We’ve been hearing a lot negative publicity about Mexico for some time now. With the drug war all over the U.S. press, I found it really interesting that the top spot of Expo Magazine’s Top 25 Fastest-Growth Show  was the PAACE Automakanica Mexico exhibition, held at the Centro Banamex de Exposiciones in Mexico City.

I asked former IAEE Chairwoman an longtime Mexican show organizer Patricia Farias, CEM, COO of Cancunmesse a few questions about the current state of the Mexican exhibition industry. [Full disclosure: I worked as a tradeshow organizer in Mexico for many years and acknowledge a certain bias towards the country, business, people, food and drink.]



I noticed PAACE Automakanica Mexico was the number-one spot on Expo Magazine’s top 25 Fast-Growth Shows. Care to comment?

Farias: It is very nice that a Mexican show got the number-one spot. It goes to show the industry what the potential for growth on shows is in Mexico! 



As a longtime Mexican show organizer, what do you think are the top couple of facts U.S. exhibitors and show organizers should know about Mexican exhibitions?

Farias: Exhibitions are essentially different in the way business is conducted. This includes hours of operation, ways to engage prospects, etc. Physically, our shows are more European in that hardwall is used instead of the U.S. Pipe & Drape model.

Show hours are different, typically starting later in the day and ending in the evening. Extensive entertainment in the booth is much more common than in the U.S. (SS note: I found it amusing how many people twittered about the 11:00am start time of CTIA this week in Orlando. I thought it quite civilized. Really, who wants to be on a show floor at 8am after a late night of entertaining clients?)

Big buyers tend to come at the end of the show—not at the beginning, so deals on the last day of an exhibition are more prevalent when compared with the U.S. Typically the first couple of days technicians and scouts will come visit a show and report back to the boss if it’s worth attending. If they feel it’s good, the boss comes the last day, last hours.

Lastly, closing time is not necessarily that. Buyers do not get thrown out when the show is over—they are allowed to finish conducting business. (SS: typically, our Mexican shows would actually end an hour after closing.)

Many of these variations with the U.S. way of doing exhibitions are due to the cultural differences.



Please comment on the safety/crime/drug war issue as it relates to exhibitions. To your knowledge, have there been any incidents or issues with exhibitions being directly impacted?

Farias: To my knowledge, there have been no incidents with the safety of exhibitors or shows. The drug violence in general is greatly overstated in the American press. It’s unfortunate that the Mexican government has not been able to institute a PR campaign to counter misconceptions.

Crime rates in Mexico (even in the Northern areas where there is drug violence) are lower than in Washington, D.C., New Orleans, Houston, Las Vegas and Chicago. Also, unless you are in Mexico to consume drugs or are involved in the drug trade, the violence won’t be seen and you won’t be touched by it.

In the 1980s, I lived in Miami and was told the drug violence was terrible—that I should avoid being outdoors after dark. (Miami Vice anyone?) Turns out that this was true for those hanging out around drug areas, not true if you just went about your normal business.

The same goes for Mexico. If you hang out in dangerous, seedy areas of any large city in the world, you put yourself at risk.



Does AMPROFEC (the Mexican version of IAEE, ESCA and TSEA combined) or the Mexico Tourism Board have a statement or policy position on the subject? AMPROFEC had nothing up on the site.

Farias: Unfortunately, they do not—and I believe it’s a huge mistake. They think if they talk about the situation, then it becomes more apparent. I believe they are dead wrong, resulting in the uninformed U.S. press creating a “truth” out of wrong perceptions and misinformation.



Anything else you want to add?

Farias: Mexico is still a great market of opportunity. Many organizers are turning to Brazil and running there based on data that is not necessarily absolute. Brazil’s GNP and population are larger than Mexico’s, but their per capita is much lower and crime rates are higher. Their legal system and barriers regarding international business are much more complex than Mexico’s.

If U.S. organizers do not do their research and just go with what’s "in vogue," they will continue to miss opportunities right next door.