United Kingdom
United States
Asia Pacific
‘Agents can’t afford to be generalistic’
TravelMole Fast Conference Special: Holidaymakers want tailored products and expert advise, and only agents and operators that wake up to this will survive.
That was the message from yesterday’s TravelMole Fast Conference. On the panel was TIPTO chairman and Superbreak Mimi Holidays sales director, Ian Mounser. He said: “You have to go in targeted because the customer is becoming more discerning and wants their holiday presented as a tailor-made proposition. They don’t want to feel that they’ve bought it off the shelf.”
Advantage Travel Centres head of commercial, Julia Lo Bue-Said was also on the panel and agreed with Mr Mounser. She said: “The market is such that it has become so competitive and open that agents need to find a specialist arena to survive.
“Agents cannot afford to be generalistic.
“No-frills airlines and the internet is opening up the market but people still want value and service because they are not necessarily looking for the cheapest deal. Customers will book more spontaneous travel online, but for a special break that really matters they need to go through someone they trust.”
“You can create a niche locally by being a specialist in a certain geographical area and building loyalty. The problem is that a lot of agents don’t know their own local market. They think they are not in a cruise market, but the agent down the road is selling cruises – so they need to wise up to the potential in their market.
“As margins are being squeezed agents must look to getting closer with suppliers, which they are doing already. Many are getting mini ATOLs and putting together their own packages.
Another panel member was Norwegian Coastal Voyages head of business development, Laurence Hicks. He said: “The real issue for niche operators is cornering a market that no-one else has. What makes niche is that you have an understanding and are passionate about the product and can deliver a product that no-one else can.”
“The survivors in this game will be those that develop a strong niche product.”
Mr Mounser agreed. He said: “It is about perception – the customer needs to perceive that they are getting something different or better than anything else they can get in the market.”
This TravelMole Fast Conference was sponsored by Midland’s based OVP Travel, the tour operating arm of Spanish property investment company, Ocean View Properties that is headed up by ex-Going Places head of operations, Nigel Harris. Set up in response to the shifting trend away from package holidays and towards dynamic packaging, OVP Travel is leading the way in providing privately owned, high quality accommodation in the growing Spanish tourist market, south of Malaga along the Costa del Sol. For details go to www.ovptravel.com.
The next TravelMole Fast Conference is being held on November 16 in London and is entitled: “Maximising Your Internet Presence to Increase Sales”. For details, a list of speakers and to register go to www.travelmole.com/fastconferences or call 020 7691 3292. The price is £99 for delegates, reduced to £59 for tour operators and agents, and £49 for students.
Report by Ginny McGrath
Ginny McGrath
Tony from Gatto’s Pizza on Columbus’s Unique Pizza Trail
Sophia Hyder Hock on Global Social Inclusion in Tourism
Sustainable Tourism: Don Welsh on Community Values and Global Collaboration
Jane Cunningham: Enhancing European Engagement in Tourism
Kristin Dunne: Navigating Destination Strategy
Revolutionizing Mobile Connectivity: Boris Bijlstra on HUBBY eSIM
Capturing Glasgow’s Vibrancy: An Interview with Susan Deighan, Chief Executive of Glasgow Life
Lebua Hotel & Resorts: Rajan Khurana on Hospitality and Bangkok’s Charms
Sustainable Tourism and Growth: Insights from Chiravadee Khunsub from Tourism Authority of Thailand
Revolutionizing Travel: SmartSIM USA’s Dale Takio Unveils the Power of E Sims
TravelMole Interview with Hishan Singhawansa, Deputy CEO of Cinnamon Hotels & Resorts, Sri Lanka
Unveiling the Essence of Magari Tours: A Dive into Authentic Italian Experiences
EU airports bring back 100ml liquid rule
British Airways passengers endure 11-hour 'flight to nowhere'
CLIA: Anti-cruise demos could cause itinerary changes in Europe
Co-pilot faints, easyJet flight issues ‘red alert’
Dozens fall ill in P&O Cruises ship outbreak