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Hospitality in Mexico Final Customers Identification

Customers Categorization

The final customers in the Mexican hospitality value chain can be categorized into two primary segments: Business-to-Consumer (B2C) and Business-to-Business (B2B). These segments represent the ultimate recipients of the services and experiences offered by the industry.

B2C Customers:

This segment comprises individual travelers and groups who directly purchase and consume hospitality services for personal use, leisure, or non-business purposes. They interact with various parts of the value chain, from booking travel and accommodation to dining at restaurants and participating in recreational activities.

  • Segments:
    • International Tourists
    • Domestic Travelers
    • Local Residents
    • Cruise Passengers

B2B Customers:

This segment includes organizations and businesses that purchase hospitality services, often in bulk or under corporate agreements, for their employees, clients, or specific events. While the services are ultimately consumed by individuals, the purchasing decision and transaction occur at the business level.

  • Segments:
    • Corporations (for business travel, employee accommodation, corporate events)
    • Event Organizers (including Meetings, Incentives, Conferences, and Exhibitions - MICE)
    • Other Businesses (purchasing catering for internal meetings, etc.)

Customer Characteristics and Demographics

The provided value chain analysis offers insights into the characteristics and demographics of these final customers:

B2C Customers:

The B2C customer base for the Mexican hospitality industry is characterized by its diversity. It includes "international tourists seeking luxury beach resorts and cultural experiences" and "domestic travelers". The industry caters to a "wide range of visitors". These customers utilize urban accommodations and services and engage in activities and recreation offered by the industry. They are the direct consumers of lodging, food and beverage services, transportation for personal travel, and various leisure activities. The volume of international tourist arrivals reached 45 million in 2024, generating over $32 billion USD in revenue. Domestic tourists also form a significant part of the B2C market, though domestic tourist arrivals in hotel rooms saw a moderate decrease by the end of April 2024 compared to 2023.

B2B Customers:

B2B customers primarily consist of "business clientele utilizing urban accommodations and services". This indicates that corporations are key customers for hotels, particularly in urban centers, requiring services for their employees traveling for business purposes. The value chain analysis also explicitly mentions "Meetings, Incentives, Conferences, and Exhibitions (MICE)" as a segment within Activities and Recreation, indicating that specialized organizers and venues focus on hosting business events, trade shows, and large group gatherings, with businesses being their direct clients. These B2B customers often negotiate "corporate rates for business travel and group rates for MICE organizers". Event organizers also fall under the B2B category when they contract catering services for external events like "corporate functions".

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