Travelbulletin Oct14

OCTOBER 2014

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THE

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RE

GRAND ADVENTU

. Hikers delight siasts of the great outdoors thu en for ven ha a d an d, an te the unspoiled Oman is a natural wonderl orts enthusiasts apprecia -sp ter Wa . lks wa l sta coa d lden sand oases an h marine life. And the go ric in its canyons, mountains, a h wit ing mm bri s sea aches, and smerising sunsets. coastline of islands and be antics who’ll love the me rom d an ers tur ven ad for dunes are perfect

HS ANCIENT PAT

se harvest e indigenous rock ro th d an g in av we et pottery, carp gy and excitement ditions such as clay tions. Feel the ener ra ne ge h ug Witness age-old tra ro th dise and haggle and passed down their best merchan lay sp di to perfectly preserved ge er nv ed today. uks, where locals co e still being practic ar a er ne go of the weekend so by e th , the traditions of for other’s. In Oman

WILD AT HEART The landscapes are stunning and the weather is beautiful all year-ro und. Combine that with the historical capitals of Niz wa, Muscat and Sur – bustling wit h museums, galleries and restaurants – and there is alw ays something around every cor ner to capture the imagination. Whatever you’re seeking, you’ll find it in Oman.

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CONTENTS

From the managing editor Bruce Piper

18 COVER STORY The ramifications of reform

FEATURES 27

Earlybirds

32

Adventure

38

Europe

46

Northern hemisphere ski

53

Careers

MONTHLY 02

State of the industry

06

Issues and trends

17

Travel management

21

Cruising report

24

Industry in focus

26

Brochures

58

The last word

COLUMNS 02

Ian McMahon

06

Steve Jones

08

AFTA View

14

CATO View

23

CLIA View

www.travelbulletin.com.au Travel Bulletin is part of the Travel Daily family of publications

FIRST and foremost, thank you to the hundreds of readers who gave us their feedback on the first new look travelBulletin last month. Our team is truly humbled at the huge response and we hope you enjoy this issue just as much – please let us know what you think by sending an email to info@travelbulletin.com.au.

Among all the other activity in the industry, this month we have coverage on the continuing travel agent conference season, with many groups holding their annual gatherings during October and November. travelBulletin and Travel Daily have already attended the TravelManagers conference in Singapore, and in the coming weeks we are flat out, heading off to conferences to be held by Travellers Choice, Travel Partners, Magellan and the Independent Travel Group, among others.

However one notable exception to our calendar has been the much-touted Helloworld Owner Managers Conference, which took place earlier this month in Los Angeles. Some years ago Helloworld’s predecessor JTG welcomed coverage of its events, but with the major makeover of the company and the attempted axing of its various brands it appears somewhat of a siege mentality has developed.

So much so that when travelBulletin posted a Facebook photo of the Helloworld management team after bumping into them at the airport when they were en route to Los Angeles for the conference, we were asked to remove the image in short order because apparently “it’s not a good look”.

It’s all very well to receive sanitised photos and press releases after the fact, but in this day of instant updates and social media this type of “manufactured” news is easily seen through – as evidenced by the plethora of industry newsletters and magazines which basically regurgitate media releases.

With hundreds of agents having already departed the Helloworld ranks, the group’s publicity-shyness is telling, particularly given that transparency of overrides and head office costs are some of the key factors being touted by competitors to attract new members.

After all the changes, goodness knows Helloworld needs some positive coverage, and having a more open policy would be a first step – otherwise there’s constant speculation about what’s being hidden.

However, this non-transparent policy may be changing, with an invitation now received to attend the Helloworld Frontliners conference in Adelaide next month. For Helloworld’s sake we can only hope that this heralds a new era of openness for the company.

This month’s contributors Steve Jones, Peter Baily, Matt Lennon, Jayson Westbury, Brett Jardine, Lee Mylne, Peter Watson, Gary Walsh, Rachael Oakes-Ashe

EDITORIAL Managing Editor – Bruce Piper bruce.piper@travelbulletin.com.au Co-ordinating Editor – Louise Wallace Ph: 02 8090 3125 louise.wallace@travelbulletin.com.au Editor at Large – Ian McMahon Ph: 03 9568 4464 or 0414 320 321 imcmahon@travelbulletin.com.au

ADVERTISING National Sales Manager Lisa Maroun Ph: 0405 132 575 or 02 8007 6760 lisa.maroun@travelbulletin.com.au Production Co-ordinator Sarah Piper Ph: 1300 799 220 or 02 8007 6760 sarah.piper@travelbulletin.com.au www.travelbulletin.com.au

DESIGN Wendy St George wstgeorge@travelbulletin.com.au FINANCE Jenny Piper jenny.piper@travelbulletin.com.au 4/41 Rawson Street Epping NSW 2121 PO Box 1010 Epping NSW 1710 Australia Tel: 1300 799 220 (+61 2 8007 6760) Fax: 1300 799 221 (+61 2 8007 6769)

travelBulletin OCTOBER 2014 1

STATE OF THE INDUSTRY Gurney to Emirates role

Ian McMahon’s perspective

BETTER OFF INSIDE ATAS TENT DESPITE Barry Mayo’s trenchant criticisms of ATAS, it should have come as no real surprise when the TravelManagers chairman ultimately decided his growing band of home-based travel agents would be better off joining the scheme (Travel Daily, 30 Sept).

Although some have gleefully characterised this as a “backflip”, the fact is that Mayo has all along insisted: “We want ATAS to succeed” (travelBulletin, May).

While he continues to have deep reservations about the scheme’s lack of a mandatory client protection insurance requirement, Mayo believes it is better to sign up and work for change.

The old phrase about being inside the tent peeing out rather than outside peeing in springs to mind.

Mayo’s decision is a tribute to his maturity and his ability to argue a case rationally and without rancour – a welcome change from the ego-driven petulance that has often in the past characterised internal travel industry debate and shattered industry unity.

Most importantly, Mayo’s decision to sign with ATAS is an emphatic endorsement of the relevance of a robust, voluntary, industryrun accreditation scheme in Australia’s newly deregulated travel agency environment.

Take a bow Jayson Westbury and your team at AFTA. The professionalism with which you lobbied state and federal

governments, your thorough going consultation with agents around Australia and your painstaking construction of ATAS have been instrumental in taking the travel industry into the 21st Century.

In the process you have greatly enhanced AFTA’s reputation as a credible, effective industry body that has deservedly gained the ear of government. A stunning achievement.

As we consider the stature that AFTA has now attained and the benefits this brings to its member agents, it is timely to recognise the foundations laid by Westbury’s predecessor Mike Hatton.

Hatton was notable among the guests attending last month’s launch of the “new” travelBulletin and, as Westbury pointed out on the night, he continues to have strong views and to express them vigorousy.

Let us never forget that AFTA was on its last legs when Hatton took the reins in what was widely seen as a doomed bid to halt the federation’s galloping charge into oblivion.

Abandoned by almost all the major chains, and widely considered irrelevant, AFTA was expected to wither away.

But with tenacity and hard work Hatton slowly but surely rebuilt AFTA’s fortunes and made possible what it has today been able to achieve. The industry owes him a huge debt of gratitude.

IT would have been intriguing to see the response across the Helloworld network late last month when the group’s former CEO, Rob Gurney, was named as the new Australasian head of Emirates.

The announcement came almost exactly six months since his shock resignation from Helloworld – part way through its massive transformation from the former Jetset Travelworld Group, and just a week or so after the company’s annual report revealed that he was still on the payroll and thus continuing to collect part of his sign-on bonus due to the exquisite timing of his resignation.

Gurney’s return to a senior aviation role is not particularly surprising, given his 14 year career at Qantas where he departed in 2012 after a reshuffle displaced him from his former role as Group Executive Commercial and Freight.

Ironically, his new position with Emirates also sees him responsible for managing the carrier’s wide-ranging partnership with Qantas, where his extensive insider knowledge of the Australian carrier will no doubt stand him in good stead.

One also has to feel something for Bryan Banston, who has “elected to leave the company” and now could be seen as having kept the seat warm for Gurney after taking over the EK Australasia role just 12 months ago when his predecessor, Barry Brown, moved to Dubai to take up a more senior position with the carrier.

Given Gurney’s wide experience of aviation, some have speculated that the Australasian role with Emirates may be a stepping stone to something bigger. When he left Helloworld in March, the company said he was departing “to pursue a new opportunity with an international focus”.

BUSINESS MONITOR OUTBOUND MARKET

INBOUND MARKET

MAIN DOMESTIC ROUTES

Top 10 destinations, August 2014

Top 10 sources, August 2014

Top 10 domestic city pairs at July 2014

Destination

Indonesia New Zealand USA UK Thailand Fiji Singapore China Italy Malaysia All outbound

Trend Seasonally Original Trend Jul 14/ Adjusted Aug 14 000 000 000 % 94.1 95.5 101.0 +1.3 98.6 97.6 94.8 -0.2 79.7 77.6 84.1 +0.5 48.6 48.7 64.4 +2.2 45.9 45.3 39.7 -2.8 27.9 27.7 31.4 -0.5 31.2 32.8 27.6 -0.1 32.7 31.8 26.0 -0.5 16.1 16.1 23.2 +1.7 24.1 23.5 19.8 -1.0 768.5 767.0 766.8 +0.4

Source: Australian Bureau of Statistics

2 travelBulletin OCTOBER 2014

Trend Aug 13/ Aug 14 % +17.5 -0.5 -0.8 +4.8 -13.1 -2.3 +6.4 -0.9 +9.1 +4.0 +4.4

Source

Trend

000 New Zealand 102.1 China 74.0 Japan 28.9 USA 43.2 UK 54.9 Singapore 30.9 Malaysia 27.9 Hong Kong 17.2 South Korea 16.5 India 16.9 All inbound 577.4

Seasonally Original Adjusted 000 103.5 76.5 28.8 45.1 55.1 29.1 24.0 17.5 17.1 16.8 579.3

Source: Australian Bureau of Statistics

000 107.2 73.3 41.8 36.9 35.8 25.1 23.9 18.0 16.5 14.4 538.8

Trend Trend Jul 14/ Aug 13/ Aug 14 Aug 14 % % -0.4 +3.4 +2.6 +17.7 +1.0 +7.7 -1.0 +5.2 -0.1 +4.1 -0.8 +6.2 -0.2 +18.3 -0.3 +8.9 +0.4 -2.6 +0.5 +17.2 +0.2 +8.1

City pair

Melbourne-Sydney Brisbane-Sydney Brisbane-Melbourne Gold Coast-Sydney Adelaide-Melbourne Melbourne-Perth Perth-Sydney Adelaide-Sydney Gold Coast-Melbourne Hobart-Melbourne Source: BITRE

Passengers YE Jul13 (000) 8,234.4 4,435.3 3,170.0 2,559.2 2,136.2 2,227.1 1,804.9 1,755.3 1,721.8 1,356.4

Passengers % change YE Jul 14 13/14 (000) 8,256.6 4,460.2 3,284.9 2,588.6 2,239.7 2,178.3 1,799.3 1,781.6 1,722.0 1,392.3

+0.3 +0.6 +3.6 +1.2 +4.8 -2.2 -0.3 +1.5 0.0 +2.6

STATE OF THE INDUSTRY ATAS partners with Travel Industry Exhibition NEXT year’s Travel Industry Exhibition is set to offer a significantly expanded educational program, with the AFTA Travel Accreditation Scheme signing on as an official industry partner.

The show, which took place for the first time this year at Sydney’s Royal Hall of Industries, will relocate to Sydney Exhibition Centre @ Glebe Island, and once again will take place in the lead-up to the National Travel Industry Awards.

The 2015 Travel Industry Exhibition will also see a number of changes from this year’s event, including a re-timing to make attendance more convenient for agents.

The ATAS partnership will “ensure we provide sessions that will really benefit visitors and exhibitors”, according to exhibition director Pascal Ibrahim.

AFTA CEO Jayson Westbury said the show “gives AFTA a tremendous opportunity to meet face to face with our travel agent community to inform, to support and to share ideas through the ATAS sessions”.

Expedia to swallow Wotif DESPITE initially expressing concerns about potential increases in commissions charged to accommodation providers, the Australian Competition and Consumer Commission (ACCC) has rolled over and confirmed that it will not block the proposed acquisition of Wotif.com by Expedia.

The ACCC said it now believes the rise of metasearch providers and other “disruptive developments” are expected to constrain Expedia in the future.

The decision follows an ‘informal merger review’ by the ACCC, and has been met

TRAVELBULLETIN FOUNDERS HONOURED KEY partners of travelBulletin gathered in Sydney last month to celebrate the magazine’s relaunch and thank founders Eddie Raggett and Ian McMahon for their massive contribution to the industry.

AFTA ceo Jayson Westbury hailed travelBulletin, which debuted a decade ago, as the Australian travel sector’s most respected publication.

“Eddie and Ian’s vision created a magazine with a reputation for accurate, honest reporting as well as incisive commentary and editorial,” Westbury said.

Now part of the Travel Daily family,

with outrage from hoteliers who have seen OTAs overseas demand as much as a quarter of the price of each booking. In contrast, the presence of Wotif.com – which has itself jacked up its commission rate to 12% over the last two years – is seen

travelBulletin is set to go from strength to strength, and publisher Bruce Piper thanked Raggett and McMahon for passing on the baton.

“We look forward to continuing their legacy,” he said.

The new and old travelBulletin team are pictured above, from left: Lisa Maroun, national sales manager; Sarah Piper, production coordinator; Louise Wallace, co-ordinating editor; founders Ian McMahon and Eddie Raggett; director Jenny Piper; columnist Steve Jones; and publisher Bruce Piper.

as a moderating factor in the Australian market. The other major foreign player, Priceline-backed Booking.com, also charges Continues over page

BUSINESS MONITOR DOMESTIC AIR MARKET – July 2014

INTERNATIONAL AIR MARKET SHARE International passengers by major airline – year ended July 2014 Qantas Airways, 16.3% Others, 26.2% Emirates, 9.5% Thai Airways International, 2.8%

Singapore Airlines, 8.8%

AirAsia X, 4.3% Malaysia Airlines, 4.4% Cathay Pacific Airways, 4.7% Air New Zealand, 7.5%

Source: BITRE

Jetstar, 7.8% Virgin Australia, 7.7%

Jul Jul 13 14 Total pax movements 5.12m 5.05m Revenue pax kms (RPK) 6.15bn 6.08bn Avail seat kms (ASK) 7.80bn 7.76bn Load factor (%) 78.8 78.3 Aircraft trips (000) 56.6 56.1

Growth (%) -1.4 -1.2 -0.6 -0.5* -0.9

Yr to Jul 13 57.32m 67.39bn 87.73bn 76.8 643.6

Yr to Growth Jul 14 (%) 57.64m +0.6 68.01bn +0.9 89.5bn +2.0 76.0 -0.8* 642.6 +0.1

Source: BITRE * Percentage points

DOMESTIC ON TIME PERFORMANCE – August 2014 Jetstar Qantas QantasLink Tiger Virgin Australia All Airlines

Departures on Time No. %

Arrivals on Time No. %

Cancellations No. %

5601 8359 8978 1300 8828 40,277

5703 8257 8685 1256 8857 39,711

86 109 203 20 392 854

82.3 87.0 86.1 76.5 80.4 84.2

83.8 85.9 83.3 73.9 80.7 83.0

1.2 1.1 1.9 1.2 3.4 1.8

Source: BITRE

travelBulletin OCTOBER 2014

3

STATE OF THE INDUSTRY Continues from previous page lower commission in Australia than in other markets.

Expedia is currently estimated to hold about 10% of the Australian “hotel portal market”. The addition of Wotif.com will boost this to 45%, while Priceline is believed to have approximately 40%, according to a coalition of accommodation groups.

“The acquisition removes choice for accommodation providers between foreign and Australian operators and different commission models for selling their rooms online through third party websites,” said Bradley Woods from the Australian Hotels Association.

There’s also significant concern about “rate clauses” being inserted into OTA contracts, which demand that hotels not be permitted to offer lower rates to consumers than they provide via the OTAs. The industry says it plans to take the matter further as it is “clearly contrary to Australia’s competition and consumer law principles”, Woods said.

Wotif shareholders rubber-stamped the Expedia takeover earlier this month following a unanimous recommendation by directors and an independent expert’s report into the deal which warned of “considerable uncertainty” facing the Wotif business.

As a side note, listed OTA minnow Check-in. com.au, has been making noise about being one of the only Australian-owned online accommodation providers left. This seems somewhat ingenuous given that Qantasowned Hooroo.com.au has a significant market share – not to mention Check-in’s most recent accounts which showed that its TTV for 2013/14 was a tiny $375,000.

However clearly Lenny Padowitz from BYOJet sees potential in Check-in, having thrown

SWISS BLISS FOR TRAVELMANAGERS

THESE TravelManagers agents donned traditional Swiss clothing on a recent famil, courtesy of Switzerland Tourism and SWISS. Pictured from left: Birgit Weingartner, Nannette Gledhill, Karen Kuniyasu, Stephanie Fung, Peter Carmichael, Di Yates, Tanya Tyler, Debra Bean, Graciela Craig.

his lot in with its parent firm Disruptive Investments in a merger deal which will see the Helloworld member become publicly listed (see page 8).

Record for Travellers Choice TRAVELLERS Choice member shareholders will share in a $1.62 million pre-tax operating profit for 2013/14, with the record result up 33% on the previous financial year.

The Travellers Choice board confirmed that 94% of the profit will be returned directly to

members. Each will receive a 25c per share unfranked dividend, while the rest will be distributed via trading rebates based on sales support for airline and wholesale partners.

That’s on top of override commissions earned at source by Travellers Choice members.

CEO Christian Hunter says the strong performance follows several years of working with member shareholders to reinforce the importance of preferred agreements, and “providing them the the tools information and targeted strategies they need in order to optimse returns”.

BUSINESS MONITOR INTERNET AGENCY MARKET SHARES Week ending 27/09/14 ranked by visits Rank Company Market share

Rank

W/E 27/09/14 W/E 30/08/14 W/E 02/08/14 11 Wotif.com 2 Webjet 3 Expedia 4 Flight Centre 5 Skyscanner 6 Lastminute.com.au 7 Luxuryescapes.com 8 au.edreams.com 9 STA Travel 10 FareCompare

12.37 9.86 9.78 7.23 5.76 5.52 4.69 2.75 1.59 1.39

1 2 3 4 5 6 * 7 10 9

* Not in top 10 Source: Experian Hitwise Australia – www.hitwise.com.au

4 travelBulletin OCTOBER 2014

City pair

Rank

2 1 3 4 5 6 * 7 8 10

INTERNATIONAL AIR

AUSTRALIAN AIRPORTS

Top 10 city pairs (at July 2014)

International passenger through Australia’s major international airports* – July 2014

Passengers YE Jul 13

Passengers YE Jul 14

Auckland-Sydney 1,405,426 1,459,653 Singapore-Sydney 1,350,359 1,368,929 Singapore-Melbourne 1,082,699 1,130,628 Singapore-Perth 999,712 1,063,217 Auckland-Melbourne 969,613 1,012,073 Hong Kong-Sydney 922,246 940,090 Kuala Lumpur – Melbourne 669,203 912,549 Los Angeles-Sydney 890,217 896,795 Auckland-Brisbane 853,940 891,925 Denpasar – Perth 849,768 837,916 Top 10 city pairs 9,993,183 10,513,775 Other city pairs 20,516,938 22,025,703 ALL CITY PAIRS 30,510,121 32,539,478 Source: BITRE

% of % change total 13/14 4.5 4.2 3.5 3.3 3.1 2.9 2.8 2.8 2.7 2.6 32.3 67.7 100.0

+3.9 +1.4 +4.4 +6.4 +4.4 +1.9 +36.4 +0.7 +4.4 -1.4 +5.2 +7.4 +6.7

Airport

Passengers Passengers % of % change YE Jul 13 YE Jul 14 total 14/13 Sydney 12,680,584 13,240,492 40.7 +4.4 Melbourne 7,059,143 7,741,870 23.8 +9.7 Brisbane 4,543,367 4,838,151 14.9 +6.5 Perth 3,775,454 4,083,439 12.5 +8.2 Adelaide 725,965 929,369 2.9 +28.0 Gold Coast 877,921 881,795 2.7 +0.4 Cairns 516,738 467,737 1.4 -9.5 Darwin 313,506 336,358 1.0 +7.3 Norfolk Island 10,941 11,763 0.0 +7.5 Sunshine Coast 6,502 8,504 0.0 +30.8 All Airports* 30,510,121 32,539,478 100.0 +6.7 * Total passenger numbers also include Townsville (scheduled services ceased October 2011) and Sunshine Coast (scheduled services from July 2013-Sept 2012, June 2013-Oct 2013 and June 2014). Source: BITRE

STATE OF THE INDUSTRY ATAC lifts its dividend THE Australian Travel Agents Co-operative has flagged further expansion across the country, with members voting to adopt the Co-operative National Law at their recent annual general meeting.

The AGM also saw the board announce an increase in the dividend payable to all shareholding members to 36%, in addition to quarterly air overrides and an annual preferred product trading bonus.

Other initiatives include the “industry first” addition of a “wholesaler insolvency” inclusion to ATAC’s CHI and Aussietravelcover insurance policies.

ATAC has increased its membership by 17 new agencies this year.

Another listed travel group THE evolution of Western Australian mining firm Red Gum Resources into The Australian Travel Group is being keenly watched by the industry, with the company saying it expects to become a “significant player in the leisure and tourism industry”.

Agreements have been signed for the acquisition of WA travel businesses Holiday Planet, Asia Escape Holidays and Motive Travel, which combined will record $110 million in TTV for the 2015 calendar year.

The deals will be funded by a capital raising in which 15 million 20c shares will be issued, with a prospectus to be lodged shortly and plans for significant expansion of the business into Australia’s east coast.

Helloworld “Experts in Everywhere” HELLOWORLD CEO Elizabeth Gaines has laid out a bold vision for the agency group, declaring at this month’s Owner Managers Conference (OMC) in Los Angeles that “Helloworld will become Australia’s leading travel organisation”.

It was Gaines’ first Helloworld conference since taking the reins as CEO earlier this year, and she confidently boasted that “no other travel company in Australia offers helloworld’s extensive value proposition, service, support and flexibility”.

Several initiatives were unveiled during the conference, including a new “Experts in Everywhere” tagline which will be rolled out across all of Helloworld’s operations.

“This is a powerful platform to help our agents shine. It’s easily understood, it highlights our agents’ expertise and the research shows that it strikes the right chord with consumers,” Gaines enthused.

Training is seen as key to fulfilling this brand promise, with a new national ‘hello You’ staff development program also launched at the OMC by Julie Primmer, helloworld’s head of branded networks.

Available for the group’s branded and associate members, hello You “empowers customer-facing staff with the skills to positively influence and engage, and create strengthened, long-lasting customer relationships”, Primmer said.

Next year’s Helloworld OMC will take place in Wellington, New Zealand from 26-29 November.

HEADLINES SEPTEMBER 01 Magellan profit up 45% 02 Norwegian announces US$3.025 billion acquisition of Prestige Cruises International 03 Qantas to launch direct flights to Brisbane West Wellcamp Airport in Toowoomba 03 W hotel back in Australia 04 One voice for hotel sector 05 Haircut for Qantas execs 05 US firm buys Group Events 08 Emirates to buy Stella UK 09 Adventure World sold for a steal 10 Travellers Choice results 10 New Qantas reissue policy 11 Qantas to add more than 20 WestJet codeshare routes 11 AFTA targeting TCF funds 12 Jetstar Dreamliner to the USA 15 VA axes group commission 15 Virgin Atlantic appoints World Aviation 16 Qantas plans peak seasonal non-stops to Canada 17 Qantas announces codeshare on SriLankan Airlines flights to Colombo 17 South Africa defers kid policy 19 Flight Centre to add ‘city concierge’ 19 Emirates releases 2015 early birds 22 Gate 1 Travel enters Australia 22 Qantas early birds to cover four continents 23 US ‘metasearch’ concern 24 BYOJet to merge with Check-in 24 Rex trims NSW capacity 25 Velocity, KrisFlyer align 26 Walshe Group reports 2014 profit 26 Singapore Airlines $10m price fixing payout 26 Rob Gurney to replace Bryan Banston as head of Emirates in Australasia 29 P&O launches Flagship Club

ABOVE: At the Helloworld gala dinner in Los Angeles: David Padman, Helloworld; Neil Ager, Qantas; Julie Primmer, Helloworld; Rob Harrison, Qantas; Elizabeth Gaines, Helloworld ceo; and Steve Limbrick, Qantas.

Got something to say?

We’re all ears, so share your thoughts at haveyoursay@travelbulletin.com.au

30 TravelManagers into ATAS 30 Virgin Australia suspending Abu Dhabi

Get all the travel news as it happens by signing up for a subscription at traveldaily.com.au.

travelBulletin OCTOBER 2014

5

ISSUES & TRENDS

JONES’ VIEW Steve Jones

THE REAL PRICE OF FREE TIME LOVE him or loathe him, Richard Branson is hard to ignore.

He is an inspirational figure to many, a publicity-hungry irritant to some, and to others he is quite possibly both. Personally, I can’t help liking the guy. And he has just ingratiated himself with office workers around the world by championing a new annual leave policy which allows staff to take as many days off as they wish.

Branson, as you may have read, has followed the lead of online streaming firm Netflix in adopting the policy at his Virgin head offices in the US and UK. Not only that, staff don’t even have to tell their managers before switching off the laptop, slapping an out of office on their email and heading off for a few days of R&R. As long as they are up to date with every project and “100% certain it won’t damage the business or their careers”, they are free to come and go at will.

“It is left to the employee alone to decide if and when he or she feels like taking a few hours, a day, a week or a month off,” wrote the billionaire, who urged businesses to follow suit in a brainwave he reckoned will lead to increased productivity and a driven workforce.

What better way to make staff feel trusted, empowered and valued?

Working in a busy retail travel agency? You’ve had a hectic week, you finally nailed that $10,000 booking so why not reward yourself with a few days’ unannounced leave? Never mind that your agency is already understaffed and there are 30 other itineraries you’re frantically trying to sort out. Just take off, assuming, don’t forget, that you’re 100% certain you’ve finished your work and that your absence won’t damage the business… or your career.

And isn’t this the critical point? The reason why, frankly, it is so unworkable. It’s a lovely idea, but it sounds what it is – hopelessly utopian.

When was the last time a travel consultant finished their work?

It’s a fanciful proposition, particularly in today’s business environment where companies are asking fewer members of staff to do the same amount of work. And even in the unlikely event of a consultant somehow reaching a natural break in their workload, who would be 100% certain their absence would not have a detrimental effect on the business and their careers?

Far from empowering staff it could have the opposite effect.

Take away the structure of annual leave, and staff – with work piling around them – could potentially take fewer days off.

Other news which grabbed my attention was the reappearance of former Helloworld chief executive Rob Gurney in a senior industry role, this time with Emirates. It provided proof, if any were needed, that is matters little how senior executives fare in their previous role, someone will always be willing to ignore the past and re-employ them on lavish wages.

was the ‘lastWhen time a travel

consultant finished their work?

’

6 travelBulletin OCTOBER 2014

NOT AN ALLIANCE, INSISTS ETIHAD ETIHAD Airways broke new ground earlier this month with the launch of a group called Etihad Airways Partners, saying the initiative will promote cooperation between airlines without the “complexity and confusion” of alliances.

Announcing the move, Etihad CEO James Hogan said the benefits swing both ways for airlines and customers, with travellers to see more network choices and frequent flyer benefits, while airlines will share in “strong commercial partnerships” and efficiencies.

At first glance, the partnership looks much like an airline alliance, but Etihad stressed that it sits apart from groups such as Skyteam, Star Alliance and oneworld. “It would be wrong to describe Etihad Airways Partners as similar to the traditional alliances,” he said.

“We are a grouping of like-minded airlines working together to improve our competitive offer against those alliances and the major legacy carriers... the depth of our relationships allow us to go further than the long-established global alliances, from greater network alignment which maximises flight connectivity, to shared centres of excellence in cabin interior design, catering, IFE and customer service.”

Initially six carriers are part of the initiative – all of them existing equity partners of Etihad including airberlin, Air Serbia, Air Seychelles, Jet Airways and Darwin Airline as well as EY itself.

Other airlines are welcome to join – even if they are part of an existing alliance, the airline said. The initial Etihad Airways Partners members are unaligned, apart from airberlin which is in oneworld.

Etihad has long turned its back on alliances, and Hogan has been outspoken on the fact that the airline doesn’t want to be tied to a single group. He has also, in the past, branded alliances as “fractured”, instead favouring partnerships and equity investments.

He says the initiative will be more transparent for consumers by removing “complexity and confusion” and offering benefits such as standardised mileage and tier benefits across all partners, in addition to no blackout periods and priority services.

The question now remains – who will join the ranks?

Virgin Australia, in which Etihad holds a 22% stake (and where James Hogan is now a board member) told travelBulletin it has “no plans” to join at this stage, citing its “already strong” alliance partnership with the airline. Star Alliance, Skyteam and oneworld will be battening down the hatches to keep their members in - but the Etihad Airways Partners initiative may provide a framework for increased cooperation with EY which already has 18 codeshare arrangements with other carriers.

MEMBER

ISSUES & TRENDS

AFTA VIEW Jayson Westbury, chief executive AFTA

INDUSTRY WARMS TO ATAS I AM writing this month’s AFTA view on board a Trafalgar Coach headed north along highway 101 from Santa Barbara to Monterey, California with a pit stop planned at Hearst Castle – and as someone who has never been on a coach tour before, I have to say this is a great experience.

Taking a coach tour would not perhaps have been my number one thing to do, but having experienced all there is to offer in this type of travel, I am a convert. Trafalgar have this down to a fine art and, I should say, I am their guest on this trip. The other first for me is to be experiencing a familiarisation trip with a group of helloworld travel agents (they will all remain anonymous), and for someone that has been doing this job for seven years, it’s a surprising and pleasant adventure.

As the industry embraces the change to deregulation and ATAS starts to have the desired impact with consumers, it is very pleasing to hear positive feedback about the “Pack Some Peace of Mind” campaign that continues to be rolled out by the state consumer affairs agencies.

The radio campaign will reach some 9.5 million listeners over two months and this will set us on the right path as governments explain the move from licensed to accredited travel agents.

The message that has been developed by government agencies does include a reference to using a credit card as a protection method for consumers. That is a simple fact that everyone has rights to access, and this is why the government agencies make this point.

As the industry changes, so too will be the way travel agents need to consider their own protections via the various commercial solutions that have been deployed into the industry. These include insurance, trust accounts, e-payment methods and other consumer policies. The whole idea of a deregulated environment is to allow companies to find solutions that best meet their needs. Following on from the “Pack Some Peace of Mind” campaign, starting in November will be the ATAS campaign that will build on the work already done. It will further bring to life the message to consumers that accredited travel agents are there best choice when booking travel.

We will also be running print advertisements in a range of outlets, but most importantly we will be using very sophisticated penetration methods to infiltrate the consumers’ mind on the internet when they are researching travel. ATAS is a supporting brand for every participant and what is most important is that we do this across the industry.

By the way, we are now looking at some 2500 locations and this continues to grow every day. I am also very pleased to report that the satisfaction rating ATAS is receiving as travel agents go through the process is at 98%. So it does seem that ATAS is on track and the industry has embraced the change.

The radio ‘campaign will reach some 9.6 million listeners over two months

’

8 travelBulletin OCTOBER 2014

BYOJET & CHECK-IN BYOJET is confident its merger with Disruptive Investment Group (DVI) will allow the company to reach new heights, regardless of the bottom line figures.

The deal, announced last month, will see DVI’s online travel assets including Check-in.com.au combined with BYOJet, which is a helloworld affiliate. BYOJet chief Lenny Padowitz has built the business out of a small travel agency in Loganholme, Queensland which he purchased just four years ago.

Padowitz will become a significant shareholder in the publicly listed DVI, which will invest up to $1.5 million cash in BYOJet’s parent firm.

DVI chairman Adir Shiffman said the deal proved Australian owned travel businesses could thrive in Australia, while Padowitz said it would “strengthen the travel proposition of both businesses”.

But after a quick look at the books, the deal is a somewhat surprising move for BYOjet considering Check-in’s most recent accounts show that its TTV for 2013/14 was a mere $375,000.

By comparison BYOjet is more than 220 times Check-in’s size, with $82.7 million in TTV over the same period. BYOJet’s EBITDA amounted to $274,000, while Check-in lost more than $1 million last year.

But regardless of the figures, Padowitz sees potential, describing the deal as a “perfect synergy” for both companies.

“It fulfils a big step that’s required for us to serve our clients,” he told travelBulletin, adding that being publicly listed will allow BYOjet to “see where it can take things”.

“When I started the company I was 100% focused on flights, but we’re now looking at other areas and have started to integrate hotels to our website so we can offer a solid hotel offering. Being listed on the stock exchange has also been a long term goal.”

Padowitz was confident the merger would allow BYOjet to improve its client offering, and flagged plans to further diversify as it focuses on delivering a “complete service” to clients. He remained tight lipped on details, insisting the plan was part of a “strategic discussion”.

Technology is central to the plan as Padowitz prepares to launch the latest version of the white-label technology platform JETMAX at the TRAVELtech conference later this month. The platform combines search engines with administrative control, full back office accessibility, 24 hour customer support and ongoing training.

The technology will continue to be a key focus for BYOjet as the company looks to improve access and distribution for clients.

“My vision has always been to build online technology and provide agents with the ability to go online for minimal cost. We have been refining the technology, and the deal with DVI will now allow us to provide our clients with the best possible service,” he said.

ISSUES & TRENDS

BUNNIK NOT PHASED BY COMPETITION BUNNIK Tours managing director Dennis Bunnik has insisted he’s unphased by his competitors, just weeks after launching a brochure to “expose” their approach to small group touring.

Speaking with travelBulletin, Bunnik voiced his frustrations with the small group touring market, claiming that some operators are “deceiving” customers by offering “small groups” with up to 40 passengers.

“Frankly, it’s ridiculous and filling customers with contempt. Offering a small group tour with 40 or more passengers is making false promises which don’t stack up,” he said.

His comments follow a unique move last month in which Bunnik Tours capped its tours to 20 passengers and launched a brochure listing the maximum passenger numbers for its key competitors.

Outlined in its latest Europe program, the chart includes details on passenger sizes, topped by Bunnik’s 20 passenger max and followed by Scenic Tours’ 40 pax limit. Also listed is APT’s 40 pax, Globus’s 44 traveller maximum and Insight’s 38 limit.

The chart also outlines whether companies are Australian-owned and the star rating of accommodation provided.

ʻ

off the competition, instead insisting it was in the customer’s “best interests”.

“We don’t care what our competitors are doing and we’re happy for people to travel with them, but we are cutting through the marketing hype to give customers a clear idea of what they’re actually paying for,” Bunnik said. “Group sizes have been the dirty little secret of the industry and what we’re saying is that we’re transparent and upfront.”

Globus national marketing manager Australia Adam Mussolum said small group travelling was a “highly competitive arena” and operators, such as Bunnik Tours, were under pressure to find new ways to promote themselves. But he refuted claims that tours of up to 40 passengers were deceiving customers. “It’s a lot more fun travelling in a larger, diverse group. It’s also important to recognise that greater economies of scale provide excellent savings to the consumer,” Mussolum said.

Meanwhile, Bunnik Tours has launched its 2015/16 Africa brochure featuring three new itineraries, two new independent tours and more tour extensions. Destinations include Uganda, Rwanda, Morocco and Kenya, and South Africa and Botswana.

Offering a small group tour with 40 or more passengers is making false promises...

ʼ

Dennis Bunnik, managing director Bunnik told travelBulletin that the move aimed to provide “transparency” to customers and “live up to the promise” of small group touring. He denied it was to fend

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VisitFlanders ramps up WWI promotion

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travelbulletin.com.au JUNE 2014

MARCH 2014

2014 FEBRUARY

AFR ICA Cel ebr atin g 45

yea rs H

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O AYS N LOC LIDCELEBRATINGA

35 YEARS

19

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ON TI

THE appointment of The Walshe Group to represent the Belgian region of Flanders earlier this year is recognition of a key opportunity for Australian travel agents to capitalise on World War I tourism, according to Lea Winkler from VisitFlanders, who was in Australia late last month.

Winkler told travelBulletin that millions of euros are being invested in projects across the region, which was the site of many significant battles during the Great War. Developments will see tourism infrastructure upgraded, with the creation of five ‘gateways’ to the World War I experience.

There will also be a series of major events and exhibitions over the next four years to commemorate the centenary of the 1914-1918 “war to end all wars”. Flanders was part of the Western Front – a “hopeless trench war with countless victims” which continued for four years.

Markets being targeted include nations which fought in the region during the war, with visitors from the UK, Ireland, US, Canada, India and even China being courted alongside Australians and New Zealanders.

There are more than 600,000 victims of the conflict buried on Belgian soil, Winkler said. VisitFlanders research has shown that 44% of Australian travellers are open to including so-called “remembrance tourism” as part of their trips.

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travelBulletin OCTOBER 2014 9

ISSUES & TRENDS

STAR POWER FOR QF AS A380 FLIES TO DFW

Hollywood superstar John Travolta and travelBulletin publisher Bruce Piper give the thumbs up to the new Qantas A380 non-stop services between Sydney and Dallas Fort Worth.

QANTAS is now proudly flying the world’s largest aircraft on the world’s longest route, after debuting its flagship A380 aircraft between Sydney and Dallas Fort Worth earlier this month.

The landmark service, flying six times per week, makes connections between the cities significantly better than with the former 747 operation, which was forced to stop over in Brisbane on the return leg.

Qantas launched Dallas flights in 2011, with the route providing excellent connectivity to other destinations across the USA because DFW is the biggest hub for QF’s oneworld partner American Airlines.

Switching to the A380 has boosted QF’s capacity by about 10% on the route – although on the return leg as many as 80 seats are blocked off in economy class to ensure the plane has enough range.

Qantas says the new superjumbo service is the result of several scheduling changes designed to unlock more flying time for its fleet – including the retiming of its Melbourne-Dubai flights.

Operating the A380 to Dallas has also seen the introduction of First Class on the route for the first time.

The inaugural service was greeted by Qantas ambassador and keen aviator John Travolta, who was replete in his carefully tailored Qantas captain’s uniform. He told travelBulletin he was thrilled to welcome the A380, with Qantas the first superjumbo operator into DFW – followed two days later by Emirates which now operates daily A380 flights between Dubai and Dallas.

The non-stop flight time from Sydney to DFW is 14 hours and 50 minutes, while the longer return service takes about 15 and a half hours to travel the 13,805km sector.

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ISSUES & TRENDS

COMMUNIQUÉ FROM… From left: Mike McCartney, Janaya Birse, Ashlee Galea, Holly Ballard, Vanessa Commander, Mike Story.

HAWAII LOOKS BEYOND USA HAWAII Tourism is appealing to the trade to boost its international grasp and achieve the “ambitious” target of 400,000 Australian travellers next year.

Hawaii Tourism has reported ongoing success in the domestic market, with local sales – including the US – comprising about 60% of annual bookings. But while the domestic market continues to perform, Hawaii Tourism president and chief executive Mike McCartney said the tourism authority has its sights on bigger targets.

“We are very dependent on the US and we need to grow our international markets if we want to succeed,” he told a media conference last month. “But that requires more than just money. We need to build awareness of Hawaii as an international holiday destination if we want to grow.”

Diversity was a common theme in McCartney’s speech as he reiterated the need to improve on the current state of play, as was the need to re-position Hawaii as a global destination.

“We want to grow, we need to, but to do that we need to show how versatile we are.

We have a lot more to offer than most people think,” he said.

Visitor spend topped $10 billion from January to August 2014, while total arrivals also hit 5.5 million on the back of 22%

growth in air traffic from Asia and 6.8% growth from Europe.

Oceania air traffic also saw a 5.4% increase on the same time last year, while daily average spend jumped 2.5% to $195 per person in the first eight months of 2014.

McCartney described the figures as “pleasing”, but said Hawaii Tourism’s long term focus needed more attention to combat challenges such as decreasing discretionary spend and increasing costs of a Hawaiian holiday. More work was also needed to fend off “fierce competition” from Fiji, Bali and Thailand, he added.

“We need the trade’s help,” he told travelBulletin after the event. “Around 60% of Hawaiian holidays are booked through an agent, so the trade remains absolutely key for us and we will continue to launch discounts and incentives to keep them onboard.”

McCartney pointed to Australia as a key growth market for Hawaii, and voiced hopes of boosting annual visitor numbers from 350,000 Australians to 400,000 next year.

“Australia has more potential for Hawaii, but we must really engage with the trade to attract more visitors. We know 400,000 visitors is an ambitious target and we will have to work extremely hard to make it happen. We can’t take Australia for granted,” he said.

K AREN CHRISTENSEN General Manager & Director Sales/Marketing, Australasia

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Departing from April to May 2015, 10-day all-inclusive Kimberley expeditions from au$10,950 per person, including a scenic flight over the Bungle Bungle range.

For a copy of Silversea’s 2015 Kimberley brochure, visit tifs.com.au. For more information or to book call 1300 306 872 or visit silversea.com.

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Avis Budget Group rolls out 2015 line up AVIS Car Rental is expanding its rental fleet with the addition of “tens of thousands” of new vehicles to improve the customer experience. A range of new SUVs have been added to the fleet along with luxury vehicles such as the re-designed Cadillac Escalade.

Sister brand Budget Car Rental, meanwhile, has rolled out a number of new hybrid vehicles to improve its value proposition to clients. The latest Ford Expedition and Ford Mustang have been confirmed for 2015, in addition to the Toyota Sienna and Kia Sedona for families or small groups.

travelBulletin OCTOBER 2014 13

ISSUES & TRENDS

CATO VIEW Peter Baily, general manager, CATO

MEMBERS VOICE CONCERNS THE Council of Australian Tour Operators (CATO) recently held its annual Brisbane meeting, with AFTA’s new national manager of strategy and policy Dean Long as a special guest speaker.

It was pleasing to note that – at the time of the meeting – in excess of 75% of CATO full members had already taken up membership to ATFA’s travel accreditation scheme (ATAS), with the deadline for other members to join being extended to 31 December, 2014.

The meeting was an open forum allowing members to discuss topical issues and areas of concern. There was a robust discussion on ATAS and in particular the value of the optional travel insurance schemes.

The main concerns from members were that the premiums being offered vary greatly on turnover and destinations covered, and in most cases the end cost is too high to make it commercially viable to consider. It was generally agreed that insurance and a more effective form of financial cover for both members and consumers was an area that needed attention.

In response, Dean Long reminded members that ATAS is an accreditation program, not an insurance product or compensation scheme. The recent advertising campaign is also highlighting this fact and focusing on informing consumers of their rights and risks when booking travel.

AFTA has also received very positive feedback from those who have signed up to ATAS with 93% of participants reporting they would recommend other businesses to join the scheme. Members also voiced concerns on the rise of the online travel agent (OTA) sector and continual erosion of wholesale and retail businesses.

Chairman Rod Eather pointed out that OTAs are not responsible for growing the market, but rather, shifting it to an online environment. For instance, a number of OTAs that began offering direct sales to clients only are now offering commission to travel agents to secure their business as well.

This has the effect of closing the gap on prices, however those at the meeting agreed that OTAs offer little service or knowledge, and mainly depend on their clients contacting wholesalers or travel agents for details before searching for a cheaper price online. They also offer little, if any, promotion on destinations, hotels, tours etc, with the emphasis being on availability and pricing, and encouraging travellers to book via their site.

One member reported that hoteliers were now protesting against the OTA’s constant demands for lower rates and lack of commitment to selling their products, meaning a greater shift towards support for wholesalers and agents. A number of ideas to combat losses to OTAs were suggested and it was proposed that members who could contribute should contact the chairman via email at rod@beachcomber.com.au.

The next CATO meeting will be held in Sydney on 26 November.

Please register your interest via email at gina@afta.com.au.

ATAS is an ‘accreditation program, not an insurance product...

’

14 travelBulletin OCTOBER 2014

Salalah Rotana

OMAN HOTEL BOOST OMAN Tourism has welcomed the Ministry of Tourism’s decision to ramp up its hotel offering as ever-increasing demand poses questions over supply.

The Oman Ministry of Tourism has approved the development of 54 hotel facilities which will add more than 2900 rooms to the Sultanate.

Complementing the existing 282 facilities, most hotels will be one and two-star properties, with 14 to be located in the capital of Muscat.

Speaking with travelBulletin, Oman tourism manager Australia & New Zealand Mona Tannous described hotel supply as a “challenge” for Oman’s tourism sector, noting that visitor numbers have seen “steady and controlled” growth in recent years.

But she remained unconcerned about the longer term effects, noting that developments in the pipeline would curb supply issues.

“Hotel rooms have been a challenge [but] that’s understandable as development of tourism in Oman only really commenced in the last 20 years,” she said.

Hotel supply has been a key focus for the Oman Ministry of Tourism as visitor numbers continue to gain momentum. Visitor numbers grew 7.8% to 2.1 million last year, while the number of hotel rooms increased 12% to 22,521 rooms. Australians made a strong contribution to the growth, with visitor numbers up 71% since 2011 and 15% this year alone.

Three five-star properties have opened their doors in Oman this year, including Salalah Rotana Beach Resort, Alila Jabal Akhdar and Hormuz Grand, but the government has now turned its focus to the more affordable properties.

As Tannous explained, the move is a much needed change: “There has been a greater need to accommodate the mid range visitor to the Sultanate rather than focusing on the high end luxury market,” she said. “While new luxury hotels are needed, the need to cater for the changing style of traveller has become more apparent and a wider focus has been given to the 2-3 star hotel options.”

The government is aware of the trend and has its sights on ambitious tourism targets as it looks to boost visitor numbers and reduce its reliance on oil revenues. Oil dominates Oman’s GDP with 72% of the government’s revenue compared to just 6.4% for tourism.

But that figure is expected to reach 8.2% by 2024 if the government achieves its target of 12 million visitors by 2020 – a 10 million increase in just six years.

The Oman government has committed $14.7 million to tourism-related projects from 2011-2015 and has invested in a new passenger terminal at the Muscat International Airport.

Construction is also underway for a new convention centre and more hotels are yet to come.

ISSUES & TRENDS

AIR SERBIA APPOINTS AVIATION ONLINE FORMERLY known as JAT Airways, Air Serbia (JU) now has representation in the Australasian market, with the appointment of Aviation Online as its local GSA. Aviation Online is owned by the Cassar family which also runs the Breakaway Travel Industry Club, with the company’s GSA operation currently also representing Brussels Airlines, Air Malta and Alitalia.

The Air Serbia division is headed up by former Qantas and Virgin Australia executive Stevan Sipka – pictured with a collector’s edition A320 aircraft in the brand new Air Serbia livery.

Air Serbia was reborn in late 2013 after the Serbian government signed an agreement with Etihad Airways, which holds 49% of the carrier.

Air Serbia codeshares on Etihad services from Australia, with extensive connections through to Belgrade and then onto a network of about 12 destinations across Europe.

Sipka told travelBulletin he was excited about the opportunities for the brand in Australia. With an estimated 20,000 people of Serbian descent living in Australia, there’s significant potential for VFR traffic, as well as an untapped leisure market wanting easy access to Belgrade and Eastern Europe, he said.

As well as boosting sales, other issues on Sipka’s plate include aviation bilaterals. Serbia has been designated as the successor to the former Yugoslavia in a number of existing air services agreements following the break-up of the Balkans, but there’s currently some work to be done to clarify the arrangements.

Air Serbia operates a two-class product, with the business class

Stevan Sipka

offering similar hardware to Etihad’s short-haul offering. The carrier’s crew also undergo Etihad service training.

However, despite the close relationship between the carriers, in Australasia Air Serbia is operating completely independently under its newly appointed GSA arrangement.

The Avis Service Promise.

In action, all day, every day.

A family returned their rental but had 4 hours to wait for their flight. Karlyn suggested a visit to the lagoon to fill in the time, and offered to hold their luggage plus provide a beach towel for their son. When they returned, he looked like he would sleep the whole flight home, much to the relief of his parents.

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CAIRNS 12.15PM

ISSUES & TRENDS

AAT Kings’ new branding

AAT KINGS ON THE ROAD TO RECOVERY IF frequent flyer points could be traded for cash, Anthony Hayes would be sitting pretty.

After a 16 year career with Qantas and seven year stint with Queensland Tourism, he’s literally been around the world on the job. But he’s since traded in the air miles for coach travel in the role as managing director of AAT Kings.

Speaking with travelBulletin last month, Hayes admitted that the transition has had its challenges – namely turning the company around and ditching its rusty branding which was losing touch with the Australian market.

Stepping into a role which had been left vacant for six months, he admitted the AAT Kings brand was down on its luck and it was a “struggle” to bring it back from the brink.

“We were way behind in terms of sales, we had let our partnerships slide and we weren’t engaging with agents or consumers,” he recalled. “To be honest, we were really doing it tough.”

But Hayes didn’t waste time getting his hands dirty and within six months launched an aggressive strategy to re-position the brand to the market. Going further than new uniforms and a jazzy tagline, he completely overhauled the brand, ditched its long term strategy, and re-positioned the company to closer align with the “real” coach touring market.

“We had been trying to position ourselves as being stylish and sophisticated, but that’s not what we’re about,” he said. “Coach tours aren’t for the luxury market – it’s not rocket science.”

With the hope of positioning the company as the “perfect cliché of a genuine Aussie holiday”, Hayes also rolled out a new

16 travelBulletin OCTOBER 2014

We had to put the ‘business back together in the right way and make some hard decisions to reduce overheads

’

Anthony Haynes, AAT Kings managing director

brochure with a strong focus on its staff. After a long consultation process with agents, AAT Kings also added food and wine product to the books, launched new product in Western Australia and Tasmania, rolled out some new cruising product and packaged everything to make it easier for agents to sell.

It also bid farewell to the 10 bottom performers as part of a “fierce” strategy to re-build the product.

Twelve months on from the re-brand, Hayes said the changes were breathing life into the once-tired brand, with guided holiday sales up 25% and short breaks up 45% on last year.

The figures are impressive, but Hayes said the turnaround didn’t come easy. “We had a dramatic drop off in sales after 2010, and we had to say goodbye to a lot of good people to turn things around,” he said. “The economy and low consumer confidence were brutal for us and we really struggled to convince people to take holidays at home.”

Hayes admitted the company was ruthless in its approach but said there was no

alternative: “We had to put the business back together in the right way and make some hard decisions to reduce overheads.”

With “several million dollars” returning to the company’s bottom line over the past 18 months, Hayes is convinced the worst is behind the company.

But mindful of the past, he’s been quick to implement change. AAT Kings this year launched a more aggressive earlybirds campaign and stepped up its marketing focus on the domestic market to re-engage with Australian travellers.

The company is also “heavily investing” in its agent partnerships with new incentives and initiatives to help agents sell.

Looking forward, Hayes expects the softening Aussie dollar will allow the company to reclaim its 2010 position when it was making some “real money”.

“We’ve had some ups and downs over the past 18 months, but we’re finally in the right place and on the road to recovery,” he said.

TRAVEL MANAGEMENT

CRAFTING A

PERSONAL BRAND

By Peter Watson

O

VER previous articles we have talked about the importance of choosing the network that will best deliver what you need to successfully run your own travel business. We have also discussed what is on offer from those networks and what you need to consider when making a decision about which network to join.

Now I want to talk about the importance of developing your own personal brand, what that brand means and how you can best maintain the value of that brand.

Why? Because it does not matter what sort of travel business you are in, be it a national franchise, an affiliate, an associate, or an independent. Ultimately, the brand and the brand image that you present to the world is vital to your success.

There is no doubt that the competition for the travel dollar is fierce, and it will only get more so over time. So the question remains, how do you stand out from the crowd and create an image that will make people take notice of you?

First of all, it’s worth defining what branding is. Branding is the process of creating a unique name and image for a product or a service in the consumers’ mind. It aims to

establish a significant and differentiated presence in the market – usually via advertising and promotion – that ultimately attracts and retains customers.

A personal brand, meanwhile, is in many ways an extension of your reputation. It refers to the way other people see you as a business owner or representative of an idea or organisation. When you have a strong personal brand, people recognize your name and are interested in what you have to offer.

But more importantly, they understand what you’re all about.

One of the key challenges of personal branding is figuring out where to start. I suggest that you first consider what you stand for in business, what values you want your personal brand to have, and what those values mean to you and your customer.

Values are the easiest thing for people to identify with, and also the most important place to start.

Your personal brand is a result of the thoughts and words of other people, and of course, it’s shaped by how you present yourself publicly. It’s also something that you have complete control of, so you can decide how you would like people to see you and work on becoming that image.

The next step is to market your personality. In essence, personal branding

is really selling yourself. You need to think about how you act and have a clearly identifiable personality so that people feel like they know you – even if they don’t.

Your style of delivery should also be as unique and individual as any other aspect of your personal brand. This doesn’t mean you need to sit down for weeks on end brainstorming how to be different. For most people, it will happen quite naturally.

A strong personal brand is an essential element of a strong business – it helps you to stand out in a crowded market place. Start the process by laying out your core values, and build your brand from there.

Next time we’ll take a look at the next steps in the process so you can start working on your business.

Peter Watson has spent over 50 years in the travel industry in sales, marketing and distribution. He has helped to build franchise networks with national and international brands and has developed small agency groups and businesses. He now operates as a management consultant, travel writer, teacher and mentor.

travelBulletin OCTOBER 2014 17

COVER STORY

THE

RAMIFICATIONS OF 18 travelBulletin OCTOBER 2014

REFORM

COVER STORY

By Louise Wallace

T

HIS year’s massive industry reforms championed by AFTA chief executive Jayson Westbury have revolutionised regulation in the Australian travel sector.

Compulsory licensing and the Travel Compensation Fund (TCF), in place for almost three decades, have been swept away to be replaced by a new era including the voluntary AFTA Travel Accreditation Scheme (ATAS) on 1 July. Agents no longer need a licence to trade and ATAS now stands in place as an industryled mark of quality and professionalism.

However as history shows, revolutions don’t come easy. The transition was a long time coming, with the changes aiming to level the playing field for Australian businesses and cut red tape – but some warned of side effects including a loss of consumer confidence, as well as a potential influx of new competitors. Four months into the new regime, the catastrophic effects predicted by some naysayers have not materialised.

However some argue that the reforms have lowered the bar and potentially opened the floodgates for fraudulent behaviour.

Consolidation services provider CVFR Travel Group managing director Ram Chhabra is among them, arguing that lowering entry barriers has caused a “huge influx” of new entrants keen to put their foot in the door.

But rather than rubbing his hands together at the new business, he says the changes have led to an emergence of newcomers who step into the industry and pull out after a few weeks once they realise it’s hard work.

“With no form of licensing or cost to start a travel agency, there’s no system in place to stop any old Joe from becoming an agent,” he says.

“The chances of fraud are now very high… there’s nothing stopping fly-by-nighters from entering the industry and taking off with people’s money.”

The trend is also causing a headache for staff who are being “inundated” with questions from new entrants who don’t have a clue about how the industry works. “We’ve basically become a help line... They are clogging up the system, wasting time and

‘

The chances of fraud are now very high… there’s nothing stopping fly-by-nighters from entering the industry and taking off with people’s money

’

Ram Chhabra, managing director CVFR Travel Group slowing down the process for everyone else,” Chhabra says.

CVFR has responded by amending its systems and imposing restrictions which require new entrants to pre-pay for tickets rather than receiving credit up front as in the past. CVFR hasn’t actioned many applications because of the “large number” of new entrants, but if they can front up the cash, they’ve got the green light to sell.

CVFR isn’t alone, with Orient Express Travel Group also reporting an “upswing in inquiries” across its Independent Travel Group and Select Travel Group brands since 1 July. Speaking with travelBulletin, chief executive Tom Manwaring said he’s fielded inquiries from video and fish and chip shop owners hoping to make some cash on the side. But like CVFR, he says the quality is a far cry from the TCF- or IATA-approved agents of the past. “These people are genuinely interested in giving it a go, but they are clueless about the travel industry. They just look at the volume that agents turn over and are blinded by the lights, thinking they will take home all of the money,” he says.

Describing the current state of play as a “transition” for the industry, Manwaring says OETG has become a gatekeeper for people who want credit facilities. “We have become more vigilant with our benchmarks and we only do business with ATAS members who are also backed by a GDS. The last thing anyone wants is an explosion of unqualified retailers, so we’re doing our bit,” he says.

Air Tickets general manager Russell

Carstensen also reports being “inundated” with accounts from new agents, but expects the trend to slow once they realise it’s hard to break into the profession. Speaking with travelBulletin, he described the prospect of fraud as a “genuine concern”, conceding that the industry has a role to play in creating barriers for entry: “As long as GDSs don’t hand out access to everybody and consolidators play the game properly, there will be sufficient restriction of access to content to stand as an appropriate barrier of entry.”

Anticipating how deregulation will play out is a challenge only four months into the game, but AFTA chief executive Jayson Westbury is confident the transition will blow over and not much will change for consolidators. Certainly, this has been the case for Consolidated Travel, with the company reporting “no change in new entrant movement at all”. The same goes for travel companies such as Globus and Carnival which have reported “no increase” in enquiries from new agents since 1 July.

This comes as no surprise to Westbury, who says claims of a proliferation of new agents doesn’t stack up with the figures at hand. With around 50 agencies opening their doors every year – and the same number closing up – he says new entrants will inevitably emerge. And indeed they are, with travel companies such as US-based Gate 1 Travel opening branches in Australia since licensing was removed. But with only 20 new entrants applying for ATAS accreditation since 1 July – of which only six have been approved – Westbury branded claims of an influx of agents as “alarmist and naïve”.

“Sure, we may see a few more agencies open, but I just don’t see any truth behind this idea of a proliferation of new agents. These consolidators should name names and quantify how many agents are approaching them, otherwise I’d say they’re just trying to alarm the industry and steal headlines,” he says.

Westbury admits “anything is possible” in a deregulated environment, but says it’s up to consolidators to implement controls to prevent problem agents from trickling through Continues over page

travelBulletin OCTOBER 2014 19

COVER STORY

‘

The reality of setting up an agency is a far greater barrier of entry than licensing ever was.

If anything, deregulation is a gift to home based networks

’

Jayson Westbury, chief executive AFTA

20 travelBulletin OCTOBER 2014

Continues from previous page the system. If they’re concerned that doesn’t go far enough, he says they should lean on ATAS as a mandatory requirement, much like Carnival has done. “That’s the whole idea [of ATAS] – we’re trying to weed out the dodgies and have a conversation with consumers about the benefits of working with ATAS accredited agents,” he says.

When asked about the prospect of fraud in a deregulated environment, Westbury was unconcerned, insisting that the commercial reality of setting up an agency is enough to “deter the dodgies”. “The reality of setting up an agency is a far greater barrier of entry than licensing ever was. If anything, deregulation is a gift to home based networks,” he says.

Westbury hasn’t wavered in his support for deregulation, but the perceived lack of consumer protection in contrast to the TCF has worried some who fear consumers will lose out in the end. TravelManagers chairman Barry Mayo has been outspoken on the topic and warns that deregulation will increase the risk of agency collapse and tarnish the name of travel agencies. “Losses and inconvenience are going to increase with the likelihood that a few rogue travel intermediaries will damage the travel agent industry’s integrity … and result in a loss of consumer confidence” he says.

It’s early days, but there have already been some failures since the TCF was taken out of the equation. Customers were left out of pocket when NSW agency All Travel collapsed in June, when Australian Specialty Tours went down in August -- and again when travel scam

Bali Indulgence (not, it should be noted, ever part of the TCF or licensing regime) duped customers the same month. And according to TCF chief executive Glen Wells, there will be more to come. “There has been a marked increase in the number of scams since licensing was removed – we’re talking one every few weeks – and there will be others,” he says.

He told travelBulletin it’s hard to gauge the effects of deregulation at this stage, but his claim is that consumers will lose out.

“The new system is fine if you pay by credit card, but the reality is that many customers don’t. The TCF provided strong supervision for the industry – sure it wasn’t perfect, but it did provide certainty for customers,” he says. “Without the TCF, consumer protection no longer exists unless agents take out insolvency insurance.”

Sounds achievable in theory, but it appears that for some, the insurance options are pricy. Chimu Adventures director Chad Carey revealed that the annual cost of insurance is around $70,000 for his agency, and while that figure varies depending on the business, he says “several” other wholesalers have reported similar quotes. “We no longer have consumer protection unless we pay for it. It was our greatest selling point over overseas operators, and now we don’t have that,” he says. “Independent agencies can’t cough up the kind of money insurance providers are asking, and while no one predicted insurance would cost this much, AFTA has their head in the sand if they think ATAS will stand in the TCF’s place.” Instead, he suggests a voluntary scheme like the TCF where companies make a smaller contribution to fund agency collapse would provide the public with “some reassurance”.

Westbury admits that deregulation is an unknown for the industry, but he’s convinced it is the only way forward. “The TCF had to go, let’s face it. Why use a half-baked, semi government, funded by a competitor credit management control system? That’s not fair and it’s just not commercial,” he says. “At the end of the day, the good will succeed. That’s why the accreditation scheme was developed so that those who want to act in a professional way will stand out from the crowd.”

For now, AFTA is turning its focus to consumer education about the benefits of ATAS accreditation, while millions of dollars are being spent by consumer affairs authorities across the country on the ‘Pack some Peace of Mind’ campaign. “We are investing heavily to educate consumers of the benefits of working with ATAS accredited agents. It will take time, but it’s a process and consumers will catch on,” Westbury said.

CRUISE REPORT

ARIA & EDEN TO REVOLUTIONISE P&O

By Matt Lennon

I

N a little over a year from now, P&O Cruises will parade five ships into Sydney Harbour in a massively orchestrated display introducing its two newest ships to the travelling public. The event is sure to be a lock on the calendars of cruise aficionados and nationwide media outlets, with plenty of attention being showered on a new look, both inside and out, for the endearing home-grown line.

By that time, P&O will be proudly sporting a starkly different onboard offering far removed from what cruisers have come to know now and in the recent past. It will be celebrated and pushed as the central focus of perhaps the greatest sweep of changes for a modern cruise line in recent memory.

The two newest members of the line will have the badge “Pacific Eden” and “Pacific Aria” painted on the side of the navy blue hull, the first of many forthcoming changes.

Sisters Pacific Jewel, Pacific Pearl and Pacific Dawn will each be bestowed with an elegant navy blue stripe attributing them to the P&O brand. While the changes to the ship exteriors end there, onboard is where the real revolution is taking place.

By far the most transformational change is the entire removal of the factory-line shuffling buffet dining concept that is synonymous with cruising. It is a bold move for P&O and one with very little precedent.

“We set ourselves a challenge to broaden that so that’s where all the research came, to understand that there’s a big bucket of ‘considerers’ out there in the new-to-cruise market and what would it take to convert these people and offer a product that would make them think twice or take notice of us and the cruise industry,” P&O Director of Marketing and Distribution Simon Cheng said.

In place of the buffet, P&O Cruises will roll out a suite of pure ambrosia in its new restaurant options – some included in cruise fares, some at a small surcharge – but all

“Like No Place on Earth”, P&O’s new marketing tagline

adding more luxury and elegance to the overall P&O at-sea experience. The line will debut The Pantry, an international food court of sorts, with a multitude of individual stations offering a variety of cuisines. The line describes it as a “foodie haven”, with options including contemporary Australian dishes through to Mexican “street food”.

Tables will be plentiful for couples and groups to dine together, with communal benches for diners happy to occupy any seat. The second option available at no extra cost is Waterfront Restaurant, a reimagined modern Australian cruise dining room offering ocean views and mood lighting.

Pan-Asian cuisine will be on offer at Dragon Lady, a new concept inspired by modern oriental eateries. Fans of Italian are also covered with Angelo’s, an upmarket restaurant inspired by the creations of photographic artist Angelo Frontoni. Both of these options are open for dinner only and will require advance reservations.

All of the new onboard features will be wrapped up in a new public brand and marketing tagline of “Like No Place on Earth”, a soft-launched campaign expected to be rolled out in full in the coming weeks.

Pacific Jewel

In terms of selling, the new suite of offerings will not harm P&O Cruises’ ability to move cabins from travel agency shelves into the pockets of consumers.

The Carnival Australia family has long acknowledged the importance of the trade – which brings in the majority of bookings – and continues to do so with a new and ongoing industry incentive. Titled The Flagship Club, it will run from 1 December to 30 November on a year to year basis. Despite its recent launch date, the promotion is already in effect, with rewards to be issued retrospectively based on sales made from 1 December last year.

Agents can join the promotion online through the P&O Academy. Consultants will receive a unique registration number allowing them to accrue sales points. Eligibility for the program is automatic once an agent achieves $50,000 in gross revenue in P&O sales booked and deposited, based on the year in which the cruise voyage actually departs. The rewards begin with agents receiving 0.5% of every cent sold on top of the minimum $50k up to a maximum of $1000 in the form of a supplementary EFTPOS cash card, in addition to regular commission.

“We can do a lot to generate demand around the consumer which is to drive traffic in store but we also want travel agents to drive conversion and think about cruising as the alternative,” P&O senior vice-president Tammy Marshall told travelBulletin.

The top 20 selling agents for each twelve month period will also be offered a cabin on an annual P&O VIP cruise, which for 2013/14 will be the line’s five-night Australian Open tennis Grand Slam cruise from Sydney to Melbourne.

travelBulletin OCTOBER 2014 21

CRUISE REPORT

TIDE TURNING ON GARDEN ISLAND CARNIVAL Australia CEO Ann Sherry has set her sights on being able to host the nautical ballet and media spectacle of all three Cunard Queens in Sydney Harbour at once by 2017, a sight only possible through expanded access to Garden Island, she says.

Such an auspicious target would be a crowning achievement on Sherry’s shining legacy to the Australian cruise industry, if it can be pulled off. It is no secret within the industry that the Navy has for many years had its heels firmly dug in on civilian use of the military base which is a stone’s throw east from the Overseas Passenger Terminal at Circular Quay. Sherry said only recently the Navy has shown a reduced level of inertia toward a greater number of cruise ships utilising its port.

“Other than a war of attrition, I don’t think it’s a war. I think they’re just comfortable doing what they’ve always done there and I guess they see us as the new kids on the block. Every facility that is owned by navy or army that civilians have tried to share has been hard work and that’s just a cultural issue I think,” she said.

But the ever-growing volume of rhetoric coming from tourism industry bodies, levels of government and cruise lines themselves is leading to signs of a more negotiable approach from the Navy, who have occupied Garden Island for more than two centuries.

The growing capacity of cruise ships visiting Sydney and their inability to fit within

Silversea showcase SILVERSEA has launched its voyage options for 2016 which will see eight ships showcase 845 destinations across seven continents.

Covering 107 new ports, Silversea’s five ‘ultra-luxury’ cruise ships will cover 385 destinations on 177 voyages over the 12 month period. Voyages include the 115-day Venetian World Cruise and 66-day Circle South America which includes a crossing of the Panama Canal and a three-day stopover in Rio de Janeiro.

From May to September, Silver Shadow will return to the Alaska on 17 sevenday voyages, with three voyages to feature multi-day stopovers in Myanmar.

Silversea’s three expedition ships will also visit over 500 destinations on 95 expedition cruises in 2016.

22 travelBulletin OCTOBER 2014

‘

Every facility that is owned by navy or army that civilians have tried to share has been hard work and that’s just a cultural issue I think

’

Ann Sherry, CEO Carnival Australia

the 49-metre clearance underneath the Sydney Harbour Bridge is taking its toll on the Navy and Garden Island, as calls grow louder for greater access for the benefit of the state and national economies. Sherry said many productive conversations have taken place.

“I think the view now is that we’re more compatible, we’re both interested in security, we’ve both got very strict security requirements so we’re not incompatible on that,” she said. “We’ve worked out which part of it we’d get in and out of without disrupting them. The last chief of navy who has just been promoted, he and I had some very positive conversations together and he said to me that it now needs a Cabinet decision.”

A recent letter by NSW Premier Mike Baird calling for action on the matter from Canberra

has slammed the matter firmly back on the table, with both NSW Treasurer Andrew Constance and Federal Trade & Investment Minister Andrew Robb championing its cause, and the latter prepared to fight for it through the governmental channels in Canberra.

Upon the removal of the hammerhead crane, Sherry said Garden Island is capable of accommodating two cruise ships at one time by itself, freeing up the OPT for a third and White Bay for smaller vessels.

Cunard, for its part, is very keen to perform such a spectacle in Sydney Harbour. The line remembers the traffic-stopper that eventuated when two Queens crossed either side of Fort Denison in 2007, and is keen to do its part in giving Sydney another maritime moment to cherish, should the facilities be available.

CARNIVAL’S LEGENDARY LINE UP

CARNIVAL Cruise Lines is now operating two ships in Australian waters, with the 2015 cruise season kicking off late last month with the debut of Carnival Legend. Several thousand Aussie travel agents packed the ship for its first voyage out of Sydney, dressing up in Legendary style. Pictured here with Elvis and one of his backup singers are Jennifer Vandekreeke, Carnival Cruise Lines director Australasia with Donna and Brian Meads-Barlow from DBT Corporate/Cruisescene.

CRUISE REPORT

CRUISE UPDATE Brett Jardine, general manager CLIA Australasia

CRUISE WEEK 2014 WRAP UP

AUSSIES SEE THE WORLD VIA BALTIC IN a new move for Princess Cruises, a new global circumnavigation departing from Australia has been released, with the route taking passengers via the Baltic for the first time ever.

The new voyage is in celebration of Princess Cruises next year chalking up its first decade offering cruises from Australia. In those ten years since the beginning of 2005, Princess ships have collectively cruised a distance of more than 716,565 miles – equivalent of three trips to the moon.

Releasing its 2016 winter season for the permanently Australian based Sea Princess, the new 104-night voyage will depart Sydney on 15 May, 2016, with berths for the entire lap around the world priced from $20,999 per person.

The voyage will transit the Panama Canal and offer stops in a variety of South American ports. Passengers will also not need to congregate in Sydney to board the voyage, with embarkation also available from Fremantle, Adelaide, Melbourne, Brisbane and Auckland.

For those unable to commit nearly one third of a year to a cruise, 30 sailings on Sea Princess, Dawn Princess and Sun Princess will sail from Brisbane, Sydney and Fremantle, taking guests to a total of 136 ports in 58 countries. Among the range is the return of a 75-night Circle Pacific voyage visiting China, Alaska, San Francisco, Hawaii and Tahiti, among others. The 2016 winter season is on sale now.

CRUISE HEADLINES SEPTEMBER 02 Another big wave season 02 Norwegian announces US$3.025b acquisition of Prestige Cruise International 02 Cruise Week 2014 kicks off 04 Vanuatu P&O cruise hub?

04 Portuscale cancels Australia 09 GM shock at season axing 09 APT launch Mekong deals 11 Franklin’s 1845 ship found 11 Travellers eye exotic ports 16 Global statistics revealed 16 Princess planning repairs

18 Solomons keen on inclusion 18 Heritage Southern Hemisphere revival 23 Legendary season begins 23 Contiki boosts cruise options 23 Keel laid on Escape 25 Economic growth up 16% 25 Industry toasts Carnival Legend 30 Navy warming to sharing 30 Cunard at the crossroads

Get all the cruise news as it happens by signing up at cruiseweekly.com.au/subscribe

WITH our third annual Cruise Week now behind us, the feedback we’ve received reveals another extremely successful event.

Member cruise lines and agents praised the week-long campaign in early September, reporting that it generated strong consumer interest and a spike in sales.

The concept of Cruise Week is to deliver a special annual event which focuses the industry on a single cause.

It really is our way of speaking with a collective voice to raise awareness of cruising. In addition, it’s also a great driving force for sales, creating a high-energy and concentrated focus on our member lines and agents, as well as cruising in general.

For the first time, the campaign also included prominent mainstream print coverage including a national cruise magazine and a $100,000 prize promotion.

As our market continues to mature, the focus of Cruise Week will be less about the deals and offers that are available and more about creating awareness and building business by attracting first time cruisers.

After holidaymakers first experience a great value cruise holiday, we see a lot of repeat business, with many Australians returning time and time again to the same cruise line or ship that they have developed an affinity with during their time at sea.

It’s these ‘new to cruise’ passengers who our member lines are particularly keen to attract, which is why participating and being proactive during Cruise Week is important for any cruise business.

As we continue to review the outcome from 2014, planning for Cruise Week 2015 is already underway. A survey of members shows that almost all are keen to participate in Cruise Week again so we’ve marked next year’s event in our diary for early September.

We’re also busy with more immediate activities. As this issue of travelBulletin is making its way to the printers, CLIA Australasia will be launching a brand new online training platform.

The cruise industry online accreditation scheme will be included as part of the annual membership fee for CLIA members, with consultants having direct access to their own password-protected personal profile where they will be able to track the progress of their cruise industry knowledge.

Meanwhile, planning is underway for our second Cruise3Sixty conference, building on the sell-out success of this year’s inaugural event. Next year’s conference will be held on Friday, 27 February and will be followed on Saturday, 28 February by our 2014 Cruise Industry Awards, making it easier for interstate and international visitors to attend both events.

We’re organising a stellar line-up of senior cruise industry executives and keynote speakers for our conference and are very pleased to have secured Star Event Centre as the venue for both functions. Please put the dates in your diary and visit our website www.cruising.org.au for more details.

We look forward to seeing you there.

travelBulletin OCTOBER 2014 23

INDUSTRY IN FOCUS These assistant team leaders dipped their toes in the sand at the Infinity Wholesale Conference on the Gold Coast last month.

Attendees also took part in a range of team building challenges with Flight Centre’s Healthwise crew.

sabout rn Europe on Bu ir down in Easte ha eir lgrade th Be let d ts an en rk These ag ice National Pa itv Pl l. mi fa l ba glo via Hvar, Korcula Adventures’ first off with a cruise ed pp on, to , da en onald, Greg Laws were on the ag m left: Leah McD fro ed ur ct Pi . nik is. and Dubrov n, Rowena Lyrij Glenn Barringto Amanda Castle,

These Flight Centre agents took in the ancient ruins of Sukhothai, historic WWII sites and the lively streets of Bangkok on a recent Thailand famil, courtesy of On the Go Tours.

24 travelBulletin OCTOBER 2014

Golf, massages and private beach access were on the cards for these agents on a Club Med Bintan famil last month.

These travel agents got a taste of Japan on the Globus 2014 Supertour over ten days. Pictured in Japanese style casual clothing from left (bottom): Ryan Harvey, Flight Centre; Michelle Reynolds, Flight Centre; Jessica Evans, Globus. Top from left: Matthew Perre, Harvey World Travel; Kayla Murray, Travel Hotspot; Christine Byrne, Flight Centre; Erin Nash, Holiday Wonders; Bonnie McLeod, House of Travel; Amanda Taylor, Our Vacation Centre; Sara Zajac, helloworld; Fiona Sullivan, Flight Centre.

OCTOBER 2014 LETIN L TRAV ELBU L

A U NCH

Sally Morgan, Uniqu e Tourism Collection; Ian McMa hon, travelBulletin; Lisa Ma roun, travelBulletin; Mike Smith, World Trade Travel; Louise Wallace, travel Bulletin.

Anil Rodricks, Lufthansa; Dennis Bunnik, Bunnik Tours; Bruce Piper, Travel Daily; Jacqui Walshe, The Walshe Group.

Peter McKeon, Delta Air Lines; Martin Edwards, Bench International; Jo O’Brien, Tramada; Mike Thompson, Helloworld.

Steve Jones, travelBulletin; Dave Carroll, Cicada Communications; Ian McMahon, travelBulletin; Andrew Macfarlane, Magellan Travel Group.

Ireland; Maureen Diane Butler, Tourism cations.

Va t igh Van Metter, Ins

Beth Scott, Lufthansa; Charles Boutet, Entire Travel Connection; Margaret Sibraa, Bunnik Tours.

Adam Mussolum , Gl

obus; Linda Lopr esti, Globus. travelBulletin OCTOBER 2014 25

BROCHURES

■ KIRRA HOLIDAYS has launched its 2014/15 Guided Walks and Adventures brochure, featuring a five-day guided tour around the Abel Tasman and a multi-day hike on the Routeburn Track. A number of cycling tours are also on offer, including the eight-day Coromandel Peninsula Inn Trip and the seven-night Volcanoes Inn Trip, priced from $3123 per person. Highlights include a visit to Rotorua’s thermal parks, scenic rides on Lake Taupo and time to explore the Waitomo Caves.

■ EVERGREEN TOURS has enhanced its Antarctica cruising options as part of its 2015 South America brochure.

Two T cruising options are now available, including a 10-night expedition on MV M Sea Adventurer and a 14-night Antarctic cruise as part of the new A 34-day South America & Antarctica in Style itinerary. Prices start from $12,345 twin share. Early bird offers include free flights to South America for tours 20-days or more booked before February 25, 2015.

■ SCENIC TOURS is offering savings of up to $2500 per couple to celebrate the launch of its 2016 Antarctica program. Three private charters have been confirmed on Le Boreal and Le Lyrial, two new Amazon and Galapagos itineraries have been added, and all Peru itineraries now include a visit to the floating islands of Lake Titicaca. Early bird savings apply for bookings made before 15 December, including $2000 airfare credit for all suite upgrades.

■ MORE departures and new destinations are some of the latest additions to APT’s Vietnam & Cambodia 2015/16 brochure. The RV AmaDara will sail its maiden voyage next year and options have been added to combine tours to China. The 28-day Thailand, Laos, Vietnam and Cambodia Discovery tour is new to the program, featuring a fivenight Mekong river cruise. Celebrity chef Luke Nguyen will also host the 20-day Luke Nguyen’s Vietnam & Mekong River Cruise tour, departing 26 June, 2015.

■ A&K has launched its 2015/16 Luxury Polar Expedition Cruises brochure, featuring exclusive tours onboard luxury vessel MV Le Boreal.

Four expeditions will operate during the season, including a journey which visits Norway and the High Arctic Svalbard archipelago. Highlights include excursions to the fjords and remote settlements in Greenland. All tours visit the Antarctic Peninsula and are themed with a special family expedition over Christmas and New Year.

■ CONTIKI has launched its 2015/16 Europe brochure, with new travel styles, itineraries and destinations outlined in the latest portfolio. Twelve new itineraries have been added to complement the Morocco and Portugal adventures, including the fiveday Explore Morocco itinerary, priced from $795 per person. Eight new travel styles have also been added, including High Energy trips, Discovery Plus tours and Classic Camping excursions to give travellers more choice.

26 travelBulletin OCTOBER 2014

■ BILL PEACH Journeys has expanded its product offering, adding Africa to its 2015 Aircruising brochure. New to the program is the private aircraft journey of Namibia and Botswana which covers the Sossusvlei dunes, Etosha National Park and Skeleton coastline over 13-days. Tours to Australia and New Zealand continue to form the basis of the program, with itineraries including the Great Australian Aircruise, Isles of the Bass Strait tour and Icons of New Zealand.

■ LONGER stays and smaller group numbers are some of the latest additions to the Albatross Tours 2015 Europe and Britain brochure. Featuring a number of tours through Britain, France, Italy and Germany, itineraries have been tailored for Australian travellers to include longer stays and a maximum group size of 28 travellers.

All tours offer ample time for sightseeing and include two to five-night stays in each location.

EARLYBIRDS

THE PRICE IS RIGHT EARLYBIRD FARES EXPLAINED

by Louise Wallace

E

ARLYBIRD airfares were an instant hit when they hit the scene over a decade ago – customers were lured by their cost appeal and suppliers saw them as a clever marketing tool to lock in advance bookings. But with some deals now offering marginal savings or extremely limited availability, the question remains – are they still relevant in today’s landscape?

The topic is multi-faceted, but as the major airlines rolled out their earlybirds last month, the sentiment was that they’re continuing to drive business more than a decade after they hit the market in the early 2000s.

Speaking with travelBulletin, Cathay Pacific sales and marketing manager Australia Julie Reid described them as a “crucial” component of the airline’s marketing mix, while former Emirates vice president Australasia Bryan Banston said they were one of the airline’s most “anticipated” fares of the year.

Singapore Airlines senior manager marketing and Alliances Australia Dale Woodhouse, meanwhile, labelled them the “most important fare campaign of the year”.

“Earlybirds are critically important for base loads for the following year and if they don’t perform, we’re catching up for the rest of the year rather than building on a solid base

load,” he told travelBulletin. “Earlybirds are our largest and most important promotion of the year – we’re talking tens of tens of millions of dollars – so it’s a viable service.”

‘

Earlybirds are our largest and most important promotion of the year

’

Dale Woodhouse, Singapore Airlines With a string of earlybird airfares appearing within weeks of each other last month – many claiming to offer the most competitive fares in the market – consumers are spoiled for choice. But as Woodhouse explained, the deals are part of a tactical game to weed out the competition and slap as much cash on the bottom line as possible.

“Demand for earlybirds is massive, so you’ve got to be in the running to remain competitive. But it all comes down to delivering attractive fares at the right time and being fresh and innovative to win over customers,” he said.

Banston echoed the same sentiment, but said the strategy went beyond just locking in

cheap fares: “Earlybirds are our biggest tactical offering of the year, but it is about giving passengers a competitive package that goes beyond simply getting from A to B for the cheapest possible price.”

Cathay Pacific’s Reid agreed, noting that travellers are wary of the devil in the detail. “To be really competitive in the earlybirds market, you’ve got to package up fares so they appeal to consumers... They want inclusions, not just low fares,” she said.

The big players are fierce when it comes to strategy, and they’re chomping at the bit to come up with new ideas that will make their competitors wince.

Take Cathay Pacific for instance, which made headlines last year for launching its earlybirds via an exclusive arrangement with Flight Centre. The move raised eyebrows from some industry groups who argued the fares were unevenly distributed across the spectrum. Cathay insisted it worked with “all its travel partners in a variety of ways”, but despite the upset, the airline has followed suit this year and launched its earlybirds three weeks earlier than 2013, again as a Flight Centre exclusive.

Singapore Airlines also broke new ground last year when it launched non-seasonal Continues over page travelBulletin OCTOBER 2014 27

EARLYBIRDS Continues from previous page earlybird fares and $1 stop overs in Singapore – a strategy which the airline has again adopted this year on the back of “overwhelming” success in 2013.

The other players have been less aggressive in their approach, but they’re still in the game.

Qantas last month rolled out earlybirds covering four continents for the first time, and Emirates launched competitive fares to 37 European destinations. Malaysia Airlines launched two rounds of earlybirds with deals on all cabins on its A330-300 and A380 services.

With a wide spectrum of campaigns on the market, the competition is rife. But as Reid explained, the benefits for airlines go beyond the bottom line. “Earlybirds can provide a solid base of business up to 12 months in advance, but it also allows us to secure valuable long haul business far out which helps us manage future promotions to other destinations,” she said.

The same goes for the other major players, with Singapore Airlines also claiming that earlybirds allow the airline to gauge which markets are performing and amend their marketing push accordingly.

The benefits of earlybirds swing both ways for consumers and suppliers, but inventory is the catch. With the economic benefits for airlines wearing thin if they allocate too many budget fares, it’s not uncommon for them to run out before they’ve barely begun. But the big players share the view that customers expect them to disappear. “Earlybirds operate on a first in, first served basis and you can’t expect there to be an abundance in peak season,” Woodhouse said. “We are competing against a lot of other inventory, so availability depends on whether we can get enough seats.”

Another challenge for airlines is striking a balance between relevance and appeal for customers. Cathay has dedicated much time to simplifying its earlybirds, Qantas has expanded its offering and Singapore has poured its efforts into “reinventing” its strategy. “We removed seasonal restrictions to shake things up and stand out from our competitors. To be successful you need to be fresh and relevant to customers and also achieve your economic objectives,” Woodhouse said.

Admitting that Cathay Pacific has “struggled” to remain relevant in the earlybirds market, Reid added that the airline’s more flexible approach has seen its earlybird sales double in the past 12 months. “Our offering used to be far too complex but we have put a lot of effort into being simpler. Customers hold the power when it comes to bookings, so we [airlines] have to be mindful that flexibility is key if we want to secure the bookings,” she said.

28 travelBulletin OCTOBER 2014

CHINA SOUTHERN AIRLINES has rolled out its 2015 earlybird fares including return flights to Europe from $1274. The services fly via Guangzhou to London, Paris, Amsterdam, Moscow and Istanbul, with flights from Melbourne to Frankfurt starting from $1300. Fares are on sale until the end of the year and are valid for travel in 2015. Seasonal restrictions apply.

EMIRATES has released earlybirds to 37 destinations in Europe and the UK, with return economy fares to Dublin starting from $1521. New additions include Oslo from $1522, Brussels from $1545 and Budapest from $1543 for travel from 27 October.

Bookings must be made by 19 November for travel between 1 March and 30 September 2015. Fare levels vary during this period.

ETIHAD AIRWAYS has rolled out earlybird fares across all travel classes for 2015.

The offer extends to popular destinations in Europe, the Middle East and USA, with return economy fares from Brisbane to Madrid leading in from $1532. Business class fares from Brisbane to Dublin start from $6856 return and first class suites are on sale to many destinations including Sydney to London from $10,415 return. Connections to Brisbane, Sydney, Melbourne and Perth are available with partner airline Virgin Australia.

The offer applies for travel between 1 February to 24 March next year and during the month of October, 2015.

MALAYSIA AIRLINES is offering savings in all cabins to Europe and the UK for travel in 2015. Return economy fares to Istanbul start from $1328, Amsterdam from $1350, Paris from $1385 and Frankfurt from $1429. Business class fares to Istanbul lead in from $4943 for travel between 1 April and 10 August 2015.

QANTAS has launched earlybird deals across four continents for the first time, covering North America, South America, South Africa and Europe/UK. The airline is also offering up to two free stopovers and the option to combine Europe fares with stopovers in North or South America, South Africa, Asia or the Middle East. Bookings must be made by 19 November for travel between 1 March and 30 August, 2015. Europe earlybirds are available until 30 September next year.

THAI is offering discount fares to 13 major cities in Europe and the UK as part of its earlybird offering. Economy fares from Melbourne to Moscow start from $1491 and $1377 from Perth. Royal Silk Business class fares start from $5994 and $5405 on the same routes respectively. Passengers can also carry an additional 10kgs of checked baggage after the airline lifted its luggage allowance last month.

EARLYBIRDS

GLOBUS ROLLS OUT EUROPE OFFERS EARLYBIRD deals are continuing to drive business for the Globus family of brands, with marketing manager Australia Adam Mussolum reporting strong uptake for its 2015 Europe offering.

Globus took a different approach to its Europe offering this year, rolling out three different brochures for the ďŹ rst time, including 2015 Europe, 2015 Italy and Spain and the new 2015 Britain and Ireland brochure.

Globus also launched a number of earlybird specials to complement the move, including discounts of up to $200 per person for tours booked and deposited by 15 December.

Savings of 10% are available for 2015 Europe bookings paid in full nine months before departure, and all earlybirds can be combined with ongoing deals including 5% off bookings for repeat clients.

Europe has delivered strong returns for the company this year, with 27% growth in sales during 2014. And with forward bookings for Europe up 50% on the same time last year, Mussolum is backing a solid performance for 2015. “The market is strong and all signs suggest we’re heading for another strong year‌ Our earlybird deals remain a very

Seville, Spain

important part of our product offering across our Globus, Cosmos and Avalon brands,� he told travelBulletin.

With base prices for Globus’ Europe program reduced by an average 2% on last year, Mussolum was conďŹ dent that customers would take advantage of earlybirds to maximise the savings.

But with availability dwindling fast, he encouraged agents to remind clients to book ahead to secure their preferred options.

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EARLYBIRDS

CONTIKI SUMMER REDUCTIONS Bunnik EU savings

CONTIKI is offering a 10% discount for bookings made before 18 December to coincide with the launch of its latest Europe Summer 2015/16 brochure.

The youth brand has added a number of inclusions to its books, including eight new travel styles and 15 itineraries through Europe, Morocco and Portugal.

Trips have been divided into categories including high energy, easy pace, freestyle camping, festivals and short stays. Sailing,

HELEN WONG’S TOURS has cut the cost of its new series of packaged group tours to Indochina to cater for budget conscious travellers. Outlined in a one-off eight-page mini brochure, tours include the 11-day Highlights of Laos tour from $3190, Jewels of Vietnam from $3980 and the 12-day Highlights of Myanmar itinerary from $4760 per person twin share. Prices include return airfares with Vietnam Airlines from Sydney and Melbourne, and group sizes are limited to 20 persons.

winter, discovery and explorer tours have also been added, allowing travellers to select the style of travel they desire.

New itineraries include Island Cruising & Santorini, the eight-day Western Quest tour and Amsterdam’s Kings Day celebration.

The Explore Morocco tour is also new to the offering, covering Fez and Marrakech from $795 per person.

Earlybird savings only apply to tours booked and paid in full before 18 December.

IRELAND DEALS

Cliffs of Moher

TRAFALGAR has partnered with Tourism Ireland to offer discount airfares when purchased in combination with its guided Ireland holidays.

Guests can pick up return flights to Dublin with Etihad and Virgin Australia from $1299 per person departing Sydney, Brisbane, Melbourne, Adelaide and Perth. The deal applies to bookings which are combined with one of 14 guided holidays of Ireland.

Trafalgar is also offering earlybird fares from $1419 ex Perth to Rome which can be combined with all existing brochure savings, including Trafalgar’s 10% early payment discount.

SAVE 30% WITH DRIVEAWAY HOLS DRIVEAWAY Holidays has launched savings of 30% across its Peugeot Lease fleet in Europe.

Starting from $45 per day for pick-up and delivery in France, the offer provides access to 30 European countries with unlimited kilometres, full vehicle insurance and 24 hour roadside assistance. Personal accident insurance is also included, in addition to full factory warranty and additional driver options. Repeat clients who have previously leased a Peugeot since 2005 will also receive three free bonus days on all sale models.

The deal applies for collections until the end of the year that are booked and paid by 12 December.

30 travelBulletin OCTOBER 2014

BUNNIK Tours is celebrating the launch of its 2015 Europe brochure with earlybird savings of $250 per person for bookings made before 19 December.

Marking the company’s most comprehensive Europe program, the 2015 line up of small group tours features new itineraries to Italy, Turkey, Spain and Eastern Europe. The 25-day Spain, Morocco and High Atlas Mountains itinerary takes in the Spanish countryside before heading to Morocco and continuing to the Sahara Desert from $8740, while the Best of Egypt and Turkey tour explores Istanbul and the Pyramids of Giza over 23-days.

Earlybird savings of $250 per person also apply to South & Central America bookings made before 19 December.

EVERGREEN TOURS is offering free flights to South America for tours 20-days or longer that are booked before 25 February, 2015. Two Antarctica cruising options are now available as part of the 2015 South America brochure, including a 10-night expedition on MV Sea Adventurer as part of the 31-day South America & Antarctica Revealed tour, and a 14-night cruise as part of the 34-day South America & Antarctica in Style itinerary.

Prices start from $12,345 twin share.

travelBulletin OCTOBER 2014 31

ADVENTURE

ADVENTURE MAKES A COMEBACK

Cycling in Myanmar (image courtesy of Grasshopper Adventures)

by Lee Mylne

D

EMAND for domestic adventure travel has made a recovery in the wake of the economic downturn, with Aussies showing a continued thirst for more exotic and far-flung challenges.

Wholesalers are reporting a resurgence in interest and bookings for Australia and New Zealand adventures, with cycling among the most popular activities both close to home and in Europe and Asia.

UTracks brand marketing manager Brad Atwal said the global financial crisis and the once-strong Australian dollar had taken its toll on the adventure market in recent years.

“But thankfully, the demand is back,” he said, adding that UTracks’ Tasmanian Expeditions and Adventure South operations (in New Zealand) were both recording “excellent” growth.

Cycling is among the most popular activities, with the promotion of New Zealand’s $50 million Nga Haerenga project – a network of nationwide cycle trails – attracting many Australians travellers across the Tasman.

Atwal said a “record number” of Australians were now viewing cycling in New Zealand as a prime activity; a shift in focus from iconic

32 travelBulletin OCTOBER 2014

adventure walks such as the Milford Track.

Tasmania was also booming, with solid growth in multi-activity trips including cycling, walking and paddling, he added.

Atwal acknowledged the importance of the trade, noting that around 40% of UTracks’ Europe sales come from travel agents. He also signalled a change in customers’ travelling habits.

“More people are choosing to cycle along the Danube, either on hotel-based trips or by combining it with barge-based accommodation, which shows it’s not just for the river cruising folks,” he said.

Grasshopper Adventures director Adam Platt-Hepworth noted the same spike for cycle tourism, with particular interest for shorter rides of around 30km.

“Australians are represented strongly in our small group riding tours, and families are leading the charge in Cambodia. It’s such a family friendly destination for cycling, so it suits the kids down to the ground,” he said.

The profile of Siem Reap in Cambodia has also evolved to a destination that’s “more than just temples”, Platt-Hepworth said, and Myanmar has found its way back onto the map, especially with riders over 50 years of age.

Following an extended period where the country’s borders were closed, travellers are

now jumping onboard and taking advantage of new tours, he said.

Meanwhile, in the luxury adventure travel market, guests have their sights on experiences which venture off the beaten track without sacrificing too many creature comforts, according to Abercrombie & Kent managing director Sujata Raman.

Noting that the concept of adventure travel has a broad meaning for travellers, Raman said diversity was key in adventure tourism.

“Our more active guests want to physically challenge themselves, so climbing Kilimanjaro is always on the bucket list. Others consider small ship travel through the Northwest Passage a once in a lifetime adventure, and some travellers enjoy activity in the wilderness,” he said.

Raman said walking safaris in Zambia, canoeing in Zimbabwe and safari in Botswana have been popular options, and travellers have been quick to take up itineraries which incorporate adventurous elements into broader trips such as gorilla tracking paired with a safari in Kenya.

But while consumer trends ebb and flow, A&K’s glamping options in Africa and Antarctica cruising remain the most popular activities in its adventure portfolio, Raman concluded.

ADVENTURE

QLD WHALE SWIM POISED FOR SUCCESS QUEENSLAND tour operators have expanded their product offering with whale swim experiences enabling guests to swim alongside migrating humpback whales.

Among the first operators to introduce the product in Queensland, Sunshine Coast company Sunreef Mooloolaba is working with selected charter operators in Hervey Bay to trial the experience.

Fraser Coast Opportunities tourism manager Robbie Cornelius has been a strong supporter of the program and is working alongside operators and the state government to advance it to trial stage.

“Obviously the welfare of the whales is paramount, as well as the safety of participants, so we want to ensure all the checks and balances are in place before we can officially welcome our first customers,” he said.

With all operators set to abide by existing regulations under the Nature Conservation Act, Fraser Coast Opportunities general manager David Spear is optimistic the whale experience will become a permanent feature for the region following a successful trial period.

“We have this safe sanctuary [for the whales] and the perfect platform of calm

Image credit: Brettt Wortman

waters for people to engage and interact with these incredible creatures,” he said.

On the Sunshine Coast, where whale swims have been operating for some time, operators are bound by a strict code of conduct to protect both the whales and participants.

Clients can expect a three-hour round trip with a group size of no more than 20 participants.

A full briefing is included and all wetsuits and snorkelling equipment is provided.

Once a whale is sighted, the boat pulls up

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around 100 metres from the animal and swimmers are permitted to enter the water, secured to a floating line attached to the boat.

The winter months – when humpback whales migrate – are prime season for the experience. Water temperatures also range from 17 to 23 degrees and visibility spans up to 30 metres. Sunreef Mooloolaba offers whale swim experiences for $114 per person.

If no whales are sighted, guests are able to re-book at a 50% discount.

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ADVENTURE

APT EXPANDS AFRICA PORTFOLIO

APT has added two new itineraries to its 2015 Africa Small Group Safaris program, with the portfolio now combining South Africa, Botswana, Namibia and East Africa.

The new all-inclusive 15-day Victoria Falls & Tanzania with Zanzibar tour takes guests from Johannesburg to Livingstone to stay on the banks of the Zambezi River, including a helicopter flight over Victoria Falls.

Travelling on to Tanzania, guests stay at luxury hotels, lodges and camps such as the Tarangire Balloon Camp. Highlights include an excursion to Ngorongoro Crater, a local school visit and guided tours which provide

an insight to village life and the local cuisine.

In the Serengeti National Park, guests also visit the historic Olduvai Gorge and stay at APT’s exclusive mobile tented camp. The trip concludes in Zanzibar with a two-night stay near Stone Town and the opportunity to explore the spice plantations.

Meanwhile, the new eight-night Namibian Air Safari, which starts in Windhoek, takes travellers to five destinations on a private plane journey.

Highlights include accommodation in a luxury tented camp on the sand dunes of the NamibRand Nature Reserve, alfresco

bush dinners and game drives in the Etosha National Park.

General manager marketing and sales Debra Fox said the program was the culmination of months of hard work to create an “intimate and exclusive” program for Africa.

“As well as reaching into seven countries, we also offer guests the opportunity to experience several travel styles, whether it be journeying by land, travel on a custom built 4WD game vehicle, aboard a Zambezi river cruise or via private air safari,” she said.

APT tour group sizes are limited to 28 passengers, with a maximum of eight guests on 4WD game drives. All flights within Africa are included, along with a local tour director, sightseeing, accommodation, most meals, airport transfers and game park fees.

Extensions for 2015 include a four-day Rwandan Gorilla Encounter, a two-day stay at Nairobi’s Giraffe Manor, a five-day stay in the Okavango Delta and four days soaking up the sun of Zanzibar on a beach extension. All bookings made before December 2015 are eligible for APT’s “Companion Fly Free” deal when two people travel together on the same Africa tour.

Guests can also take advantage of APT’s Business Class promotion including return flights from Australia to Africa from $5395 per person.

Ram World brochure RAM World Travel has released its latest India brochure featuring a number of multiday itineraries specifically tailored for Australian travellers.

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34 travelBulletin OCTOBER 2014

INSIGHT LURES TRAVELLERS INSIGHT Vacations has expanded its portfolio with the addition of fly fishing as an inclusion in Spokane, Washington.

The fly fishing experience forms part of Insight’s 14-day Canadian Rockies & the Pacific Northwest escorted journey. Led by an experienced guide, guests will learn how to attach lures and hooks, how to cast a line, and how to use a rod and artificial fly as bait.

The tour also visits British Columbia, Alberta, Montana and Idaho, featuring other inclusions such as a dinner on the Space Needle in Seattle and accommodation at the Fairmont Jasper Park Lodge.

Prices start from $6150 per person including 13 nights of accommodation, a tour director and airport transfers.

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ADVENTURE

SAT EMBRACES TRADE TO WOO AUSSIES

SOUTH African Tourism is stepping up its efforts to engage with the trade as it looks to entice more Australians to its shores.

General manager Australasia Lalie Ngozi told travelBulletin that Australia was a “key market” for South Africa, noting that it was among the top six long haul tourism markets for the country.

Global tourism numbers jumped to 18,400 in January and February this year, marking an 8.5% increase on the same time last year.

Of that figure, Australian travellers comprised 3.7% of the total.

Reporting a “positive year-on-year increase”

in Australian arrivals, Ngozi said South African Tourism’s “main focus” was to entice Australians to the country.

It is also working to build stronger relationships with airline partners to improve access to the country, she added.

“We have worked considerably hard to improve the opportunity for continued tourism growth over the past few years… and we will continue to do this by educating the trade,” she said.

As part of that push, SAT is running a competition which asks agents to explain in 25 words or less why they want to ‘meet’

South Africa. All entries go in the draw to win a place on a famil which includes flights, accommodation, a luxury safari and tours.

One winner will be chosen each month until March next year.

In the meantime, the tourism body will focus on promoting the “value” of South Africa as a tourist destination to combat the effects of the softening Australian dollar.

“For South Africa to compete as a destination in the current economic environment we need to be seen as the country of choice that offers product and experiences that deliver brilliant value for money,” Ngozi said.

SOLO TRAVELLERS HEAD SOUTH ON AURORA AURORA Expeditions has reported a spike in the number of solo travellers on its Antarctica voyages.

Marketing manager Fiona Twyford said figures from the last three years had shown a steady increase in the number of solo travellers on its small ship adventures, with early season voyages in 2013 showing as many as 29% of passengers travelled alone.

The company’s ‘no single supplement’ option has traditionally been a popular option with solo travellers, said Twyford, who noted a marked increase in individual travellers on voyages with additional activities including camping, polar snorkelling, photography and kayaking.

She also reported a “significant rise” in the number of females joining expeditions, accounting for 65% of solo travellers over the past 12 months.

“We are seeing a growing number of female travellers who, despite having partners at home, choose to travel alone or with girlfriends to experience the destinations that appeal to them,” she said.

36 travelBulletin OCTOBER 2014

Antarctic Peninsula, Lamaire Channel Image credit: Andrew-Halsall

Aurora offers a cabin-sharing service and aims to find same-sex cabin partners for lone travellers. If a suitable partner cannot be found, guests only have to pay the standard single occupancy rate to minimize costs for solo customers. Alternatively, if passengers want a private room, they can book a cabin with sole occupancy at a discounted rate.

Aurora Expeditions’ ice-strengthened vessel Polar Pioneer carries a maximum of 54 passengers. All voyages are led by a team of polar experts and include guided excursions, a lecture program and a range of activity options.

Prices for the 2014/15 Antarctic season start from US$7100 per person based on a same-sex triple share cabin or US$8758 for a same-sex twin share cabin.

ADVENTURE

NZ PUSHES CYCLING AS AUSSIE ATTRACTION TOURISM New Zealand has set its sights on cycle touring to drive inbound tourism, with general manager Tony Saunders confident that Aussie travellers will dominate the market.

Hiking tours, campervan holidays and golf getaways have been a key driver for New Zealand tourism in recent years, with wine touring and skiing holidays also seeing continued demand from international travellers.

Cycle touring is the latest addition to Tourism NZ’s special interest portfolio as the tourism board looks to expand its grasp in adventure tourism. Over 20 Great Rides have been rolled out over the past 12 months, covering 2500kms of cycle ways in urban and remote locations. Itineraries have been designed to cater for all budgets and fitness levels, ranging from casual trails between vineyards to multi-day adventures.

Speaking with travelBulletin, Saunders explained that the push to promote cycle touring was part of a broader strategy to tap into “higher value visitors that make a greater contribution to the local economy”.

And with Aussie travellers currently accounting for almost half of all visitors, he said the focus was on promoting cycle touring to the Australian market which has a “strong affinity with New Zealand”.

“Australia is our most important market so we are really focused on building awareness of

cycle touring and our special interest products to the Australian market so we can stay ahead in the highly competitive market,” he said.

Tourism New Zealand research shows that cycling is the fastest growing participation sport in Australia & New Zealand, and around four per cent of international holiday visitors do some sort of cycling on a New Zealand holiday. Tourism NZ’s cycling page has also clocked up 90,000 visits in the last year.

Saunders said awareness was the greatest challenge moving forward, and stressed that Tourism NZ had to “work hard” to deliver more

product through its trade partners to expand its reach. But he remained confident cycle touring would bring home new bookings and capture a greater share of adventure travellers from across the ditch.

“We want to see cycle touring become what skiing holidays is for Australians in the next three to five years and we believe that’s a realistic achievement once Australians become aware of the product and start taking up touring holidays in NZ,” he said.

■ Visit www.newzealand.com.au/cycling for more details.

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EUROPE

EUROPEAN ENCOUNTERS AUSSIE APPEAL CONTINUES

By Gary Walsh

B

USINESS in the UK and Europe has seen a steady increase fuelled by the strength of the Australian dollar in recent years, and the trend is continuing, with operators across the board reporting double digit increases in sales.

The trade-off is clients who are becoming more savvy (AKA demanding) as awareness of the destination increases.

As the number of repeat travellers to Europe continues to grow, travellers are now looking further afield on their travels. They’re also more experienced when it comes to earlybirds and are prepared to squeeze operators for discounts.

As Outdoor Travel’s Martyn Paterson puts it: “River cruise and coach tour operators are now giving away free nights to get early bookings and revenue, and Australians are demanding next year’s details up to eight months before Europeans ask for the same – four or five months before the first earlybird airfares.”

38 travelBulletin OCTOBER 2014

Early bird discounts continue to be a key driver for business as clients learn how to make the most of potential savings – and wholesalers are well aware of the trend.

Scenic Tours’ Jane Moggridge says early bird fares are “hugely popular with guests”, while A&K’s managing director Sujata Raman says they “always have a positive effect on sales”.

Globus national marketing manager Adam Mussolum, meanwhile, says the best savings can be achieved by combining various deals in the market. Clients have been quick to jump onboard, with Globus noting a trend where travellers extend their holidays with multiple tours or by adding a river cruise with sister company Avalon Waterways, allowing them to grab a 5% second-tour discount.

Moggridge has seen a similar trend, with river cruising the stand out performer. France has been the hot favourite, with sales rising “significantly” in the past 12 months following the release of an extended program and tripled capacity to the region.

Cruising has also been a top seller for APT, with general manager sales and marketing Debra Fox reporting that repeat guests are

Australians have ‘become more mature in their destination choices and are venturing off the beaten path

’

Martyn Paterson, Outdoor Travel

returning to explore Europe’s river networks in more detail. “Our French river cruising for the Seine and Rhone is selling particularly well and we are seeing increased interest in our Douro river cruises, offering guests the chance to explore Portugal along with Spain,” she said.

At Travelmarvel, demand for premium cruises has seen the wholesaler bring forward the introduction of a new ship by one year. It has also seen a spike in departures for 2015 and introduced a shorter sevennight Danube cruise to its portfolio.

EUROPE

Agent in Focus

HOW TO NAIL THE SALE Sarah Phillis, Platinum Escape

APT AmaReina, Budapest Budapest APT AmaReina,

The company has also increased its land portfolio and added new itineraries to Britain and Spain on the back of popular demand.

As visitor numbers to the UK and Europe continue to grow, Outdoor Travel managing director Martyn Paterson says repeat visitors are now seeking out more varied experiences.

“Australians have become more mature in their destination choices and are venturing off the beaten path. As frequent travellers to Europe they are very willing to seek destinations away from capital cities and tourist hotspots,” he said.

Holidays on Location business development manager John de Steiger reported a similar trend in traveller’s habits, with clients now more inclined to visit regional locations for a more authentic experience.

Older Australians are also hitting the road as the population ages, he added.

“Whilst we are living longer we see the need for an active lifestyle, so bike clubs, walking groups, etc, are a daily part of life. Put someone on a bus in Europe for a week and they crave the activity,” Paterson said.

EUROPE and the UK would seem easy destinations to sell and their familiarity to Australians would suggest that little needs to be done to promote the region to clients. But Sarah Phillis from Adelaide’s Platinum Escape, says familiarity can in fact make selling Europe a little more challenging.

“If the client hasn’t been to Europe or the UK before then it can be quite easy to recommend the top places to go,” she says.

“But these days, many of our clients have been there so many times that they are looking to experience something unique.”

While traditional destinations such as France, Spain, Italy and the UK remain the most popular destinations for Phillis’ clients, she is also seeing some other countries emerge as favourites.

“Iceland has become a popular destination for us to sell – it’s different, safe, the scenery is beautiful and it can generally be travelled in a week as part of a larger traditional Europe trip,” she says.

River cruising, canal barging and sea

Venice

cruising are also becoming more popular, she says, along with travel to Spain.

“River and sea cruising is huge for Europe and we are getting many clients that book a year ahead for river cruising,” she says.

Phillis predicts that Iceland will continue to grow, with Malta, Slovenia, Albania and Montenegro also likely to make their way to the list of top travel hot spots.

ALBATROSS EXPANDS ANZAC OFFERING ALBATROSS Tours has released its 2015 Anzac Tours program, featuring a range of Gallipoli and Western Front tours for travel in the European summer months.

There are also two add-on departures allowing travellers to complete a Western Front tour after first commemorating Anzac Day in Gallipoli.

Albatross Tours managing director Euan Landsborough expects the centenary of the Gallipoli campaign and other World War I anniversaries will see more clients travel to Turkey and the Western Front.

“As a result, we have added more departures throughout the European summer months for our Western Front and Gallipoli tours,” he said.

All tours are led by a team of war historians, battlefield guides and trained tour

Courtesy of Australian Dept of Defence

managers. Longer three and four night stays have also been added.

Meanwhile, clients who book Albatross’ new 17-day Alpine Adventure tour before 15 January can save $300 per person.

Highlights include a cable car ride to Aiguille du Midi, a guided tour of Chateau de Chillon and tour of the Trummelbach Falls. Prices lead in at $6639 per person for departures between May and September 2015.

travelBulletin OCTOBER 2014 39

EUROPE

EUROPE : 5 WAYS Adventure, relaxation and romance, you name it, Europe’s got it. The same goes for the style of travel, with options to cater for everyone. Gary Walsh takes a closer look at the options at hand to bring you the top European experiences, five ways.

RIVER CRUISING THE cruising sector has taken off in recent years, and no mode of tourism transport has grown faster in Europe than river cruising.

The advantages of river cruising are many.

Among them, clients only need to unpack once, most meals are included and even tipping is often covered. Clients also find themselves mooring in the heart of major cities rather than having to make their way from outlying airports.

In a busy and increasingly competitive market, cruise operators are always looking for an edge, and early bird discounts are easy to come by. Wholesalers work hard to find experiences they can promote as exclusive, or even unique, so private tours of castles or themed cruises are often available.

much for cyclists as it is for drivers. But clients don’t need to take an exclusive holiday to enjoy riding in Europe, and most river cruise operators have bicycles onboard for guests’ use.

CAR RENTAL The roads of the UK and Europe are ideal for self-drive holidays. In countries such as Germany and Italy, the autobahns and autostradas are welcoming for those who want to drive fast, but most travellers will find the peaceful country roads that wind between small villages immensely more appealing.

CYCLING Europe is cycling’s heartland – from bikefriendly cities such as Amsterdam to the great touring routes through France, Italy and Spain.

Events such as the Tour de France and Giro d’Italia are fixtures on Australian television, and fans can replicate the routes as tourists, in some cases riding the roads just a day after the tours have passed through.

Ireland’s newly designated touring route the Wild Atlantic Way, which covers 2500kms along the country’s west coast, is also as

Hertz Maserati

While utilitarian vehicles are the choice of most, there are more exotic options. For example, Hertz in the UK offers such vehicles as the Bentley Continental GT, the iconic Aston Martin DB9, the Mercedes C63 AMG, the BMW X5 and the Maserati Ghibli. Similar vehicles are available in Belgium, Germany, Italy and the Netherlands.

COACH TOURING For clients who don’t want to tackle the roads on their own, coach touring is the perfect way to see the sights of the UK and Europe in airconditioned comfort. Value for money has been a key selling point for coach tours, with bundled accommodation, travel, sightseeing and meal costs offering considerable savings.

Prices are fixed so clients are protected 40 travelBulletin OCTOBER 2014

from adverse currency fluctuations, and most costs are known well in advance. But most importantly, clients can relax, knowing that most of their travel decisions are already made. Some touring companies also allow travellers to book successive short duration trips interspersed with city or regional stays, rather than one long journey, which can see travellers on the same bus for up to 30 days.

Globus coach in Tuscany

RAIL Travelling through Europe with a Eurail pass tucked in the backpack has been a rite of passage for generations of Australian travellers. It remains so, but it is no longer the domain of the budget traveller.

Europe’s rail system is unparalleled and rail passes, whether continent-wide or region-specific, offer the most effective and inexpensive way of travelling by rail.

Travelling by overnight train has traditionally been a way of cutting down on accommodation costs, and today’s rail passes are more flexible and user-friendly than ever. High-speed services travelling at up to 300km/h also make city-to-city travel easy, and clients can avoid road congestion.

Orient Express

There are more than 250,000 kms of tracks throughout Europe and the UK where the BritRail Pass is offered, and the frequency and reliability of services makes rail an attractive option.

For luxury travellers, nothing can beat the Venice Simplon-Orient-Express and its UK counterpart, the Belmond British Pullman.

Easing slowly out of London Victoria bound for Venice, via France, Switzerland, Liechtenstein and Austria, is one of the world’s great travel experiences.

EUROPE

GLOBUS EUROPE EXPANSION GLOBUS has unveiled its 2015 collection of European holidays, including seven new itineraries and a new dedicated brochure for Britain and Ireland.

To mark the release, Globus is offering savings of up to $200 per person on flights to Europe with Cathay Pacific when booked in conjunction with any 2015 European tour.

Return economy fares from Australia cost from $1450 to Milan, $1490 to Paris and $1630 to London, with a choice of other major destinations also available.

Travellers can also save 10% on all tours booked and paid 12 months or more before departure. Further savings are available for repeat travellers, second tour bookings and groups of five or more.

Globus national marketing manager Adam Mussolum said Europe was one of the company’s strongest performing markets among Australian travellers.

“Bookings for 2015 Europe tours are already more than 50% up on this time last year after we announced an early release for select itineraries, which suggests the market is strong and Australians are very keen to travel next year,” he said.

Lisbon, Portugal

Emirates adds EU services

Globus has produced three different brochures to showcase its European holidays, together offering more than 80 different holidays ranging from seven to 31-days duration.

New itineraries include the nine-day Iberian Tapestry tour which focuses on Spain, Portugal, Madrid and Lisbon from $2249 per person, and the Italian Sampler which covers Rome, Chianti, Pisa and Florence from $1939.

The nine-day Warsaw, Baltics & Helsinki tour is also new to the offering, with additional extensions to St Petersburg from $2039.

EMIRATES has further expanded its European network with additional services to Oslo and Brussels.

The new daily service from Dubai to Oslo, operated with a Boeing 777-300ER aircraft, is the first international service to offer a first-class product in Norway.

The Brussels service, also daily, is expected to see up to 16,000 Emirates customers travel on the Boeing 777200LR route each month.

Emirates expects the new service will deliver a boost to the country’s tourism sector, with Belgium a popular jumping off point for Europe-bound travellers from Australasia.

Emirates has also added Frankfurt to its growing list of A380 destinations, which has now reached 30 globally.

EUROPE

SWISS HOLIDAYS MAINTAIN APPEAL

SWITZERLAND holidays remain the core of the business for Holidays on Location, with rail and winter tours also a key focus for 2015.

LH premium class LUFTHANSA’S move to roll out premium economy class has been well received, with general manager Australia Anil Rodricks reporting “excellent” advance bookings on its first service to Hong Kong.

First announced in July, the premium economy class will be gradually introduced next year, offering passengers 50% more space than economy class. Seats and arm rests will also be wider, and in flight entertainment systems will be larger than economy at 28-30cm. Passengers will also receive a welcome drink and amenity kit, in addition to enhanced luggage allowance of two items up to 23kg.

While the new class is more than six months from full implementation, Rodricks said there has been promising demand for the service.

“LH premium economy has generated a lot of interest and there have been excellent advance bookings on the first premium economy route to Hong Kong,” he told travelBulletin. “By the European summer of 2015, most long haul inter-continental flights will have the new product and we expect strong sales on what is the ideal product for the long journey to Europe.”

Lufthansa expects more than 1.5 million passengers will fly its premium economy class each year.

42 travelBulletin OCTOBER 2014

Switzerland has remained one of the wholesaler’s flagship destinations for more than three decades, and is continuing to

drive new business into 2015. Rail holidays are also growing in popularity, with business development manager John de Steiger reporting particular growth in the over 60s market.

“Clients are increasingly using rail to connect with different components of holidays such as city or regional stays, or walking tours,” he said.

The company’s signature tour on the Glacier Express in Switzerland remains a drawcard for travellers. The journey from Zermatt to St Moritz is often termed the slowest express trip in the world and traverses 291 bridges and 91 tunnels over seven and a half hours.

Winter tours are also continuing to lure Australian travellers, with Austria the stand out destination.

Clients can spend the festive season in Salzburg, visit the Christmas markets, feed wild deer in the village of Hintersee, and take a horse-drawn sleigh ride through the Austrian countryside.

SCENIC TARGETS FRANCE RIVER CRUISING

Scenic Sapphire in Avignon

SCENIC Tours has launched a dedicated France River Cruising brochure, claiming it is the first of its kind in the market.

The brochure includes an array of tours in the Rhone and the Seine where operations began in July. Also included are itineraries to Scenic’s newest destination, Bordeaux in south western France, with the first tours to operate in 2015.

Scenic Tours managing director Glen Moroney said the brochure followed ongoing demand for river cruising in France, and a spike in business over the past 12 months.

The brochure is also the result of ongoing discussions with Scenic’s trade partners, Moroney added. “Whilst we are still experiencing extraordinary growth on the Amsterdam to Budapest route, we are expanding the France program to meet consumer demand from repeat cruisers, and we are tripling capacity to offer a range of fantastic itineraries for those wanting to experience even more of Europe,” he said.

Four Scenic ‘Space-Ships’ will operate in France next year, including the Scenic Gem which was specifically built to navigate the Seine’s tidal waterways on the Rhone. The Scenic Diamond will also be relocated for the inaugural season in the region.

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Second Tour discount: multiple tours must travel in the same calendar year. Save 5% Journeys Club repeat traveller benefit (must be a Journeys Club member and present member number at time of booking and before deposit is paid). All discounts based on land-only portion of core tour on twin share price, not including extra night accommodations, extensions, taxes/fees, tips and, supplements/reductions. Offer reliant on space availability. Full cancellation penalties will apply.

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EUROPE

COX & KINGS STRATEGIC SUCCESS with our European river cruises priced to entice the market,” she said. “We also have a strong focus on differentiating ourselves from online booking solutions by delivering a highly personalised service.”

As part of the changes, Tempo Holidays has heavily invested in technology to improve the customer experience, and forged new relationships to increase travel options.

“We have established relationships with a range of new hotel, villa and tour suppliers that offer a wider range with greater value for our customers,” she said.

Italy and Tuscan packages are proving to be very popular for Tempo, Kennedy said, as are European river cruising packages. Battlefields tours and self-catering holidays are also continuing to gain momentum, while Norway tops the list for Bentours.

“Bentours has seen a rise in sales as we have become a one-stop shop for Scandinavian, Russian, Baltic, Arctic and Antarctic travel needs. Bentours is one of two agents in Australia with live access to Hurtigruten inventory and our product manager has developed a strong relationship with the company,” she said.

Duomo, Florence, Italy

COX & Kings has reported a spike in business across its Tempo Holidays, Bentours and Explore Worldwide brands following the launch of new strategies to combat “challenging market conditions”.

C&K has introduced a number of initiatives to “differentiate” itself from online booking solutions in recent months. Tempo Holidays rolled out a ‘price guarantee’ and ‘bulk buy and save’ concept, and Bentours focused on positioning the brand as a one-stop-shop for

Scandinavia and Antarctica. All brands have also focused on delivering value to customers as the Australian dollar continues to weaken against international currencies.

C&K chief executive Caroline Kennedy said the strategies have proven to be successful, with sales up across its entire portfolio.

“The likely decline in the AUD will no doubt have an impact on Australians travelling overseas in 2015, but our products and brands overall represent excellent value for money

Your Destination Specialist ,QWHJULW\ &RPPLWPHQW

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Premium Economy Class.

A new travel experience that offers More.

The new Premium Economy Class on Lufthansa will offer your customers a brand new travel experience on longhaul intercontinental flights. Whether they travel for business or pleasure, they will enjoy more personal space, more service and more extras. So they’ll be able to enjoy a thoroughly relaxing journey – both on the ground and on board.

You can book Premium Economy Class now on the first service on our Hong Kong route from December this year. With Premium Economy services in conjunction with quality partners Qantas, Cathay Pacific and others, this is the start of a new class of comfort that will be offered globally by 2015.

More at lufthansa.com/au/en/premium-economy-class

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NORTHERN SKI

BIG IN JAPAN AUSSIES WOOED BY EMERGING HOT SPOTS

By Rachael Oakes-Ashe

J

APAN has been a hot market for Australian skiers for over a decade, and the trend is showing no signs of slowing.

Niseko on the north island of Hokkaido was where Australians’ affinity with Japan first began, and like the successful Australian domination of Whistler in Canada, it is now filled with Australian accents and flat white coffees.

It also remains an easy option for Aussies who are after the home comforts of English speaking ski instructors and Hilton-style accommodation brand names.

Access remains a challenge for Aussies with their sights on northern hemisphere resorts – but the snow rewards pay off. Boarders or skiers en route to Niseko fly ten hours from

46 travelBulletin OCTOBER 2014

Sydney to Tokyo and take a connecting domestic flight to Sapporo, followed by a two-hour ground transfer.

It sounds like a long slog, but it’s still a shorter journey than resorts in Europe and North America. And better yet, Japan is only a two-hour time difference, so there’s no jet lag and travellers can hit the slopes straight off the plane.

Australians’ affinity with Japan has not waned over the years, but new destinations have emerged to cater for their love of cheap flights. Honshu is among them, with ski resorts on the main island nipping on the heels of Niseko’s success.

Which is better? It is hard to tell.

Hokkaido gets more snow, an average of 14 to 17 metres a season compared to Honshu’s 10 to 13 metres. But then, what’s

a metre or two once you’ve surpassed ten?

Devotees say that Hokkaido’s snow is dryer with an average six per cent moisture content compared to Honshu’s eight. Either way, the snow is so dry that it’s impossible to form a solid snowball – and that’s why the Aussies come.

Hakuba in Nagano (home to the 1998 Winter Olympics) leads the Honshu way, with 10 main ski resorts to choose from and only five hours of ground travel from Tokyo. Savvy Australian business owners have also moved in, offering accommodation, restaurants and ski rentals - and visitor numbers have almost doubled as a result.

But there’s more to Honshu than just Hakuba, and groups will enjoy Shiga Kogen which consists of 21 linked resorts of uber groomed runs and playful powder.

NORTHERN SKI

Courtesy of Club Med

5 WAYS

To enjoy the snow without skis RELAX Give your muscles a break and take a dip in a steaming onsen. Outdoor hot springs are easy to come by in the US, Japan and Canada, and many resorts are fitted with their very own.

SHOP Almost every ski resort has a village of its own and there’s nothing quite like a bit of retail therapy for those who want to take a break from the slopes.

UNWIND Après ski goes hand in hand with any skiing holiday, and there are few better places to unwind than from the top of the mountain. Some resorts keep their lifts firing after the slopes close so skiers an enjoy a tipple up the mountain.

WINTER SPORTS Test your skills at a variety of other winter sports – give ice skating a go, grab a toboggan or try snow tubing.

OPTIONAL EXCURSIONS If you need a break from the slopes, resorts like Club Med Sahoro offer optional excursions including day trips to a number of onsens in Japan.

For history and romance, travellers will appreciate Nozawa Onsen, a feudal onsen village dating back to 724 AD that is filled with traditional accommodation and piping hot spring onsens.

It also has its share of cobbled laneways and kimono-clad women, and hosts the iconic Nozawa Fire Festival every year on 15 January.

For travellers looking to venture where Australian accents are yet to be discovered, Zao Onsen on the island of Honshu could be the winning ticket.

The purpose-built resort of Naeba may lack some traditional charm, but it boasts crowd-free slopes and the family friendly Prince Hotel. The kids will enjoy the Matsushiru Castle and Jigokudani Monkey Park, and the big kids won’t feel left out with over 80 sake breweries in the region.

HOT DEALS MOGUL SKI WORLD is offering a ‘Stay 7 Pay 6’ deal at the Prince Hotel in Shiga Kogen for travel between 12 January and 28 February 2015. Priced from $1212 per person, the package is based on a seven-night stay for two adults in a standard twin room. It includes breakfast and a five-day All Mountain Lift Pass per person.

■ Visit www.mogulski.com.au for details or call 1800 335 724

SKIMAX is offering a 30% early bird discount on its Ski Niseko package for bookings made 60 days before travel. Priced from $1279 per person twin share, the deal includes seven nights of accommodation at Hilton Niseko Village Hotel, daily breakfast and a six-day ski pass. The deal is valid for travel from 8-31 March 2015.

SKIMAX has also introduced a ‘Stay 7 Pay 6’ deal on its Ski Hakuba package, priced from $990 per person. Valid for travel from 11 February to 13 March, and 18-31 March 2015, the package includes seven nights in a hotel room at Hakuba Century Hotel, daily breakfast and a six-day ski pass. Bookings must be paid for by 30 October, 2014.

■ Visit Skimax.com.au or call 1300 136 997

travelBulletin OCTOBER 2014 47

NORTHERN SKI

RECORD YEAR FOR CLUB MED CLUB Med has reported a spike in bookings for its northern hemisphere ski resorts, with general manager Australia and New Zealand Madeline Clow attributing the trend to Australians’ growing affinity for allinclusive travel.

Sales for Club Med’s northern hemisphere ski resorts have doubled over the past three years, with its Japan offering comprising 55% of total bookings.

The popularity of its European resorts has also continued, with resorts in the French Alps dominating bookings outside of Japan.

Speaking with travelBulletin, Clow said 2014 was a “record” year for the company’s ski resorts, a trend which was driven by growing awareness of Club Med’s all inclusive offering.

“Australians like the charm of European ski. They love après ski and the simplicity of resort holidays, and the popularity of our allinclusive offering is really growing,” she said.

Clow also noted a growing trend for Australians to book early to lock in the best availability and competitive rates.

“People are booking earlier than ever before – even before airlines release their early bird

Sno’n’Ski early bird SNO’N’SKI Holidays has launched a 25% early bird deal at Niseko resort for bookings made within 45 days of travel. The package includes seven nights at Hilton Niseko in a guest twin room, a five-day All Mountain Lift Ticket and return transfers from Sapporo Airport to Niseko from $1362 per person. Travel dates are valid from 8-31 March, 2015.

Vail’s epic ski app Club Med Sahoro kids’ club group

fares,” she said. “Australians know what they want and they are really getting in early for the best fares over the Christmas period.”

Club Med is opening the doors to its latest addition in December, the new Val Thorens Sensation resort in the French Alps.

Located in the centre of the Trois Vallees, it has been marketed as the highest ski resort in Europe at 2300m and brings Club’s Med European portfolio to 22 resorts.

VAIL RESORTS is set to launch the latest version of its EpicMix app which allows users to navigate their way around Vail’s ski resorts on their smartphone.

Users input details such as their skill level and what kind of terrain they want to cover, and the tool customises an itinerary accordingly. Users can then share their photos and stats on social media once they have completed the itinerary.

Customised to cover Vail’s portfolio of resorts, the updated multi-channel app will be available in early December.

© 2014 United Airlines, Inc. All rights reserved. Flight schedule and equipment subject to change.

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NORTHERN SKI

STRETCHING THE SKI DOLLAR THOUSANDS of Aussies follow winter around the globe to put their ski gear to good use.

The appeal is obvious – schussing down fresh powder, après drinks, hearty winter meals and toasted marshmallows.

It does come with a hefty price tag, but there are a number of ways to keep costs under control. Aspen, Whistler and Niseko all offer attractive early bird deals, but keeping up with the latest ski products will also save the bank balance.

Combination passes MANY ski resorts offer multi- mountain passes allowing customers to get more bang for their buck. The best value for money is Vail Resorts’ Epic Pass which is a season long pass with no blackout periods. Pass holders receive unlimited access to Vail’s resorts in Colorado, Utah and California including Vail, Keystone, Breckenridge, Beaver Creek, Park City, The Canyons, Heavenly, Northstar and Kirkwood.

Aussie travellers can pick up a full rate day pass at Niseko for $67 and a full day at Hakuba for $50. A day pass with lunch at Cortina in Hakuba Valley can also be picked up for around $40.

Kids stay free IF you’ve got the kids in tow, there are a range of great family savings on offer. Book before 15 November at Whistler Blackcomb and kids 12 years and under can stay, ski and rent for free at participating hotels. Deals are based on two adults and two children. Banff and Lake Louise have a similar deal on stay and play packages which run all season long.

Further south in the US, Kids 12 years and

Aspen

The fun doesn’t stop there either. Epic pass holders also receive five consecutive days at Niseko in Japan, Verbier in Switzerland and Les Trois Vallees in France. All this for US$749 – even cheaper for early bird purchases.

The Mountain Collective is another North America ski pass that includes 14 ski days across the country at a number of resorts in Utah, Aspen, California and Canada for US$389. The Aspen Snowmass pass also offers some of the best value lift prices with a Buy 8, Get 14 offer.

Budget lift passes AS the Australian dollar softens against the US, Japan offers the best value for money on a day lift pass basis before multi-day discounts or package deals.

Pay up front CLUB Med is a great ski holiday option for families wanting to mingle with other families and pay an upfront price. Resorts offer all meals, most alcohol, all entertainment, accommodation, lift passes and daily lessons in the one price. All you have to do is show up.

Kids club also keeps the little ones entertained, nightly shows keep the adults happy and group lessons ensure everyone improves their skiing on guided tours of the mountain.

Choose from Sahoro in Japan or one of 22 Club Med villages across Italy, France and Switzerland including Chamonix, St Moritz and the new Val Thorens, opening in December.

Spring skiing under ski free at Steamboat in Colorado with every adult lift ticket purchase of five days or more. Children under five years of age ski for free at Steamboat regardless of whether adult tickets are purchased.

SOME of the best skiing in the US and Canada can be found in February and March.

Temperatures are not as extreme, fresh snow is plentiful and the crowds are less intense as the school holidays have wrapped up.

Accommodation prices are also cheaper from mid February onwards.

