DNE SUMMIT 101. Discover New England International Travel & Tourism.

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1 DNE SUMMIT 101 Discover New England International Travel & Tourism

2 Discover New England (DNE) A multi-state cooperative marketing effort to generate travel from overseas visitors Established in 1992: the first cooperative regional destination marketing organization in the USA to promote a region internationally Represents the region overseas in the UK, Ireland, Germany, Australia and New Zealand educating travel professionals, consumers, and media about everything New England has to offer; DNE also conducts per project work in China, France, Japan, Italy, and the Netherlands Head office located in Portsmouth, New Hampshire

3 International Travelers Typically visit during non-peak travel periods and stay longer Spend significantly more than the domestic traveler With rare exceptions, THEY DO NOT CANCEL! Trips are planned an average of 116 days in advance (88 for airline reservations)* The US tends to attract a more sophisticated visitor, with an average age of 40 (men) / 38 (women)* Average household income ($75,768)* *2016 figures, leisure visitors Data Source: Dept. of Commerce / Office of Travel and Tourism Industries (OTTI)

4 International Travelers to the USA: 2016 Overseas travelers to the U.S million Overseas spending $244.7 billion Jobs supported by international travelers 1.2 million Data source: International Trade Association (travel.trade.gov/outreachpages/download_data_table/fast_facts_2016.pdf)

5 Top In-Bound Countries to the USA: 2016 Canada 19.3 million Mexico 18.7 million United Kingdom 4.6 million Japan 3.6 million China 3.0 million Germany 2.0 million S. Korea 2.0 million Brazil 1.7 million France 1.6 million Australia 1.4 million Data source: International Trade Association (travel.trade.gov/outreachpages/download_data_table/fast_facts_2016.pdf)

6 International Travelers to the USA: Projection Through 2020 Arrivals in millions 2020 Forecast: 96 million visitors a 35% increase over 2011 Data Source: Dept. of Commerce / Office of Travel and Tourism Industries (OTTI)

7 International Visitors to New England 2.1 million overseas visitors came to New England in 2015* (excludes Canada/Mexico) Spending by international visitors to New England in 2015 was $2.1 billion * Data Source: New England Overseas Visitors 2016 Report

8 Overseas Travel to New England Top Incoming Markets for 2015 Data source: the U.S. Department of Commerce International Trade Administration Office of Travel and Tourism Industries (OTA) and Travel Market Insights

9 Why Do Visitors Come to New England? Real value for UK and European travelers New/exotic destination for Asia Pacific travelers Favorable exchange rate Shared history and culture Low gas prices Typically 3rd or 4th U.S. visit Short flight time from Europe to Boston Expansion of air service from Asia/Pacific markets

10 DNE s Target Markets The United Kingdom/Ireland, Germany & Australia: Are the top incoming overseas markets to the U.S. Have populations that are affluent Have populations that travel Have populations with reliable travel access DNE has representative marketing firms in each country

11 International Tourism Food Chain Consumer Travel Agent Front person sells packaged holidays from tour operators directly to the consumer International Tour Operator Packages all elements of tour and travel products together and/or buys packages from Receptive Operators. Sells via travel agents or directly to the consumer Receptive Operator One-stop shop U.S.-based companies that specialize in packaging services for International Tour Operators; contract directly with accommodations, transportation, attractions, events, and all amenities; consolidate billing. Supplier Lodgings and attractions

12 Online U.S. Travel Agencies Booking.com Expedia Orbitz Travelocity

13 Tour Operators Create Packages Travel Agents Sell Packages A package can mean any or a combination of the following: City stay Pre-planned fly/drive holiday Custom fly/drive holiday Motor coach/group tours Activity holiday (eg: ski, golf, biking) Cruise Destination/resort stay Airline ticket & rental car only

