Brush up on your
destination expertise!
DIFFERENT skiing
destinations are
defined by unique
characteristics – information
that agents can use to match
their clients with the right
destination.
Switzerland is the most
expensive of the four ski
experiences, which makes
it quite an exclusive
destination. Erica Barrett,
ceo of SkiDreams describes
the Swiss ski experience
as chalet style and good
hotel accommodation with
a quiet Après-ski (social
activities and entertainment
that occur at ski resorts)
offering. “Swiss resorts are
often pricey and are viewed
as more exclusive than other
European Ski destinations,”
she says.
The ski experiences in
Switzerland are characterised
by the country’s history,
proud culture and unique
nature, says Greg Taylor,
gm of Pure Skiing, adding
that the country is great
for romantic and somewhat
quieter trips. Both Greg and
Erica agree that the Swiss
experience is best suited to
people with expensive tastes
and a high budget.
France is best known
for its high altitudes and
big mountains, says Greg,
commenting that although
the experience is a good
choice for families and
caters to skiers of all
levels, the high altitude
can sometimes be tough
on young kids. Erica says
that these slopes are wellgroomed
and suggests that
this experience would be
ideal for families and smaller
groups who prefer quieter
evenings.
“Austria has it all in my
opinion,” says Greg. “Many
people consider Austria to be
the home of European skiing.
It has a very authentic feel
to its ski resorts, which
exude great charm. Austria
is known for its Après-ski
and mountain huts scattered
around the ski area. Many of
the resorts in Austria are at
a lower altitude than those in
France or Switzerland,” Greg
says, adding that Austria
also offers the best value
for money.
Erica says that the
excellent ski schools and
friendly locals make Austria
a relaxed and popular ski
destination. Groups, families
and single folk who enjoy
good skiing and even better
parties will be best suited to
skiing in Austria, she says.
For social travellers who
enjoy a good eating culture,
Italy is ideal. Erica describes
the ski experience in Italy as
relaxed, with a focus on food.
She says Italian hospitality
is that of people welcoming
you as if you were family. “It
is not uncommon to stop for
an early lunch on the slopes
and end up staying for three
hours, enjoying wine, and
endless food all served to
you by the typical Italian
Mamma in their private
home,” she says. Although it
lacks a little in the Après-ski
department, Greg says it is a
good choice for foodies who
like to stay out late partying
at night.
Sell skiing like a pro
THE best way to sell a
ski package is to make
sure that you get the
correct brief from the
client so that you can
sell the package most
ideal for them. This is
according to Pure Skiing’s
Greg Taylor. He advises
that agents ask clients
how many times and
where they have skied
before. Travel agents
also need to know their
client’s biggest priority: is
it to party, or ski, or stay
at a good village for nonskiers?
He also stresses
that it is important to
understand what your
client’s accommodation
needs are.
SkiDreams’ Erica
Barrett agrees that the
client needs to know
what they want from
their ski holiday, adding
that budget is another
important consideration.
A good product
knowledge will also
assist agents in clinching
the deal. Anthea
Hay, owner of Peak
Adventures, says that
by knowing the location
of the prospective
accommodation in
relation to the ski lifts,
the travel agent can
reduce the amount of
time the client would
have to walk in ski boots.
She says that agents
should also remember
that accommodation in
some parts of Europe
is very different to what
South Africans are used
to – as such they should
advise their clients that
the rooms will be smaller
and that there may be
fewer facilities available
than at South African
properties. She says
that this is especially
the case with family run
bed and breakfasts or
self-catering apartments
where owners sometimes
don’t speak English.
“Self-catering units
do not include linen,
cleaning or cleaning on
departure and some selfcatering
establishments
also require refundable
breakage deposits,” says
Anthea.
Travel agents should
also know that when
they book their clients
on skiing trips from early
December to mid-January
as well as in late March
that the resorts offer
a “snow-guarantee”,
says Erica. Neustiftim-Stubaital
(Austria)
has the largest ski-able
glacier and the resort
offers a snow guarantee
during this time. Cervinia
in Italy also offers a
snow-guarantee at this
time, as does St Anton in Austria, she says.
