Diffrerenttiators are key to the sale
MORE than just pretty
beaches and great
resorts, each Indian
Ocean destination has
something different to offer.
As such, travel consultants
should listen to what their
clients want from a holiday
to match them to the perfect
destination and the perfect
experience, says LUX* Resorts
and Hotels head of sales and
marketing, Alexis Bekker.
LUX* manages luxury
hotel properties in Mauritius,
Réunion and the Maldives.
Some agents may feel more
comfortable selling certain
destinations than others but
this can result in the clients
not having their needs met
most effectively, says Alexis.
“Agents should not sell on
price alone. Of course budget
is important, but if the agent
does a little more research,
the client could get so much
more than just an ‘ordinary’
experience.”
“When selling the Indian
Ocean destinations, agents
must qualify their clients and
what their exact needs and
requirements are,” agrees
Cathie Bester, national
sales manager, World Leisure
Holidays. For instance,
Mauritius and the Maldives are
resort destinations, whereas
Réunion, Seychelles, Zanzibar
and Mozambique are more
about exploration of the
destination, she says.
What’s more, Mauritius
offers much more of an
“international” experience
while the Seychelles remains
largely untouched when
compared with many other
island destinations, says
Joanne Visagie, sales
and marketing manager of
Beachcomber Tours.
Nonetheless, certain factors
apply to all the Indian Ocean
destinations. According to
Pamela Eggleton, manager
and senior consultant at
Harvey World Travel Port
Shepstone, the all-inclusive
option is great for travellers
looking to “flop-and-drop” as
well as those in search of a
more adventurous experience.
“Where possible, get
clients to opt for all-inclusive
packages, no matter which
Indian Ocean island they opt
for, especially if they have kids
or teenagers,” she says. This
gives travellers peace of mind
that most costs are seen to
before arriving on the island,
thereby giving them more room
to explore if they wish.
The Maldives: secluded luxury
THE Maldives is made up
of thousands of islands and
most resorts are located
on their own island. This
creates a sense of isolation
that can’t be experienced
anywhere else, says kulula
holidays’ Indian Ocean
Islands product manager,
Karen Camm.
The islands are often
likened to a string of pearls
sparkling in the blue ocean,
says PR and media manager
of Thompsons Holidays,
John Ridler, adding that
the Maldives is home to
some of the best diving and
snorkelling in the world.
“The crystal-clear waters
and luxury accommodation
make it a sought-after
destination for those
who love sand and sea,”
says Karen.
While these are the most
distant Indian Ocean islands
for the SA traveller, John says
a visit is well worth it.
Who is visiting?
According to Karen, it is
mainly honeymooners
and couples who visit the
Maldives, however it is not
unusual for families to visit
as well. “There are resorts
that offer excellent facilities
for children and even
specially designed family
rooms,” she says.
Although the Maldives is
not generally known
as a family destination,
the islands offer an ideal
family itinerary that includes
visits to Camp Safari and
an E-Zone for youngsters,
which are facilities included
at the Centara Grand Island
Resort and Spa, says Janine
Pienaar, sales representative
of Centara Hotels and
Resorts.
What to do
Young travellers will enjoy
banana boating, tube rides
and water sports. “The
destination also provides
adults with many unique
adventures in terms of
the diving opportunities
available for guests, whether
it’s exploring the numerous
reed houses or the sunken
shipwreck,” Janine says.
How to get there
When flying to the Maldives,
clients have multiple options,
from Emirates to Qatar
Airways to Etihad Airways
or Singapore Airlines,
says Karen.
“When packaging holidays,
we find that Emirates offers
the best connection times
and our clients tend to
value that more than lower
priced options with longer
connections,” she says.
The Maldives is easily
accessible, adds Janine,
as South African passport
holders do not require a visa
if they are staying for less
than 30 days.
Nosy Be: Authentic and unspoilt
NOSY Be is a relatively
unknown destination for
South Africans. In fact,
many believe it is in
Mozambique or Zanzibar,
quips Harriet Joao, owner
of MadagasCaT Charters
and Travel.
But the island, which is
off the northwest coast of
Madagascar, is the ideal
choice for travellers who
have a sense of adventure,
she says.
“Nosy Be offers
unspoiled reefs and
beaches,” Harriet says.
“There are no locals on
the beach trying to sell you
anything and the Malagasy
people are always happy to
go out of their way to help
visitors.”
Apart from Andilana
Resort, the resorts are not
very large, and the beaches
are not lined with massive
hotels as can be found in
Mauritius, Harriet adds.
Who is visiting?
Nosy Be’s distinct lack of
commercial culture means
travellers looking for
authenticity will enjoy the
experience, says Harriet.
She suggests that travel
agents selling the Indian
Ocean destinations should
convince travellers to visit
Nosy Be by stressing the
fact that the island is a
bucket-list destination and
different from the other
Indian Ocean destinations
that seasoned travellers
may be accustomed to.
She adds that tourism
can make a significant
difference in Nosy Be.
“So many unusual and
unique animals on the
island are under threat
of extinction due to the
illegal wildlife trade and
deforestation. Tourism can
make a difference to the
people and the wildlife of
Madagascar.”
Harriet adds that tour
operators packaging the
destination are mainly
targeting mid- to upperrange
clientele.
What to do
Divers, fishermen, people
looking for long, empty
beaches, great cuisine,
snorkelling, kayaking,
culture and wellness will
find a lot to keep them
busy in Nosy Be, in an
unusual natural setting.
