Cost-conscious corporates
to cut back
AT THE time of
publishing, the
South African Rand
stood at R16,66 against
the US dollar and R23,87
against the pound.
While travel is often the
first place corporates will
look to cut costs, they still
need to travel. “They will
just change their behaviour
to accommodate the
increased cost pressures,”
says Jean Martins, country
manager of the Tourism
and Culture Authority Abu
Dhabi. This is often done
either by reducing the
star-rating of the hotel or
the length of stay of the
traveller, she says.
“Corporates are travelling
to cheaper destinations,”
agrees Cathie Bester,
national sales manager
of World Leisure Holidays.
However, that “wow”
experiences can still be
enjoyed in strategically
selected locations. “It
often becomes a case of
doing a local or regional
incentive, where corporates
used to go international,”
she says.
Regional hotel groups
are reporting positive
performance. Cresta’s
corporate three-star hotels
in Zambia, Botswana and
Zimbabwe are popular
among business travellers
during tough economic
times, says Cresta Hotels’
group commercial manager
Sibo Gumpo.
Sibo says that hotels
should have various
products on offer to suit
different budgets without
compromising on quality.
Janine Pienaar, regional
sales and marketing officer
of Central Hospitality
International (previously
Centara Hotels) has also
noticed that corporates are
opting for regional trips.
“Alternatively, they select
point-to-point destinations
to avoid travelling around
as this can become costly,”
she says.
Paying for value
“Most corporates are
looking to see where and
how they can get more
value for their money as
opposed to cost-cutting,”
says Enid Maullin,
group sales executive of
Beachcomber Tours.
“A number of corporates
will still choose a good
hotel with added value,
as they want their group
to have a memorable
experience, however
some of them are
looking at shorter stays,”
she says.
Mauritius has
remained popular among
corporates. “Travellers
get more for their money
in Mauritius and it is still
a unique, memorable
experience,” Enid says.
“It is easily accessible
and is just a short flight
away from South Africa,
and the all-inclusive
packages on offer on the
island cannot be beaten.”
To keep up with
changing trends in
corporate travel, Air
Mauritius has had to
evolve to offer the
corporate traveller more
choice and added value,
says the airline’s sales
and marketing manager
for Southern Africa,
Wouter Nel. “We have
lowered our costs for
travellers upgrading from
economy to business
class as well as
increased our luggage
allowance to further
attract the corporate
traveller,” he says.
Additionally, the airline
has introduced a free
stopover in Mauritius
on all non-connecting
flights on its international
network. “The stopover
allows travellers to spend
the night in a four-star
hotel with selected
meals, typically dinner
and breakfast, subject to
stopover time, and return
transfers,” Wouter says.
All-inclusive is key
Corporates are opting for allinclusive
packages because
this is often the most costeffective
way to go, says
Discover The World’s sales
and marketing executive,
Anneli van den Berg.
Cruising is a good option
for corporates looking for
value-for-money. “Cruises
are definitely more costeffective
when compared
to land-based alternatives
because they include
state-of-the-art conference
facilities and itineraries,
meals and accommodation,”
she says.
One of the best ways for
agents to upsell to a costconscious
corporate is to
offer an “experience” rather
than a destination. “Agents
should focus on experiences
that a specific destination
has to offer and that can
be incorporated into a trip.
This does not need to be
expensive,” says Janine.
These could be cultural
shows, barbeques on the
beach or even cooking
classes, she says. “In
Thailand, for example,
there are great cooking
classes, which can either
be experienced at a
local restaurant with the
ingredients sourced from a
market or at the hotel with
the hotel chef,” she says.
However, Jean urges
agents to remember that
tending to the client’s
needs should always come
first. “Let’s face it – clients
are more inclined to part
with budget if a creative
experiential programme is
presented to them. However,
while experiential travel is
the trend at present, selling
what the customer needs
is more important than
focusing on experience.”
Jean says that gaining an
intimate understanding of
the corporate customer’s
overall business goals and
how their travel policy can
help them achieve this is
where the travel agent’s
“sales” focus should be.
“At this time, there is no
substitute for proactive,
customer-centric service
in the TMC environment,”
she says.
