
The assistance usually includes, but is not limited to, sourcing and contracting the hotel, event or meeting space, booking and coordination of all transport, excursions and activities, meals, dinners, entertainment, etc.
What is the importance of a DMC in the tourism industry?
A DMC is the go-to entity for corporations and organizations that don’t wish to involve themselves in the production of the framework of their event, but rather to concentrate on the content of it. Reliable DMC’s will ensure that the destination attracts what is probably the most lucrative of tourism niches.
As a manager what is your specific role?
Apart from setting out the roadmaps and strategies for the company, I oversee all departments that make up the company: Marketing, Sales, Operations, Finance, Admin and Human Resources.
Can you describe a typical day at the ‘office’?
The first thing is dealing with e-mail: weeding through them to separate the important ones from the less important. Replying to clients and passing on requests for proposals to the sales department. Next would be checking which operations are imminent or at hand, as well as sitting in on any debriefs of past operations
Financial matters, such as payments, both incoming and outgoing are next. Apart from this, there would be meetings, either with clients or suppliers, and dealing with any ad-hoc situations.
What jobs/roles are available in a DMC?
Apart from the admin and accounts related functions, most staff within a DMC need to be all-rounders: being able to do their share in sales as well as getting involved with operations. More specific positions would be marketing or sales.
What does each one do?
The staff engaged in marketing would need to have knowledge of the subject and be able to identify new markets or find new ways to market in the existing ones. Sales staff would need to have a talent for compiling attractive proposals, and operational staff would require great interpersonal skills, a cool head and amazing stamina.
What qualifications do you require for these jobs?
It helps to have studied in the respective fields, but much of the knowledge that is required to work within a DMC is acquired “on the job”.
What personal qualities do you look for in employees?
Imagination and creativity are key, in combination with talent, ambition, intellect and sociability, I would say.