El Marketing y la Sustentabilidad
Por Fabián Piqué (*)
En un encuentro a fines de 2016 tuve la oportunidad de conocer personalmente a Luigi Cabrini, Chair del GSTC (Global Sustainable Tourism Council), quien presentó en Buenos Aires los actuales lineamientos que sigue la entidad a su cargo, y destacando que este año 2017 había sido declarado el “Año Internacional del Turismo Sostenible para el Desarrollo”. Su ponencia giró en torno a la necesidad de abrir más puertas comunicacionales para concientizar al viajero de las acciones responsables que llevan adelante los Destinos y emprendimientos.
A mi pregunta acerca del valor que le daba en este tema al “marketing verde”, me aseguró que en este momento es uno de los focos de mayor interés, incluso mencionando el trabajo que viene realizando desde Reino Unido, el profesor catalán Xavier Font, docente en la Universidad de Leeds, quien alienta a seducir al turista haciéndolo participar activamente, pero cuidando de no caer en el “green washing” (promesas verdes que luego no se cumplen).
En el recientemente finalizado II Congreso Binacional de Marketing Turístico, desarrollado en las ciudades de Encarnación (Paraguay) y Posadas (Misiones, Argentina), tuve la oportunidad de proponer, convocar y moderar un Panel donde justamente logramos presentar a debate el tema que tanto Cabrini como Font están pregonando desde sus escritorios europeos.
¿Cómo hacer que los responsables del Marketing, especialmente digital y de redes sociales, conozcan e incluyan adecuadamente las ventajas competitivas que brindan las acciones sustentables?
Para este intercambio invité a 3 profesionales de diferentes perfiles, para que me pudieran acompañar y compartir este tema en el Congreso, aprovechando sus variadas visiones, experiencias e ideas.
¿Cuáles son las acciones responsables que tienen mayor valor de percepción de valor por parte del turista?
¿Es conveniente hacer participar de manera activa al huésped de un Hotel en las acciones sustentables que lleva adelante, o sugerimos actuar más pasivamente?
Estas y otras preguntas disparadoras permitieron a Santiago Soler (Consultor con experiencia en proyectos BID y asociado a National Geographic), Alejandro Avampini (emprendedor hotelero, dueño del Ecolodge Del Nómade) y Matías Godoy (Gerente de la Agencia Mundo Joven), debatir conmigo este tema tan dinámico y que esperamos aporte sustancia a community managers, publicistas y directores de marketing de empresas turísticas, Entes y Secretarías de Turismo.
Para enriquecer el intercambio se disparó a los asistentes al Congreso, un hastag desde el cual pudieran participar de una encuesta por tweeter, donde decidían qué tema llamaba más su atención entre alguna de las muchas acciones sustentables posibles. Elegimos 3: a) que el Destino o alojamiento tenga un manejo adecuado del agua y los residuos, b) que utilice energías renovables, o c) que demuestre un fuerte compromiso activo con la comunidad local.
De las decenas de respuestas recibidas surgió que por igual (un 40% cada una) las preferencias eran por a) y c), mientras que la opción b) quedaba con un 20% de las elecciones.
En mis frecuentes encuentros con hoteleros y responsables de comercialización, veo que las posturas son también diversas y dispersas. Hay emprendimientos que desde el momento del arribo, invitan al viajero a conocer su compromiso sustentable, tratando de involucrarlo en sus acciones cotidianas de manera activa: tomar contacto con representantes de la comunidad local, plantar un árbol de especie autóctona, hacer aportes directos para la conservación de algún animal en riesgo de extinción, y otras.
También están quienes optan por realizar sus acciones de manera silenciosa, contando con que el viajero de alguna forma lo notará, y sabrá así valorar adecuadamente su compromiso y esto le genere una ventaja competitiva más.
Tanto una u otra postura son válidas si surgen de un análisis del comportamiento del turista en cada caso, proveniente de encuestas o de observaciones atildadas.
Pero queda cada vez menos margen para aquellos que aún no consideran la importancia creciente que el tema de la Sustentabilidad está cobrando en el turista promedio, que por educación o concientización, ya está más que atento a estos detalles.
El tema está abierto, las conclusiones varían según el segmento de demanda que analicemos. No es lo mismo un millennial que una familia tipo porteña. O un matrimonio europeo de edad madura. Y queda claro que el segmento corporativo y el negocio MICE es quizá el que más rápidamente toma nota de lo que se hace en un Destino u Hotel, plausibles de ser elegidos para un Evento. Es cada vez más habitual encontrar solicitudes y requerimientos previos a la reserva donde el organizador pregunta sobre el manejo que reciben los residuos, las certificaciones en sustentabilidad y el uso eficiente de la energía, por ejemplo.
Los más de 300 asistentes del II Congreso Binacional, agradecieron la oportunidad de compartir este Panel, y nosotros seguiremos investigando y proponiendo caminos para que el Marketing y la generación de contenidos basados en las acciones sustentables llevados a cabo por emprendimientos y Destinos, sea cada vez más eficaces.
(*) Consultor en Turismo Sustentable y Marketing. Capacitador y Auditor
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