1. US-Canada Sales Structure
2008- Proposal
Presented by Gabriel R. Emanuelli
December 2008

2. Index
• 2006 US – Staff Coverage
• 2007 US – Staff “Actual”
• 2008 US – Staff “Proposed” coverage
• US - Territory > Target Market
– Census / Air Access / Historical Data - Report
• Challenges
• Bottom Line

3. ÁREA DE MERCADEO Y PROMOCIÓN
División de Mercadeo y Operaciones Globales
Operaciones Estados Unidos
1-Director
VACANTE (CF)
Director de Mercadeo y Operaciones Turísticas
(Continentales)
3- Reg. Mgr’s
María E. Figueroa (C)
8- Admin. Staff
20- BDM’s
Oficial de Administración I
2005 - 2006 32- Total
Elinam Feliciano (C)
Oficial de Administración II
Narciso Moreno (C) Yolanda Figueroa (C) Teresa Morales (C) Sunny Montgomery (CTO)
Gerente Regional Gerente Regional Gerente Regional Gerente Regional
de Desarrollo de Negocios III (RMBD) de Desarrollo de Negocios III de Desarrollo de Negocios III de Desarrollo de Negocios
Canada
Melissa Maldonado (C)
Administradora de Sistemas Kerry Richards (CTO)
de Oficina I Asistente
VACANTE (C) Carmen Rosario Nancy Rodríguez (C) Lydia Torres (C) Meliza Muñiz (C) Canada
Auxiliar Administrativo II Elizabeth Tirado (C) Auxiliar Auxiliar Oficial de Auxiliar
Administradora de Sistemas Administrativo II Administrativo II Administración II Administrativo II
de Oficina I
Rosanna Fotti (CTO)
Iris Bukvic (C) Gerente de Ventas
Administradora de Sistemas Canada
de Oficina III
Gerente de Desarrollo de Gerente de Desarrollo de
Gerente de Desarrollo de Negocios EU (7) (C)
Negocios EU (7) (C) (1) VACANTE
Negocios EU (7) (C) (BDM) Joseph Dohnert II, Mayra Vázquez, María M. Pascual,
Vanessa Lugo, Miriam Cardona II, Gerry Paine II,
Peter Terrace II, Norma Colón II, José Figueroa II, María del Mar Landrau II, Luis Quiñones II, Doris Jusino,
Gloria Dean II, Pedro N. Ramos,
José Dávila II, Margarita Mendoza, Rhoane A. Oliveros José Iturregui
María E. Vázquez
Omar Soto
APROBADO POR
Vo. Bo
Director de Oficina u División Director de Recursos Humanos
Director Ejecutivo Auxiliar
12/12/2005
Fecha: Fecha:

4. 2006 / US-Map (Coverage)
Last updated: March 2007

5. 2007 - Actual
1- Director
7- BDM’s
5- Admin. Staff
13- Total
-(60%) Vs 06

6. 2007 / Actual Coverage

7. Top Twenty Two US Markets
Fiscal Year Jul- Jun 2005-06 VS 2004-05 Calendar Year 2006 VS 2005
*mar *mar TOTAL TOP *mar *mar
TOTAL TOP TWENTY
ket ket TWENTY TWO ket ket
TWO MARKETS
share share MARKETS share share
21.8 21.5 21.4 21.8
1. NEW YORK 254,369 NEW YORK 239,853 1. NEW YORK 250,473 NEW YORK 249,709
% % % %
16.9 16.3 16.8 16.6
2. FLORIDA 196,826 FLORIDA 181,221 2. FLORIDA 196,405 FLORIDA 189,554
% % % %
13.6 13.7 13.4 13.7
3. NEW JERSEY 159,076 NEW JERSEY 152,265 3. NEW JERSEY 157,122 NEW JERSEY 156,898
% % % %
4. CALIFORNIA 70,040 6.0% TEXAS 72,565 6.5% 4. CALIFORNIA 74,304 6.3% CALIFORNIA 68,903 6.0%
5. TEXAS 67,988 5.8% CALIFORNIA 67,655 6.1% 5. TEXAS 67,133 5.7% TEXAS 68,006 5.9%
6. ILLINOIS 52,685 4.5% ILLINOIS 49,181 4.4% 6. ILLINOIS 53,165 4.5% ILLINOIS 52,735 4.6%
7. PENNSYLVANIA 47,577 4.1% PENNSYLVANIA 46,106 4.1% 7. PENNSYLVANIA 48,347 4.1% PENNSYLVANIA 46,881 4.1%
8. MASSACHUSETTS 45,418 3.9% 43,563 3.9% 8. MASSACHUSETTS 46,977 4.0% 44,159 3.9%
MASSACHUSETTS MASSACHUSETTS
9. GEORGIA 43,442 3.7% GEORGIA 40,498 3.6% 9. GEORGIA 43,037 3.7% GEORGIA 42,450 3.7%
WASHINGTON
10. CONNECTICUT 33,334 2.9% 33,009 3.0% 10. CONNECTICUT 34,485 2.9% CONNECTICUT 31,443 2.7%
D.C.
11. WASHINGTON D.C. 27,233 2.3% CONNECTICUT 29,818 2.7% 11. VIRGINIA 28,301 2.4% VIRGINIA 25,216 2.2%
12. WASHINGTON WASHINGTON
12. VIRGINIA 26,726 2.3% VIRGINIA 24,661 2.2% 26,597 2.3% 27,367 2.4%
D.C. D.C.
13. WASHINGTON 25,502 2.2% WASHINGTON 22,534 2.0% 13. WASHINGTON 24,678 2.1% WASHINGTON 25,760 2.3%
14. MARYLAND 21,329 1.8% MARYLAND 19,746 1.8% 14. MARYLAND 22,455 1.9% MARYLAND 20,885 1.8%
15. OHIO 21,259 1.8% OHIO 19,548 1.8% 15. OHIO 21,453 1.8% OHIO 20,806 1.8%
16. NORTH NORTH
16. MICHIGAN 18,100 1.6% MICHIGAN 17,339 1.6% 18,073 1.5% 16,666 1.5%
CAROLINA CAROLINA
NORTH
17. NORTH CAROLINA 16,922 1.5% 16,462 1.5% 17. MICHIGAN 17,728 1.5% MICHIGAN 17,843 1.6%
CAROLINA
18. COLORADO 13,774 1.2% TENNESSEE 14,133 1.3% 18. COLORADO 13,822 1.2% COLORADO 13,302 1.2%
19. TENNESSEE 13,187 1.1% COLORADO 13,036 1.2% 19. TENNESSEE 13,444 1.1% TENNESSEE 13,366 1.2%
20. ARIZONA 12,025 1.0% MINNESOTA 11,937 1.1% 20. ARIZONA 12,523 1.1% ARIZONA 11,859 1.0%
21. MINNESOTA 11,662 4.9% ARIZONA 11,203 4.9% 21. MINNESOTA 11,388 4.7% MINNESOTA 11,378 4.9%
22. WISCONSIN 11,245 4.7% MISSOURI 10,890 4.8% 22. WISCONSIN 11,150 4.6% WISCONSIN 10,581 4.6%