Build your destination
knowledge
IT HAS never been more
important for agents to learn
as much as they can about
the various destinations
on offer for corporates –
particularly those offering
easy access and value for
money.
“We believe that agents
are better equipped to sell
destinations when they have
experienced the product,
however we understand that
agents are always pressed
for time and therefore
encourage them to travel
with their families when they
have time off,” says Cresta
Hotels’ Sibo Gumpo.
Cresta Hotels offers
discounted rates for travel
agents throughout the year
(subject to availability).
“Additionally, we try to
ensure the content on our
websites is very educational
with key information not just
about the properties but also
about the destination,”
she says.
Cresta’s free Victoria Falls
mobile app is proving to be
a very useful destination
educational tool for Victoria
Falls, says Sibo. “We intend
to introduce similar apps for
the other cities in Botswana,
Zambia and Zimbabwe where
we have properties,” she
says.
Destination workshops
With limited access to
educationals, agents
should attend destination
workshops. “These are
extremely helpful for
agents to sell a destination
with conviction,” says
Anneli van den Berg.
First-hand experience
is best but not always
possible, TCA Abu Dhabi’s
Jean Martins agrees. “In
the absence of first-hand
experience, TCA Abu Dhabi
has a dedicated travel sales
executive whose role it is
to train South African travel
agents about the destination
using visual tools to bring
the destination to life,”
she says.
Jean recommends that
agents speak to their
customers who have
travelled to different
destinations before. “Agents
should also keep up-to-date
with what is happening in
the destination and use
the internet to research
travel sites where visitors
and residents have posted
on-the-ground experiential
information,” she adds.
CHI’s Janine Pienaar further
points out that if an agent
has not been to a particular
destination themselves, they
can call on local hotel sales
offices or tourism offices to
guide them as to what kind
of destination experiences
could be included in an
incentive trip.
“When selling to the costconscious,
it is important to
talk with the hotel and see
what previous events they
have held and where they
can add benefits or include
affordable activities into the
programme,” Janine advises.
Book it!
Air Mauritius has a MICE special for group departures from
Johannesburg. Subject to availability, corporates can pay
R1 800pp travelling in a group of 10 or more until March 15.
Travellers flying from South Africa on Air Mauritius’ A340 aircraft
can also upgrade to business class for only R1 850pp. Those flying
on the A319 can also take advantage of Air Mauritius’ lie-flat seats
by upgrading for just R1 600pp. This offer is irrespective of the
class of travel initially booked.
Photocap: Silverbirch completes expansion
The long-awaited expansion of
Silverbirch@Birchwood has finally
been completed. Due to the
popularity of the Birchwood Hotel
and OR Tambo Conference Centre’s
quieter portion dedicated to the
more discerning traveller, 80 more
rooms have been added to the
premium product. The new rooms
offer the same upmarket facilities,
including access to The Grill @
One Twenty fine dining restaurant,
The Hotspot Bar and Lounge, and
the Mangwanani Spa. Currently
being renovated is the Birchwood’s
on-site café, which will change its
name to The BC Café in honour
of the hotel’s late founder, Brian
Clarence. Pictured here showcasing
Silverbirch’s new garden and rooms
are The Birchwood Hotel and OR
Tambo Conference Centre’s sales
manager, Njabulo Mabuza, and
key account manager (corporate),
Kerry Daly.
Township conferencing is the
next big thing
MORE corporates are
looking for something
different – and as a result
township conferencing
is thriving. Barba
Gaoganediwe, senior
manager of the Gauteng
Tourism Authority’s
destination and corporate
communications, says:
“Organisers are looking
for modern ways to spice up
the conferencing space, and
township conferencing offers
that very opportunity,” Barba
says. He says attendees are
tired of the same routine
at conferences. They want
something new, where they
can get more out of the
conference than just its
subject matter.
“The township experience
gives delegates exposure to
a new, real life experience
during their conference,”
Barba says.
Township conferences offer
a range of different activities
for delegates to enjoy both
pre- and post-conference.
Additionally, organisers are
guaranteed a better rate
in comparison to suburban
areas but still enjoy high
standards both in terms of
facilities and services.
