This presentation by Dave Law was delivered at the 'Concessioning tourism opportunities in conservation areas and maximising rural development' workshop, held in Maputo between 19-22 March 2012 (Day 2, Session 6, Integrating sustainability)

1. Barra Resorts
Traditionally we have been in Beach resorts
One might ask now what are we doing in these concession
areas
We are Looking to broaden our portfolio
Bush and beach is our next focus
We believe we have identified a market that likes to pioneer
and explore new areas
We plan to establish a route of Bush Camps to provide this
service
We therefore would like to introduce this market to the
wonders of rural Mozambique
Dave Law I hope this will be the catalyst to get tourism to these areas
We have identified a number of sites not only in the National
parks but in many other areas as well
Our strategy is to develop these so we can get our foot in the
door knowing this is a long term strategy
Opportunities
Have a strategy
Mozambique is full of opportunities One should have a long term strategy
One simple reason: it is very difficult to operate in Mozambique 1. The Concessions are in a pitiful state at he moment.
Those who are prepared to persevere can reap the rewards in 2. So one must have long term view of the potential
the long term
Barra lodge is a good example, when we started we even had 3. I do expect that Private sector presence will be the
to build the roads to get there catalyst to improving our parks.
Today we are well established 4. Next you must have researched your target market
So my philosophy is to get in early and persevere thoroughly
Long term, the rewards of having been there first should pay off 5. Do not tempted to over capitalize unless you are 100%
Would just like to make it clear , what ever we do it is to make a sure you have a winner
profit, we are not philanthropists, but we do have a social 6. Use as much funding from external sources as possible
responsibility 7. Following these strategies hopefully one should have
For any of these wonderful concessions to blossom it must make a reasonable chance of success
money for the operator or they will be gone.
So I appeal to those concerned not to kill the goose that lays the
golden egg.
How to succeed Marketing
Collaboration is the key to success I have not heard to much about marketing at this
seminar
Form alliances
Marketing is the be all and end all of making
Work with the communities these projects work.
Work with NGO’s Without tourism you are dead before you have
Joint marketing affiliations started.
Work with the media I cant emphasise how important this is,
Use every opportunity to collaborate with unfortunately the governments budget it pitiful, if
all allied establishments this not rectified all your hard work will go down
the drain

2. KISS Our strategy
Keep it simple Our market research identified an adventure market
Logistically Mozambique is difficult that likes to explore with their 4X4’s
Don’t complicate your operation, you can always expand I like to believe this market will be the forerunner for
later greater tourism
Make sure you can manage without over extending To meet this demand we looked at setting up a chain of
Construction must be quick and simple destinations that are approximately a 4 hr driving
Be self reliant in as much as possible, try not to depend on distance apart
others. Obviously the parks are our primary target
Make your buildings aesthetically pleasing and functional The destinations we are looking at must either be
Keep all agreements as simple as possible Strategically situated
Don’t make promises you can’t keep Have a unique feature
Offer a little and but deliver more Offer activities that make it a desirable destination
Offer simple yet comfortable accommodation and necessary
facilities
Covane - Lake Masingir
Barra Bush Camp Route Map
Banhine Lake Banamana

3. Zinave Govuro
Inharime Dobela - Maputo Elephant Reserve
G Gorongosa
Gorongosa

4. The process Obstacles
First Identify a site that suites your plan Dealing with bureaucracy is a major obstacle
You will need to have a viable concept Patience will be a key factor to success
Prepare a bankable business plan If one is an entrepreneur you can make a decision
My advice is to link up with a proactive NGO or in 1 minute
community broker
If you are an official this process can take months
Make sure you can motivate the project to comply or have heard years
with all the criteria required
Then you need to shop this around to all the I have heard of these time lines, but it is simple to
authorities concerned and also the communities make a query and then start delaying forever.
that will be affected As you can imagine this is very frustrating and the
Persevere cause of many people walking away
I don’t have the answer but be careful you don’t
kill that goose that lays the golden egg
Pit falls The Way forward
One has to be exceptionally cautious in not In My opinion, authorities must realize that the
contravening a multitude of laws and regulations only way poverty will ever be conquered is
GOOD advice is essential
through small business and entrepreneurs
Red Tape and Labour laws do not encourage investors creating jobs
My salvation has been working through NGO’s who
have the patience and understanding with all the ins Tourism is sustainable and not a flash in the
and out’s pan project, all around the world it has had a
Unfortunately there seems to be a culture of targeting significant effect on GDP
tourism operations for a multitude of fees and fines It has been claimed that for every one job
Many departments depend on fines and a multitude of created 20 more people are supported
fees to survive, so this is a reality.
Dealing with Labour contracts and regulations is a Developing tourism in rural areas will go a long
minefield, one will need a qualified expert to help way to stimulating growth
Community participation Working with Communities
We have had past experience in working with Key to establishing a long term relationship is for
Communities communities to perceive a benefit from tourism
In nearly all cases in Mozambique you will be How we have been successful has been to share
involved with communities some of our infrastructure, like water supplies,
Its important to remember that whatever one does assistance with clinics and schools.
you will be dependant on the community one way Our strategy has been to encourage tourist to
or another assist in any way possible, school materials,
It is vital to have a good relationship with the cloths etc.
community Many companies have donated funds to projects
The benefits of a good relationship will be I believe there is a future in community tourism
numerous projects

5. Working with Communities
Don’t create too much expectation, it is better
not to promise too much but rather deliver more
than expected
Most of all ask what the community needs, not
what you think they need
We have had amazing relationships with some
of our local communities by having close ties
Not only do they look after your assets, they also
actively police your operation against any harm
In Closing
Choose good sites. Location is critical
Have a long term view
Get good advice
Work with the community
Have a good marketing Strategy
Keep it simple
Don’t over capitalize.
Thank You
Dave Law