Have you asked the right questions?
THE importance of knowing
what to ask your clients at
the onset of a ski enquiry
in order to gain their
confidence is important.
Peak Adventures’ Anthea
Hay compiled the following
checklist for TNW:
Do you know how many
times the client has skied
before and, if so, where?
If they have skied before,
have you asked if they
want to try something
different?
The position of the
accommodation is critical
to the experience. Does
your client want a hotel in
the centre of the town for
evening activities or on the
slopes to sk-in-ski-out?
Maybe your client wants
to improve their ability –
have you offered them
ski school services?
If they have skied
before (and are possibly
advanced skiers) have
you suggested a higher
category of skies and
boots?
Have you asked if
they perhaps want to
snowboard instead, as
this is sometimes at a
different cost?
Do you have the exact
birth dates of any children
under 18? Remember
that different resorts and
countries work on the date
of birth and give different
discounts on passes,
hire, etc.
Have you checked
which category of
accommodation the client
wants and what rooming
requirements they may
have for a larger number
of people or children?
Have you checked if the
client wants all meals
included or perhaps if they
want the freedom to try
the local bistros, pizzerias,
pubs and restaurants in
the evenings?
Have you asked your client
if they want to wait for a
coach transfer or if they
have the budget for a
private transfer that would
get them to the ski resort
earlier? Transfers from
airports to a ski resort
can be lengthy especially
after a long flight. Buses
can take longer as they
only run on specific
schedules and cause
unnecessary delays. A
train to the nearest station
to the resort is a scenic
and cheap alternative.
However, travellers may
have to do some train
changes en-route and
therefore transfer luggage
across platforms.
Stay on top of insurance
requirements
THE ski experts agree
that insurance should be
a priority when booking a
ski holiday. “Remember
to ensure that your
client’s insurance cover is
comprehensive. A helicopter
airlift can amount to
thousands of Euros,” says
Pure Skiing’s Greg Taylor.
“Always buy the most that
you can afford,” advises
Simmy Micheli, manager of
sales and marketing for TIC.
Wybrandt Lubbe, travel
insurance sales manager
of Bidvest Insurance Group,
agrees and says the biggest
pitfall would be for the
client to think that they
have cover in place only to
realise that they actually do
not qualify for that specific
benefit.
According to Simmy,
travellers should pick
full medical cover that
includes transportation and
repatriation, adding that the
most common winter sport
injuries are to the knees,
ankles, legs and shoulders.
“Repatriation after a
serious back or leg injury
may require a business
seat or two for the journey,”
she says, noting that
besides medical expenses
the insurance company
may also need to cover the
eventuality of a medical
escort and the cost of the
client’s seat there and back,
including possible additional
costs such as monitors,
breathing assistance and/
or intravenous equipment.
As such, she says that
not having full medical
cover could become very
expensive in the event of a
serious injury.
Must-knows for your clients
Goggles are essential as
they keep your face warm
and protect your eyes
from the falling snow.
Don’t take any leathersoled
shoes as they
make it difficult not
to slip.
Dress in layers and
carry a small backpack
to carry your clothes in
when you heat up.
Don’t overdress at night
when you go out as the
restaurants are very well
insulated and normally
you are not outdoors for
more than ten minutes.
The dress code in ski
resorts (especially
smaller villages) is
generally jeans, t-shirt
or golf shirt and good
walking shoes/boots
with a ski-jacket.
South Africans need to
be patient in restaurants.
In a 130-seater
restaurant there will only
be eight to ten staff and
often it is only the owner
and the family working.
Food is prepared as
fresh as possible and
served when ready.
Italians eat very late and
only fill up restaurants
from about 21h00 –
22h00, allowing South
African clients to dine
at their usual time of
19h00.
Bars in Austria often
do not charge travellers
for their drinks straight
away but run a tab for
their customers.
South Africans need
to remember to settle
their tab before the
night ends.