“In Soweto, for example,
delegates can enjoy the bike
tour of Soweto, visit the old
house of Nelson Mandela,
or even bungee jump off
the Orlando Towers. Overall,
it is the flair and flavour of
the township that adds a
completely new element to
any conference.
“Ultimately, it’s about
packaging township
conferences as an
experience and guaranteeing
a change in the way
delegates perceive a
conference,” he concludes.
Motorsport incentives –
not just for fanatics
INCENTIVE organisers often
don’t consider motorsport
to be an incentive option
because it is a niche
interest and they have to
cater for big groups. They
also assume it does not
offer much value beyond the
sporting event itself but this
is not true, says F1 Grand
Prix Tours founder and ceo,
Johan van Veelen.
“We acknowledge that not
everybody is a motorsport
fan and that is why we
package our tours in such a
way as to include as many
additional activities as
possible,” Johan adds.
For instance, a typical
tour in Maranello, Italy
would include a visit to the
Maranello racing museum,
after which participants get
the chance to drive a Ferrari.
“Thereafter we would go to
lunch in a castle overlooking
Maranello,” Johan says.
“Corporates would typically
buy a standard package but
they don’t realise how much
more they can do. Varied
packages are the perfect
option for corporates looking
to reward their employees.”
Admittedly, this comes at
an extra cost, Johan says
Book it!
Beachcomber Tours is selling Mauritius holidays at early bird rates.
Valid for travel from May 23 to June 24, travellers can stay in the fourstar
Le Maurcia Hotel or Le Canonnier from R10 830pps. As a bonus,
Beachcomber will let one child under six years old share, eat and fly
free, only paying airport taxes. The package includes return flights on
Air Mauritius exiting Johannesburg, return hotel transfers, breakfast and
dinner daily, and free land and motorised sports.
How to ‘wow’ delegates
CONFERENCE planning has moved
beyond simply ticking items off
of a checklist and offering the
basic services. According to Zelda
Coetzee, it has kicked up a notch
or two.“One could say that it is
no longer just about organising
a conference but rather about
designing it,” she explains. “As
it’s an experience that you are
designing you have to take a more
creative approach to the services
on offer. This requires conference
organisers to embrace design
thinking principles and to allow for
process design.”
She explains this does not
mean a new checklist of services
for organisers, but rather adding
another tick box to the existing list.
“So you still tick off the essential
services that have to be provided
but you also have to tick the
creative box. What about this
conference offers the delegate a
superior experience and how are
we delivering that to the delegate?
What are we adding to conference
services to improve it?”
It is important that organisers
think about the conference as a
process from the delegate’s point
of view, from the first moment they
arrive to when they leave, says
Zelda. “How have we added value
and made it all worthwhile? This
does not necessarily mean we need
to provide great entertainment or
special effects. It’s actually not
through these kinds of elements
that one wows a delegate.”
Keep it personal
According to Zelda improved
service is not about impressing
delegates with good entertainment
during lunch. Rather it is about
delivering a personal experience
to the delegates that was not
expected.
This could come in the form
of simply registering an account
with a taxi provider and taking
care of each delegate’s travel
arrangements individually or giving
each person the choice of what
they want in their delegate bag.
“It’s all about choice and meeting
personal preferences. That is how
one creates ‘wow’ these days.
So instead of them having to
worry about airport transfers, for
example, it is all taken care of or
maybe some delegates don’t want
a physical programme,” she says.
These gestures can also be
of more of a flashy nature.
Like installing a signboard at
the registration that personally
welcomes each delegate as they
step into the venue.
“This is not difficult to implement
and immediately says to each
person: ‘We know you and we want
you here’. The gesture can be
personalised even more by adding
a photograph of them,” says Zelda.
It all comes down to dedicating
time during the organising process
to take the creative elements into
consideration. And it is becoming
more and more important, says
Zelda.
There is no need for creative
consideration to be costly or timeconsuming.
“Yes it does require more time
from the organiser but there are
simple ways in which one can
provide delegates with a better
service,” she says.
Book it!
The Riverside Sun in Vanderbijlpark is offering business travellers and their families a
discounted rate of R950 per double standard room. Kids under 18 stay for free with free
breakfast if sharing with adults. The rate includes breakfast, free parking and 500mb of
free Wi-Fi and is subject to availability and site inspection of the hotel. The rate is not
valid for groups and is limited to one room per agent. Bookings must be made directly
with the hotel.