8. Air Access / Transportation
San Juan currently has over 518 weekly flights
from the U.S. mainland
U.S. Service Connection to Europe
East Coast = 75% total Visitor’s

9. Top 10 US Destination Airports in AIL
LMM

10. 2008 Proposed Staff
US-Canada Team
1- Director
2- Reg. Mgr’s
10- BDM’s
5- Admin. Staff
18- Total

11. 2008 Proposed Coverage

12. US Sales Cost (Budget) / Cost – Expense Impact
2006 2007 2008
$3,312,761 $3,426,632 $2,047,102
3.43% - (41%)
US Sales Cost (Budget)
Current BDM’s / Pay Scale 7 / Salary Range ($3,335 - $5,265) X Month
Using $6,000 (Conservative – Top end) x 5 (New BDM’s) = $30k x Month =
$360,000.00
BMS’s Hire Date (payroll impact) = April or May -08 – June = 2-3 Months
impact = $60k - $90k
2008 = $2,047,102 + $90k = $2,137,102.00 (Vs) 2007 = - (38%)
2009 (08-09) Fully Allocated = $2,407,102.00 (Vs) 2007 = - (30%)
Assumptions Used:
•Fondo 10 / Accts. 4148 / 4150 / 4155 / 4160
•Canada NOT included

13. New Hires “Vendor” Option
• Pros
– Not Directly Employed by PRTC
– Flexibility in Adding / Reducing staff
• Cons
– No Cost - Expense $ savings in Payroll
• Avg. Charge $6,000 x BDM <almost = PRTC>
– Large savings were on Offices? But at present we already
closed Miami / Move NY, meaning no large savings $
– Customer Relationships will now reside on Vendor’s control and
Co. (Aviareps) also represents Competitors
– Internal Procedures, despite Aviareps may manage 100% force,
these will have an assigned PRTC-Budget-events for which
internal support, procedures will still have to be provided, thus
equal to having direct PRTC reports

14. US Census Population
Population Estimates April 1, 2000
Geographic Area Estimate
######## ######## ######## ######## ######## ######## ######## ########
s Base
United States
######## ######## ######## ######## ######## ######## ######## ######## ########
Northeast ####### ######## ######## ######## ######## ######## ######## ######## ########
#
Midwest ######## ######## ######## ######## ######## ######## ######## ######## ########
South ######## ######## ######## ######## ######## ######## ######## ######## ########
West ######## ######## ######## ######## ######## ######## ######## ######## ########
Table added > Not certain why # not shown?

15. Florida
@ Additional Census Data avail. On
US-Sales (Word) doc. (Included)
Can’t Copy-Paste correctly?
-Data included:
-Florida
-Illinois
-Massachusetts
-Texas
-Other’s

16. Challenges
• New Hire Process (Timeline)
– Permanent
– Contract Directly (Like Canada)
– Sub-Contracted 3rd. Party Vendor (Aviareps)
• Sales Training
• Equipment – Working Tools
(Laptop/Printer, Fax, etc.)
• US Impact – Priority for PR Tourism
• US Sales Motivation

17. Challenges
• Staff Shortfaff Serious concern-Impact PR
• Hiring New BDM’s – Priority
• Training – Experienced Resources
Required for faster Impact
• Best Case / New staff by April 08’
– If we can move forward with contract
– If “Convocatoria” process can be waived
– All Required Approvals (process) expedited
– If proceed by “Contract” Drafting - Approval

18. Bottom Line!
• US Staff seriously “Under-staffed” today
• Proposing New Hires 4-5 BDM’s for TOP
Markets Priority
• Test > Hiring by Contract reporting to
PRTC (Like Canada, other’s)
• Split US in Two (2) Regions Vs 4 before
– North = 1 Reg. Mgr. + 5 BMS
– South = 1 Reg. Mgr. + 5 BMS
– Canada separate
– NY Staff seperate

19. • A Vision without the “Resources” and
capacity to Deliver on that Vision is NOT a
Vision, its an “Hallucination”
Thank You! ~ Gracias