Removing friction and manufacturing memory are two different products sold on the same invoice.
distinction — attributed to Jaclyn Bernstein
A destination management company is technically paid to hold information in its head so a client doesn't have to, which venue works on a Tuesday, which caterer is reliable. That is friction removal, and Bernstein calls it the smaller half of what she sells. The larger half is the shared experience nobody forgets, the boat, the skyline, the stranger someone ends up talking to at two in the morning, engineered rather than accidental. She calls Empire Force the eventy DMC, since clients often don't register it as a destination management company at all; what they experience feels like full production with logistics handled underneath it. Pricing, staffing, and pitching all change depending on which product a client thinks they're buying.
For DMCs and vendors underselling themselves by describing only the logistics half of what they actually deliver.
business-model, positioning, value-proposition, memory-engineering