Millennials vs baby boomers –
do you know your traveller?
THE WAY business travellers
view travel can differ
significantly from generation
to generation. The Global
Business Travel Association
(GBTA) Foundation released
a study derived from the
latest Business Travel
Sentiment Index featuring
statistics to help travel
agents and managers profile
their travellers.
According to the study,
millennials are nearly twice
as likely to want to travel
more for business than
Baby Boomers (45% to 26%
respectively), while a strong
majority of millennials (57%)
believe technology can
never replace face-to-face
meetings to get business
done.
Additionally, millennials
are far more likely to rely
on social media to meet up
with friends when travelling
than baby boomers (46%
to 17%) and are far less
likely to want to use their
personal credit cards to float
business expenses (53% to
69%).
Wi-Fi is a must
In terms of travel amenities,
baby boomers would prefer
not to pay a fee to check in
luggage (47% compared with
34% of millennials), while
millennials expect free Wi-Fi
on a business trip (30%
compared with 17% of baby
boomers).
“Millennials are the
newest generation of road
warriors and, like their more
experienced peers, they
understand that face-toface
meetings remain key
to getting business done,”
said Michael McCormick,
GBTA executive director and
coo. “Over the last quarter,
business travellers across
the board – Millennials, Gen
Xers and Baby Boomers –
reported that their goals
were met on business
trips, leading to greater
satisfaction.”
“Millennials in particular
are interested in business
travel and see the value it
brings to their companies
and their careers,” said
Susan Chapman-Hughes,
senior vp, American Express
Global Corporate Payments.
“This generation may see
more upsides to business
travel because they’ve found
new ways to stay connected
to their personal and
professional commitments
while on the road.”
Smooth security
procedures
Given a choice, business
travellers across generations
prefer travelling through
security easily (52%)
compared with other airport
amenities, however, smooth
travel through security is
much more important to
Baby Boomers (54%) and
Gen Xers (56%) than to
Millennials (35%). While
almost one-half (48%)
of business travellers
across age groups want
free Wi-Fi at the airport,
this is more important to
Millennials (54%) than Baby
Boomers (44%). Additionally,
regardless of age, two in
five business travellers
(39%) want airports to offer
non-stop flights to their
destinations.
The study also revealed
that another significant
concern for all business
travellers was their lack of
confidence in the economy.
The percentage of travellers
who believe the overall
health of the economy was
excellent dropped from 32%
in quarter two to just 21% in
the final quarter of 2015.
This is despite the fact
that travellers’ views of the
health of their own company
or industry remained virtually
unchanged and much
more positive, the GBTA
said. According to the
study, more than half of
business travellers feel
their own company is in
excellent financial shape
(62%) and that the overall
health of their industry is
excellent (51%).
Fairmont launches new
hotel in Morocco
FAIRMONT Hotels &
Resorts has announced
the development of
Fairmont La Marina RabatSalé,
a new luxury hotel
in Morocco.
The 200-room hotel,
set to open in 2019, will
be located in La Marina
Morocco, a coastal mixeduse
development between
Rabat and the ancient city
of Salé. Ample meeting
space and a range of
restaurants, including an
all-day dining concept,
lobby lounge and bar. A
speciality restaurant and
pool bar and grill will also
be available, as well as
spa and fitness facilities
complete with an array of
leisure options.
Fairmont La Marina
Rabat-Salé’s situation on
the Bouregreg river-mouth
benefits from triple water
frontage: the marina,
river and ocean. Close
to key heritage sites in
Rabat such as Kasbat
Oudayas and Tour Hassan
as well as being close to
the Hassan district, the
project offers views over
the Atlantic Ocean from
the north and Bouregreg
River and The Mausoleum
of Mohammed V from the south.
News flash
Cresta Hotels has refurbished several hotels in its portfolio.
In Botswana, Cresta Botsalo recently underwent a bathroom
refurbishment, Cresta Mowana added a new outdoor function
venue and Cresta Riley improved some of its rooms as well as
its pool area. Meanwhile in Zambia, Cresta Gofview added a
350-seater marquee for outdoor events.
