I have to disagree with a lot of this. I can see very few similarities in Zimbabwe to the American conservation model. As different as it still is I see more similarities in Zimbabwe to South Africa’s model if we are going to limit it to two models. Zimbabwe is well represented at DSC and SCI shows. Most Zimbabwe outfitters/PHs that hold rights to a major area attend those shows. Outfitters/PHs that don’t hold rights to major area advertise in other ways such as here or agents or word of mouth. Regional hunting shows have a lot of low level South African outfitters there. It’s not because those outfitters are that much more profitable than Zimbabwe outfitters (although RSA’s model is and carries significantly less risk), it’s because there is that much more competition in South Africa and they have to advertise and put themselves out there more to get clients. There are thousands of hunting areas and a huge number of PHs in South Africa, most offering a very similar hunt. Zimbabwe’s hunting industry is very small in comparison and offers a very different and often longer safari with fewer clients in a season so the marketing is different.
As someone that has reviewed the books on a few Zimbabwean Operators P&L and spent hundreds of days in country, here is my perspective.
A booth at a premiere show typically runs around $20k, OR you can donate a hunt in kind to offset that. A Zimbabwean Operator that wishes to gain that exposure could donate the cash or the hunt in kind, but either way its nearly the same cost to them.
Let’s do a scenario. I decide to offer up an Elephant hunt to “insert name of preferred global safari non-profit expo”. I’m a mid-sized Zimbabwe operator and I have 6 elephants on quota per year. I have a staff of 15, and I have a 3 year concession lease for hospitality, plus I own two Land Cruisers to service clients and manage camp. The cost of one of my elephant tags, payable to the government is $13,000 USD. 14 days of my PH’s time wholesale inclusive of vehicle is $300 a day or $4200. The Operator is expected to cover the fuel at about $6 per gallon equivelant or another $600 for the hunt.
So in the above donation scenario, as a break even, a real-life donation of $17,800 would get me access to the show. Unfortunately, I just burned 1/6th of my elephant inventory for the year and would need to recover that donation by booking ALL the other elephant hunts at that show. At an average price of $30,000 per elephant hunt on the five remaining, that’s a $150,000 in gross revenue and a Net operating income of about $30,000.
So at the end of the day, I have to decide if I want the marketing exposure where I give away $17,800 in order to sell five more elephant hunts that produce $30,000 Net to me, or just sell the sixth hunt on my own and net around $45,000 for the year.
The math doesn’t work very well. So how do Zim operators advertise at shows? Some fly over and do bookings in the bars. Some join consortiums and cost-share a single booth. Others donate to the national guides association and gain clientele that way. A handful have big enough operations to just bite the bullet and do the shows directly (Charlton McCallum, Dalton & York, formerly Chifuti are a few names that I can think of)
That’s a different model than RSA, where I could donate a $20,000 plains game hunt to the show for access, but I own all my game, set up a package that reduces inventory I don’t really have a high value on, and perhaps be out $5000 total value and $2500 in hard-currency equivalent to make the donation. I also can sell a lot more hunts per year in the RSA model than I could if I was in the Zimbabwean model due to quota limitations.