14 Working with Buyers: Rates & Profits Receptive operators 30% off rack rates Tour operators 20% off rack rates

15 Always Remember: A room or ticket unsold is revenue lost forever!

16 Travel Industry Talk FAMS: Familiarization tours media or trade Net rates: agreed upon reduced rates offered by a supplier to a wholesaler Rack rates: Full price, published rates FIT: Foreign Independent traveler Fly-drive: Individual travel Tailor made: Custom made programs for client Long haul: Any vacation outside of Europe

17 DNE s 24th Annual Tourism Summit & International Marketplace 2019 Foxwoods Resort Casino, Connecticut May 13 15, 2019 Register online for early bird rates! discovernewengland.org/dne-summit The only travel trade show focused solely on New England 80+ international tour operators, receptive operators & travel writers (70+ companies) Representatives from 300+ New England hotels, attractions, DMOs, and state tourism offices Market update workshops and networking evening events

18 Why Attend the DNE Summit? Tap into the international market without traveling overseas Focused on New England rather than the whole of the USA Top travel buyers for the overseas market One-on-one business meetings where contacts can be made and contracts signed

19 The International Marketplaces Eight-minute introductory meetings More than 5,000 meeting at the 2017 Summit Most meetings are pre-scheduled Exhibitor table options outside the Marketplace See which companies are a fit to begin contract discussions Firm up relationships with existing partners

20 Buyers at the 2017 DNE Summit Austria Belgium France Germany Italy Netherlands Norway United Kingdom U.S.-based operators Japanese and Chinese markets U.S. & Canadian receptives Online booking agencies International travel writers

21 Three Days of Pre-scheduled Meetings

22 2018 Summit - Making It Work: Attractions/Tours/Venues/Restaurants 2019/20 rates and dates Ability to take advance bookings Accept vouchers/direct billing Make sure your staff understands how the voucher system works What industry segments can you accommodate? Groups/FIT/Fly&Drive

23 Making it Work: Lodging Properties Bring 2019/20 rates Never go above rack rate! Test the water Be flexible Results take 2-3 years

24 Blackout Dates & Allocations Black-out dates should be kept to a minimum and stated on the contract whenever possible They do not mean NO rooms, just higher rates Spread allocations over several accounts Average 2 room allocations for tour operators and 5 room allocations for receptives

25 Free-sell is Even Better Let one or two key accounts function on a Sell and Report basis without a given allocation This will give the tour operator more freedom and you a clearer picture of where you stand on any given day

26 Cut-offs are Important What is the closest you can go on any given date before pulling back unsold rooms? The average is 7 days but 3 is better The longer you can give tour operators an allocation the more time they have to sell!

27 Stop sells are a Necessary Evil but Different than Blackouts Black outs give tour operators rooms to sell at a higher rate Stop Sells mean no rooms are available STOP SELLING ME! You can issue stop sells prior to your cut-off period Do not get caught with fewer rooms in your inventory than allocated

28 Customer Service Implications Training of front desk staff is essential If you have bi- or multi-lingual front desk staff, schedule them to work during check-in periods Understand cultural differences and unique expectations and needs Remember: tour operator rates are confidential and should never be divulged to the guests!

29 Why Should Buyers Contract with Your Property or Attraction?

30 Essentials to Bring 2019/20 rates (imperative!) 2018 rates (just in case!) Business cards Small lure pieces Notebook or ipad with images Writing paper, pens, stapler, paper clips, etc.

31 Register Online! /dne-summit EARLY BIRD RATES SAVE $100 Single registration Exhibitor table $695 per person $1,095 (includes one registration)

32 DNE Summit Information 1. Register and pay for the DNE Summit by February 1, 2018 to get the Early Bird Rates: /dne-summit From February 2, 2018, onwards, the rates increase by $ Book your room at the Sea Crest Beach Hotel 3. Company profile and descriptive name in our online registration system 4. Supplier appointment requests: February 15 March 29, 2018 Buyer appointment requests: March 1 March 29, Appointment schedules will be available April 10, 2018

33 Discover New England URL: Facebook: Twitter: Instagram: Pinterest: