How to sell budget-friendly packages
ALTHOUGH the perception
exists that travel to
destinations such as
Austria and Germany is
pricey, industry experts say
the reality of the situation is
different.
“Austria is far less
expensive than is generally
expected,” says Inge
Dobihal, owner of Austria
Connection. She says there
are alternatives for the more
cost-conscious and that
there is a misperception that
higher rated hotels offer big
differences in service.
Sean Hough, ceo of
Pentravel, agrees, saying that
although there has been a
shift away from family skiing
in Austria, cost-effective
alternatives are readily
available. “Contiki Hopfgarten
is experiencing huge demand
from us. It is a ski resort
for under-35s and it is the
cheapest and most fun option
for young people available.”
“It is not necessary at all
to stay at four-star hotels
and one can stay with
confidence at any three-star
hotel,” adds Inge. “It is also
not necessary to travel first
class in trains. The difference
between first and second
class is minimal and second
class is much cheaper. The
first-class service offers
slightly softer upholstery,
computer connections and
a free Austrian newspaper,
which is of value to business
travellers but not necessary
for tourists.”
With the right research,
agents can put together great
packages to Austria and
Germany for travellers who
are on a budget. Travel agents
need to find a creative travel
solution for their clients when
they pose them with a budget
and destination problem, says
Stuart Goodall owner and
manager of ITC, Travel 15.
“With a little research you can
still have a great experience
but at much lower rates,” he
adds.
Anthea Hay, owner of
ITC Peak, agrees that part
of this research involves
travel agents keeping up to
date with the latest product
knowledge. She says there
are many ways of cutting
costs, including exploring
alternative ways of getting
clients to their destination.
In light of this, developing
good relationships with
suppliers is important for an
agent’s ability to sell these
destinations.
Travel agents must
focus on cultivating strong
relationships with tour
operators that give them
an advantage when selling
to the South African
market, says Anthea. She
encourages agents to deal
with a reputable operator
who has had the experience
to negotiate great deals and
discounts on their behalf.
“Business cards are gold
and if you know the right
people you can negotiate the
best service for your clients,”
Stuart adds.
Trafalgar, for example,
has kept its pricing at the
same levels it had set in
August 2015. Because of
the operator’s Rand Price
Guarantee, travel agents can
book packages to Austria
and Germany for their clients
without being concerned
about the rand’s fluctuations.
Trafalgar’s value product,
CostSaver, is designed
specifically for travellers
who are budget conscious.
An example is Highlights of
Germany, which is priced
from R18 850 for 12 days
per person sharing
(R1 571 a day). The
package explores a large
part of Germany, including
Frankfurt, Wuppertal,
Hamburg, Berlin, Dresden,
Nuremberg, Munich
and the Black Forest. It
includes three- and fourstar
accommodation with
breakfast daily, five threecourse
dinners, applicable
airport transfers, a travel
director who is an expert
in the locations explored
and a separate driver.
Inge says Austria
Connection offers travellers
reasonable prices for family
holidays and that it has
one such product designed
for families travelling this
Easter. Vienna for Families
is designed for costconscious
families who want
to ensure that their children
have plenty to do while on
holiday. The package centres
on a visit to Schönnbrunn,
the former summer
residence of the Hapsburg
family. There, families can
visit the House of Music
– where they can learn
about music and sound and
also have the opportunity
to conduct the Vienna
Philharmonic Orchestra –
and the Butterfly House. The
ZOOM Children’s Museum
offers special exhibitions
and workshops and The
Prater, Vienna’s amusement
park, with its giant Ferris
wheel, are also included as
part of the activities offered.
The package price
includes three nights in a
family room in a three-star
hotel with breakfast as
well as a 72-hour Vienna
Card. The card offers
free public transport and
discounts on entrance fees
and sightseeing tours.
Entrance to the Vienna Zoo
at Schönnbrunn Palace,
including a ride through the
zoo on the ‘train on wheels’
as well as a three-course
lunch at a restaurant in
the zoo are also included
in the package. A ride
on the giant Ferris wheel
in the amusement park
and entrance to Madame
Tussaud’s Wax Museum are
also included in the offer.
The package prices depend
on the exact dates, number
and age of children but is
available from €625
(R11 000) for the whole
family (two adults and two
children) for three nights and
includes the aforementioned
activities.
Its all about price
WHILE affordability is
important, ITC Peak’s Anthea
Hay also stresses that agents
need to consider whether
they are offering their clients
value for money. “It may be
one thing to save R1 000 on
an airfare via Timbuktu, but
when you are sitting in an
airport late at night for hours,
with perhaps small children,
wondering if your luggage has
also made the connection,
is there true holiday value in
this?” she says.
Theresa Szejwallo, md
of The Travel Corporation
and Trafalgar, emphasises
that it is important to sell
destinations in a way that
showcases how and what
make these destinations
special. In Trafalgar’s case, the
value of Austria is expressed
in trips that reflect the
authentic cultural experience
of the Austrian countryside.
“[Trafalgar] uses our Insider
Experiences to really give
our guests an authentic
experience of the cities and
countries they’re travelling
through.” The tour operator
offers a Sound of Music trip
where travellers are offered
an Insider Experience at its
Be My Guest dinner with a
local family on their farm near
Salzburg. “The Klaushofer
family host our guests on a
farm that has been passed
down from generation to
generation. The Faisternauer
Farm is organic and produces
cheese and butter, honey from
their bees and elderflower
products,” says Theresa.
She says a destination can
be showcased even in the
accommodation that it offers,
adding that Trafalgar offers
“authentic accommodation”
as another Insider Experience
designed to “lift travel to
another level”. On the Sound
of Music trip, travellers will
stay in the Meierhof, Schloss
Leopoldskron in Salzburg, a
hotel that was commissioned
by the Prince Archbishop of
Salzburg in 1736 and was also
used as the setting for many
of the scenes that were filmed
for the movie.
Air travel is still affordable
FOLLOWING Germany’s
introduction of border
checks in September and
Austria’s decision to follow in
November, travellers need to
note that, due to the influx
of asylum seekers there
will be passport checks
at the borders to control
illegal immigrants, says
Inge Dobihal from Austria
Connection.
There are no restrictions,
however, for travellers
holding a Schengen visa.
Pentravel’s Sean Hough
says travellers should be
aware of random checks in
these destinations and ITC
Peak’s Anthea Hay advises
that travellers should be
prepared for minor delays
at airports due to the
increased security checks.
However, there are not any
delays or security checks
that would drastically
inconvenience travellers.
