Destination Development and
Institutionalization Strategies
In the OIC Member Countries
155
A DMO in a small town outside of Dallas, Texas developed a vintage railroad as the anchor
attraction for the destination. In an effort to create a unique destination experience in order to
compete with other well-established destinations in the region, the Grapevine CVB developed
the Grapevine Vintage Railroad, which is nowmanaged by the DMO. The process of establishing
the railroad started first with engaging the community and politicians and selling them on the benefits that
increased tourism would provide to the community. Community and political support resulted in the
establishment of a tourism/economic development fund, through a room tax and sales tax allocation to
support destination development and marketing. The DMO then established a local foundation to raise the
capital required to purchase the railroad assets and pay for access to the track. TheGrapevine VintageRailroad
which opened in 1993, now carries about 100,000 riders each year. In addition, the DMO introduced a variety
of activities that are part of the attraction, including food, wine andmusic related activities, as well as children
and family activities.419
Facilitating Investment
DMOs should lobby the government to provide incentives to potential investors to encourage the development
of products needed at the destination.
Guamneeded additional hotels to accommodate the growing number of visitors. In response, the
local government released a Hotel Qualifying Certificate Program about two years ago, that
allows hospitality investors to get 10% of their hotel investment back through tax rebates from
the government over the life of the property.420
In Pawtucket, Rhode Island, public investment in infrastructure helped the destination attract
private investment. The federal government invested $21 million in the Blackstone Valley after it designated
the area a National Heritage Corridor because of its historic significance as the birthplace of the American
Industrial Revolution. The federal investment in the region has attracted over $73.5 million in private funds.
Private investors interested in historical buildings preservation bought several buildings in Blackstone
Valley’s historic district. 421
Cross River State in Nigeria has a Tourism Investors Association whose members are tourism investors. The
Cross River TourismBureauworks with themto help them further understand tourismneeds and direct them
to develop required tourism products.422
419 Destinations International (2017). Destination NEXT Practice Handbook. 1-89.
420 Interview with President and CEO, Guam Visitors Bureau
421 Pike, S. (2008). Destination Marketing: an Integrated Marketing Communication Approach. London: Routledge.
422 Interview with Managing Director, Cross River Tourism Bureau