How to work with the Travel Trade

Transcription

1 How to work with the Travel Trade Iain Limond Director Groups & Offline FIT JacTravel 4 th December 2012 Themes to consider Types of Travel Trade Research of potential Travel Trade Partners Benefits of working with the Travel Trade What might you expect contractually from Travel Trade Partners Targeting Travel Trade 1

2 Types of Travel Trade Destination Management Companies/IncomingTour Operators Online Tour Operators Active & Wildlife Specialist Tour Operators Meetings, Conference & Incentive Operators Event Specialists Golf Tour Operators Overseas Tour Operators Domestic Tour Operators Incoming Tour Operator Case Study JacTravel Formed in 1975 UK s Leading inbound Groups Operator with offices in London and Edinburgh JacTravel s Scottish office opened in 1993, Scotland s foremost destination specialist Groups, Online & Offline FIT JacHotels Formed 2001, Specialist e-wholesaler of net rate Hand picked hotels around the world The sales revenue of JacTravel was 123 million for the Financial Year ended Oct we operated 14.9 million sales revenue for Scotland as tourist destination. 2

3 Group Travel Core destinations are London, Scotland, Touring in the UK & Ireland Core source markets are Germany, France, North America, Western Europe Working with key agents in our significant markets Client base includes: Tour Operators Coach Companies Student Institutions Corporations Charities Non-profit organisations We handle over 2,500 groups every year from 10 to 5,000 people Offline FIT Core destinations are Scotland, South West England & London Core source markets are Western and Central Europe, North America, Australia and UK Working with key agents in our significant markets Client base includes: Tour Operators Corporations Services include: Accommodation Fly/Drive packages both as pre-book and open vouchers, City break packages Ticketed events such as Royal Edinburgh Military Tattoo Premium leisure packages 3

4 Our Online Business - Facts & Figures Handle circa 1 million passengers a year on behalf of our customers Operate as B2B only Sales Revenue exceeds over 95 million per annum Operate to 57 countries in 500 cities Worldwide Specialist e-wholesaler of net rate hotel rooms in 500 cities all over the world Developed to meet the changing needs of the travelling public via our Agency partners Online Tour Operators 4

5 Active & Wildlife Specialist Tour Operators Wilderness Scotland Speyside Wildlife Wildoutdoors Meeting Conference & Incentive Operators Hello Scotland Experience Scotland Dream Escapes 5

6 Event Specialists Spectrum Kingdom Sport Cartan CG Golf Tour Operators Links Golf St. Andrews Morton Golf Perry Golf 6

7 Overseas Tour Operators Group Operators - Trafalgar - Marti Reisen - Top of Travel - Europamundo FIT Operators - Kuoni - Kontiki - Celtic Vacations - Holland International Domestic Tour Operators Shearings Lochs & Glen Holidays David Urquhart Travel 7

8 Research of Potential Travel Trade Partners Research which tour operator/other intermediary would be interested in your business Research which tour operator/other intermediary attracts the right customer profiles for you Understand your market segments in order to research and choose a potential Travel Trade Partner for your business Sources of information on Travel Trade Partners include: DMC & MICE UK Inbound & SDMA Active & Wildlife Specialists Wild Scotland Golf Tour Operators SIGTOA & Golf Tourism Scotland Overseas Tour Operators VisitBritain s & Visitscotlands Trade Websites Benefits of Working with Travel Trade Tour Operators: - will have an international focus - have a large distribution within overseas markets - provide a much wider reach to customers than you could achieve on your own - Business is often pre-booked at agreed rates allowing forward planning for your season - relationships are generally long term delivering a more effective return on your Sales & Marketing activity 8

9 Contractual Expectations from Travel Trade Net Rates Commissionable Rates Seasonal offers Allocations & release periods Free Sale Free places Cancellation terms Payment Terms Customer Care Other Considerations Targeting Travel Trade Understand the Product cycle for the Travel trade client Make regular contact with key decision maker during Product Cycle Trade publications Trade shows Team presentations Educational visits 9

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