Images courtesy of Vail Resorts Inc

50 travelBulletin OCTOBER 2014

take some height IN THE WORLD’S FINEST SKI DOMAINS FRANCE | ITALY | SWITZERLAND

CAREERS NORTHERN SKI

SKIMAX HONES IN ON JAPAN SKIMAX Holidays has set its sights on Japan, with buoyant sales from the Australia market proving the country has made a “strong comeback” from the 2011 earthquake and tsunami.

Speaking with travelBulletin, SkiMax Holidays managing director Rodney Muller said Canada and the US have shown promising growth despite the softening Australian dollar. But Japan has been the standout with “very strong” bookings from Australian travellers for the season ahead.

“Australians are finding Japan more attractive with more economical airfares and easier access and it has become a key destination for us,” he said.

While Japan dropped off the radar for many travellers in the wake of the 2011 earthquake, Muller said competitive deals are seeing more Australians return year on year.

“Japan has made a strong recovery. The market has grown substantially and we are now significantly ahead on the coming season,” he said.

New product has been a “key focus” for SkiMax as it looks to expand its portfolio, and the company last month announced a new partnership with Last Frontier Heliskiing to add 7-10 day heli ski packages to its books.

Q&A

Hokkaido gondola

“We recognise the importance of having a variety of options are we are committed to expanding our product base,” Muller said.

Meanwhile, SkiMax is offering an incentive in conjunction with Tourism California and Hawaiian Airlines which will reward agents with a ski holiday in March 2015. Agents who confirm bookings at selected Californian hotels will go in the draw to win a place on the famil.

United non-stop to Los Angeles UNITED Airlines has launched non-stop flights between Melbourne and Los Angeles, with all flights to be serviced by its Boeing 787-9 Dreamliner.

Marking the first international deployment of the Dreamliner, the daily service offers faster journeys to Los Angeles and beyond with connections to more than 65 destinations.

First announced in February, the service rolls out for the first time this month beginning October 28.

The Dreamliner has been marketed as the most efficient aircraft with improved lighting, lower cabin altitude and enhanced ventilation systems. The 787-9 features 252 seats including 204 economy and 63 Economy Plus seats.

The BusinessFirst class service also features an AV on-demand system and amenities including laptop power, USB ports and a multi-course meal with complimentary wines.

United has ten Dreamliners in its fleet and a further 55 on order.

Domestic travel often makes a comeback with a weaker Aussie dollar, but not for avid skiers who are keen to hit the slopes abroad. Rachael Oakes-Ash asked Travelplan Ski director Toby Withers for his top tips on how to sell ski destinations to Aussie travellers.

What do Australians look for when deciding on a ski destination in the northern hemisphere?

Value for money, reliable snow conditions and all-round resorts with a good variety of skiing and a village with great atmosphere. Kids’ ski school is also becoming increasingly popular as well.

Which months are the most popular?

January accounts for around 70% of our booking and February is the next busiest month. Many clients leave Australia in December but tend to stopover on the way and hit the ski resorts in early January to take advantage of the special deals on offer.

What is the most popular northern destination for Australians?

Aspen Colorado is the number one resort for Australians. It competes with Niseko in Japan and Whistler in Canada, but Aspen is by far the most popular for Aussies.

Which resorts are good for families/singles/ romance?

Families: Snowmass, Whistler, Steamboat, Vail, Meribel, Niseko.

Romance: Aspen, Telluride, Nozawa Onsen, Courchevel, Cortina.

Singles: Aspen, Jackson Hole, St Anton, Whistler, Niseko, Val d’isere.

Aspen and Whistler offer something for everyone.

Which resorts target Australians the most effectively and how do they do it?

Aspen and Whistler do it the best. Aspen goes after the long stay business with Pay-7 Ski-14 early bird deals, though that has been replaced with Pay-8 Ski-14 and Pay-12 Ski-20 deals. Whistler also does a really good job at targeting families with Kids Ski and Rent Free deals.

52 travelBulletin OCTOBER 2014

What is the number one selling point for Australians looking to ski overseas?

It is by no means cheap to ski overseas but the value for money is remarkable. In Aspen, customers can expect to pay around $58 per day over a two

week stay for a lift pass for four great mountains.

Accommodation is also great value for money.

Any selling tips for agents that don’t ski but are selling ski holidays?

Generally, around 80% of skiers will go to 20% of the resorts offered by the main wholesalers, so agents should familiarise themselves with the key selling resorts of Aspen, Whistler and Niseko. They are the easiest to get to in terms of access, so doing some research will give agents the confidence to make a recommendation.

How many skiers add non-skiing destinations or stopovers to their trip?

Around 70% would be our guess. Clear favourites are Tokyo and Kyoto in Japan, LA, New York , Vegas and Hawaii for North America and London and Paris for Europe.

CAREERS

CRAFT YOUR CAREER: HOW TO MAKE YOUR MARK

MOST employees are fuelled by ambition when they’re fresh on the job, but the dreaded career plateau often rears its head at some point down the track. Certainly, it can be a catalyst for change, but chances are your current job offers untapped challenges and opportunities. The tough part is figuring out how to shape your career and turn potential into reality. We asked some of the industry’s top recruitment experts for their top tips on how to get ahead.

JITO managing director Helene Taylor

Q: How can communication improve your career?

IT is easy to think communicating in the workplace is limited to what we say, but it’s often measured more by what we do.

Actions can speak much louder than words and positive actions can have a profound impact on your career.

If your role is customer based, it can pay dividends to create a lasting experience with your customer. Doing something they didn’t expect can turn customers into

raving fans – and those fans can ultimately grow your career.

Using your communication skills to ask for more responsibility can also help you to get ahead and stand out from the crowd. To ensure your request is meaningful, ask for work you have shown you deserve, and that you can handle.

It’s also worth voicing an opinion, giving advice or adding input to the next meeting or situation where group sharing occurs.

Weighing in on issues and questions will show your superiors that you care – and it will make you memorable.

Communication is key in any role, but simply saying ‘thanks’ can help you to stand out where it matters. Most people don’t call meetings unless they have something to complain about, so saying ‘thanks’ will not only differentiate

you from your co-workers, it will position you as a great person to work with.

If promotion is important to you, don’t sit back and wait. Have a conversation with your employer or your team leader and let them know you are keen to progress your career.

Asking shows you are proactive and by asking what you need to do to progress demonstrates that you are prepared to earn your way up the ladder.

Finally, using your communication skills to convey positive energy can lift the entire office environment.

Make sure you are focusing your energy on improving the environment and leave your personal life at home. Being recognised for always helping to create a positive work environment can help progress your career. Uplift everyone with your positive energy and positive talk.

travelBulletin OCTOBER 2014 53

CAREERS

AA Appointments managing director Adriana D’Angelis

Q: How can agents use networking to get ahead in their career?

IN THE SPOTLIGHT

WHILST there are many vacancies currently available in the travel industry, competition is still very high for those sought after dream roles. This is the very reason why networking can be important to get ahead in your career.

By using your personal network connections, not only can you find out about roles before they are advertised, but you can also gain valuable advice.

For instance, you can find out which courses you need to take, learn how to write

an effective resume and get those all important interview tips. All of this can assist you in your professional development.

Networking can also provide insider information about companies you may be interested in working for and information on career fields you might want to explore.

One of the hardest parts is figuring out where to start. Networking can involve staying in touch with past and present colleagues, connecting with friends in the travel industry or going online with professional networking services such as Linkedin.

It can also involve registering with a professional recruitment agency and developing a strong relationship with your recruiter so they can give you the heads up on industry movements and confidential roles available.

Want to make a mark but not sure where to start? Our experts share their top tips: DRESS SHARP The simple fact is that people are judged by how they look. Take a couple of minutes each morning to make sure you look your absolute best. If you look good, others will assume you are good. They will also respect and trust you more, even if your role is simply answering the phone.

STUDY Additional study to further your education is recognised by most employers, so any extra study you can do is a great way to be recognized as an employee who is serious about furthering their career. It also helps you to identify what leadership role you want, and what suits you.

You can also network face to face at industry functions such as the NTIA awards and supplier information nights, so don’t forget to bring your business cards.

Remember it is very important to keep in touch with your networks at all times and not just when you are looking for work.

So start networking today – the benefits are endless.

SUPPORT CHANGE Be the first person to support change. Change is constant and companies always have to change to grow.

Support your company when it implements change and encourage your fellow workers to get onboard with change. Working in alignment with the business can help you to progress your career.

LEARN TO GROW Spend a little time learning about the industry in general, and about your particular company. Read up on its products and services, even if the information has nothing to do with your particular job.

People in high positions are expected to know everything about their company or industry, but average workers who take the time and effort to learn stand out.

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CAREERS

Travel Counsellors managing director Tracy Parkinson

WANT YOUR EXECUTIVE CAREER SEARCH HANDLED CONFIDENTIALLY?

MAKING THE SWITCH TO HOME-BASE HOME-based agencies are reporting an increase in the number of new agents, but Travel Counsellors managing director Tracy Parkinson says consultants should first consider their motivations before jumping ship from a bricks and mortar agency.

Speaking with travelBulletin, Parkinson relayed the benefits of working for a home-based model, such as flexibility, the ability to work for yourself, and “far greater” financial potential than some traditional agencies.

Job satisfaction is also a compelling motivator, she said, but not without a significant investment of time and effort.

“Running your own agency from home is not an easy option, but it’s one of the most rewarding,” she said. “You need to be insistent and tenacious, and you can’t expect to sit at home waiting for the phone to ring.”

With the first 12 months presenting a series of challenges such as developing a database, marketing and networking, Parkinson stressed that patience was the key to success. She also reiterated the importance of customer service to secure new bookings.

“The first 12 months are extremely hard and you need to get out and ask for business,” she said. “It’s not an easy option – if it was, everyone would be doing it.”

Travel Counsellors signs up around one third of all agents who apply, and only takes on those with relevant experience who are willing to work full time. The company – which currently has around 120 members in Australia – is “very selective” about who comes onboard and does not consider applicants who hold other jobs or are “not sociable”.

“You need to be social to succeed as a home-based agent.

When we’re chatting with potentials, we look at what their social circle is like, if they have a good network of family and friends, and we look at their experience. Some people are just not suited to it,” she admitted.

Parkinson said fear of uncertainty was a major deterrent for many agents, but added that Travel Counsellors offers “ongoing support” for those considering a career from home.

“One of the biggest misconceptions is that you need to have an established database to work from home, but that’s just not the case. We help you to build up your business and marketing plan, and we provide ongoing support,” she said.

“You get out what you put in, so if you network and market yourself correctly, you’ll have a good business at the end of the first 12 months.”

need to be social ‘toYousucceed as a home based agent ’

travelBulletin OCTOBER 2014 55

CALL AA THE AA FAMILY IS GROWING TRAVEL RECRUITMENT ACCOUNT MANAGER, SYDNEY SALARY PACKAGE UP TO $80K+ BONUSES Due to maternity leave in Sydney, AA is recruiting an account manager to service the recruitment needs of our top client accounts. Your role will involve interviewing candidates and assessing their career opportunities, short-listing talent for senior vacancies, reference checking, account management and business development.

You will enjoy an excellent salary plus bonus structure, advanced on the job and professional training, opportunity to work with the best names in the industry and long term career prospects; as well as access to our annual 5-star conference & other team perks including shopping vouchers & time off.

Ideally you will come from a strong corporate or retail travel background, with excellent client account management experience, strong communication and interpersonal skills and the ability to work well in a team.

Want to know more? Contact our MD today 02 9231 6377

*** NEW ROLES *** CORPORATE TEAM LEADER x 3 SYDNEY – EXEC SALARY PACKAGE $$ Corporate Travel is booming and we are in need of experienced leaders. You will need proven leadership skills and have exceptional knowledge of corporate travel. We have opportunities in Global, National and an onsite role where you will be working directly for the client. All offer great career advancement and great salaries with bonuses. Interviews have commenced so please ring for a confidential chat or send through your CV.

EVENTS DIVISION KEY ACCOUNT MANAGER MELBOURNE – SALARY PACKAGE TO $80K + CARPARK Reporting to the General Manager, you will ensure this successful Travel Company retains, and further develops, its strong positioning in the market place. Supplier negotiations, sales and marketing activity, client relationship management, together with overall management of a number of key accounts, are just some of the responsibilities involved in this role. If you have the drive to excel, apply to AA Appointments today.

OPERATIONS IN THE WEST CORPORATE TRAVEL OPERATIONS MANAGER PERTH – SALARY PACKAGE TO $100K Our client, a leading and award winning Travel Management Company require a strong Operations Manager with solid people management experience, preferably in a corporate travel environment.

You will be responsible for providing leadership and direction to your team of consultants, driving, developing and managing the team to achieve results & service levels. Join this award winning National TMC today.

RARE OPERATIONS ROLE SENIOR OPERATIONS MANAGER SYDNEY – EXEC SALARY PACKAGE $100k plus plus These roles are far and few between these days. You will be required to lead and develop your team of leaders, managers and supervisor to exceed service levels within this call center environment. We are looking for someone who has worked in a true call center environment leading a large team. You will need to be organized with strong problem solving skills with strong project management skills. Executive travel package is on offer, interviews commencing now.

AUSTRALIA’S MOST EXPERIENCED EXECUTIVE RECRUITMENT TEAM

Ph: 02 9231 2825 Email: executive@aaappointments.com.au FOR MANY MORE EXECUTIVE VACANCIES VISIT OUR WEBSITE www.aaappointments.com

The green turtle drifts, paddles, wafts and wanders the Indian Ocean for 1,600 miles to get to a special place...

...no need for you to drift, just get in touch

Join in

For the green turtle, that ‘special place’ is a beach in Africa.

But for you, we really believe that it’s here, with us, at Travel Counsellors. :PV XBOU NPSF n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ake a move towards that special place.

Find out more at www.travelhomeworking.com.au Email the team at connect@travelcounsellors.com.au (AVE AN INFORMAL CONĂžDENTIAL CHAT ON

THE LAST WORD

CELEBRITY SPOTTING

FUN FACTS:

did you know…

There are more sheep than people in the Falkand Islands. Sheep outnumber the locals by a whopping 350 to one.

There are 61,000 people in the air over the USA at any given moment of the day.

The largest hotel in the world is the Genting Highlands Resort in Pahang Darul Makmur with more than 6000 rooms and 10 on site restaurants.

Saudi Arabia is the only country in the world where there are no rivers.

California’s Death Valley clocked up the hottest temperature ever recorded in 1913 where it hit a top temperature of 56.7 degrees Celsius.

Send your celebrity pics to celebrity@travelbulletin.com.au and keep your eye out for the next issue of travelBulletin.

HOLLYWOOD heartthrob Orlando Bloom hardly needs an introduction, starring in box office hits such as Lord of the Rings and Pirates of the Caribbean.

Almost 18 months into his role as British Airways ambassador, he’s also played an active role in promoting the airline’s enhancements and services.

Bloom took some time out with travelBulletin on a recent trip Down Under.

Monaco tops the charts as having the longest average life expectancy on earth – 87 years to be precise. The World Health Organisation estimates that men in Monaco live an average 85.3 years and women live to an impressive 89 years.

1001 Uses for Airline Pyjamas

What are the ultimate travel necessities for long haul travel?

I always have an iPad, a good book (because I like a bit of old and new), nice headphones and a scarf – you never know if it will get a bit chilly.

At a loss for what to do with that closet full of airline pyjamas? We’ll help you out with a new idea every month, so don’t ditch the PJs too fast.

What do you like most about travelling?

I love exploring new countries and cultures and spending time with different people. It sometimes feels like when you travel, you end up in a place that is completely different – a new experience. Travel broadens the horizons and the mind.

No 568 – Sew up the ends, fill the PJs with straw, and you’ve got one very convincing scarecrow for the veggie patch.

What’s the best way to get sleep on a long haul journey?

Hmmm, lie down and close your eyes (chuckles). I tend to try and drink lots of water, not to eat too much sweet stuff, stay away from caffeinated drinks, and just relax. It’s a comfortable way to go really.

How do you avoid jetlag?

I try to exercise and get outdoors, and when I’m in Sydney I always try and swim in the ocean and get as much sunlight as possible.

Any tips for travelling with children on long haul flights?

Pray… Prayers are what you need when travelling long haul with children. It’s the only time I’m happy for an iPad to come out for a while to save you through those challenging moments. I’ve been very lucky that my son has travelled quite a bit, but we always have toys and things to keep him occupied.

Send your suggestions to comps@travelbulletin.com.au for a chance to win a double movie ticket.

SUDOKU 4 6 9 7

How often do you make it to Australia?

I try to get here 1-2 times every year. I always love being in Australia – it feels like my home away from home.

✱

Congratulations to the winner of last month’s Where in The World quiz, Robyn Buteyn.

She takes home a double movie ticket for correctly guessing the answer: Dallas.

58 travelBulletin OCTOBER 2014

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COMPETITION

Win a luxurious THAI escape

TRAVEL BULLETIN AND THAI AIRWAYS COMPETITION

W

elcome to the new look travelBulletin, Australia’s most respected travel industry magazine. To celebrate our September launch edition, we have partnered with Thai Airways International, Sofitel Bangkok Sukhumvit and Sofitel Krabi Phokeethra to bring you the most exciting prize package of the year.

PACKAGE INCLUDES: ◆ Royal Silk Business Class travel on Thai Airways International to Bangkok and Krabi and return for 2, including Royal Orchid Spa and Lounge access at Suvarnabhumi Bangkok International Airport ◆ Two nights at Sofitel Bangkok Sukhumvit including breakfast ◆ Two nights at Sofitel Krabi Phokeethra including breakfast ◆ Private transfers courtesy of World Travel Service

Royal Silk Business Class – B777-300ER

To go in the draw to win this prize of a lifetime, all you have to do is get creative and submit your best idea for a campaign or initiative to promote travel to Thailand to comps@travelbulletin.com.au. The best idea wins – simple as that! Our hot tip is to think outside of the box, but we’ll leave the rest up to you.

Entries open September 22 and close October 31, so get your thinking caps on.

The lucky winner will be announced in the November issue, so stay in the loop on our Facebook page: https://www.facebook.com/etravelbulletin.

Sofitel Bangkok Sukhumvit Terms and Conditions: No entries will be accepted after October 31. travelBulletin accepts no responsibility for entries that are not received. Thai Airways International reserves the right to cancel or amend competition terms and conditions without notice.

All entrants must be a part of the Australian travel industry. Winners will be notified within 28 days of the closing date and must agree to use their name and image in any publicity material. Competition entry will be deemed as acceptance of these terms and conditions.

For full Terms and Conditions please visit travelbulletin.com.au/competitions

K r a b i P ho keet h r a

Sofitel Krabi Phokeethra

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