The island is hugely
rewarding for those
interested in fauna and
flora, Harriet says. Most
(98%) of the plants
and animals found in
Madagascar are endemic
to Nosy Be and lemurs,
chameleons (the biggest
and smallest in the world),
leaf-tailed geckos, frogs,
insects, plants and trees
can all be found.
How to get there
Airlink recently launched
direct flights from
Johannesburg to Nosy Be.
The flight means the
island is now just three
and a half hours away.
“While times are tough
economically in the travel
market at present, we are
confident that, with this
direct flight, Nosy Be will
grow in popularity,” says
Harriet.
Air Mauritius also
flies once weekly to
Antananarivo, the capital
of Madagascar, from
Johannesburg via its hub in
Mauritius.
Zanzibar: Where
beach meets culture
ZANZIBAR is a charming
island with a strong AfroArabic
influence dating back
to occupation by the Sultan
of Oman, says John Ridler
of Thompsons Holidays.
The archipelago, which
is made up of Zanzibar
and Pemba islands, is
about 40km off the coast
of Tanzania. The small
population of 800 000
people are friendly to
tourists, and go out of their
way to help them.
“Zanzibar is a great
cultural and historical
destination that offers
travellers good value for
money at all-inclusive
properties. It’s the perfect
romantic destination for
honeymooners and it’s
great for MICE as well,”
says Cathie Bester of World
Leisure Holidays.
What to do?
Zanzibar offers a cultural,
beach and adventure
offering. For this reason
Hein Kaiser, Mango Airlines’
spokesperson, who has
visited the island nine
times, says it is his favourite
place in the entire world.
In terms of heritage
exploration, travellers will
enjoy a visit to Stone Town;
the old city and cultural
heart of Zanzibar. A Unesco
World Heritage Site, rich in
history and with buildings
that are 200 years old,
Stone Town is a wonder that
cannot be seen anywhere
else in the world, Hein says.
The Jozani Chwaka Bay
National Park, the only
national park in Zanzibar, is
a great place to encounter
the Zanzibar red colobus,
a species of red colobus
monkey endemic to Unguja,
which is the main island in
the Zanzibar archipelago.
The Zanzibar red colobus
is now classified as an
endangered species and
can only be found in
Zanzibar.
“Zanzibar also has some
of the most beautiful
beaches I have ever seen,”
Hein says, adding that the
clear waters offer wonderful
snorkelling opportunities.
For those in search of
adventure, Zanzibar is
reputed to have some of the
best diving in the world. The
coral reef structures that
surround Unguja and Pemba
ensure that the marine life
is abundant. Good visibility
(20-60 metres) and a
year-round average water
temperature of 27C make
for good diving conditions.
Who is visiting?
Because Zanzibar offers a
wide range of accommodation
options, it appeals to all
markets, says Hein.
“You will find anything from
a one-star hut or tent to a fivestar
luxury resort in Zanzibar.
That’s what makes it special;
it is extremely budget-friendly,”
Hein says.
There is a beach no matter
where you stay, he adds,
and the island also allows
travellers to experience
amazing scenery at an
affordable price.
“Travellers will get a lot of
bang for their buck but they
don’t need to sacrifice the
spectacular for affordability,”
Hein says.
How to get there
Mango has been flying,
twice weekly, direct from
Johannesburg to Zanzibar
for four years and the route
continues to prove profitable
for the airline, says Hein.
“The route has been doing
exceptionally well for us and
we are seeing positive load
factors,” he told TNW.
SA provides 10% of
Zanzibar’s tourist numbers.
Fastjet also flies to Zanzibar
via Dar es Salaam.
Book it!
Checkout Tours is offering Zanzibar
holiday packages. Travellers can
stay for seven nights at the Reef
& Beach Resort from R9 225pps.
It includes return economy-class
airfares on Mango departing
Johannesburg, approximate taxes,
return transfers and breakfast
daily. The special is valid from
July 1 until November 30.
Book it!
Airlink is offering discounts of
over R3 000 per person on the
IT fare for all flights between
Johannesburg and Nosy Be
between June 25 and September
25. Discounted packages are
available through MadagasCaT
and other participating agents.
Réunion Island:
For the adventure-seeker
RÉUNION is a must-do on
any adventure traveller’s list,
says Alexis Bekker of LUX*
Resorts and Hotels.
LUX* currently manages
the only five-star hotel on
the island – LUX* Saint
Gilles – and will open the
LUX* Sud Sauvage in 2017.
The island is home to an
active volcano, the second-
‘friendliest’ volcano in the
world. “Friendly means
there are no dangerous
gas emissions or ash, and
travellers are able to stand
on the crater while it is in
flow,” Alexis explains.
Cathie Bester of World
Leisure Holidays adds:
“The natural beauty of the
island plus the wide variety
of activities mean it’s not
just a beach destination
but a must-do for adrenalin
junkies.”
Who is visiting?
Réunion is an adventure
island more suited to those
who prefer activities and
challenges, says Thompsons
Holidays’ John Ridler.
“Réunion attracts
travellers who enjoy kite
surfing, board sailing, diving,
and so on,” he says.
“Agents could also
sell the destination by
allowing their clients to
picture themselves dining
in sidewalk cafés that
resemble little France
and then enjoying a day
on the beach, taking part
in as much sunbathing,
snorkelling or exploring as
they’d like,” adds Alexis.
What to do
From hiking to canopying,
glass-bottom canoeing,
aquatic hiking and even
helicopter flips, Réunion
has everything an adventure
traveller could imagine,
Alexis maintains.
“Réunion offers activities
such as hiking to the
volcano, canyoning down a
river and over waterfalls or
a thrilling downhill ride on a
four-wheel bicycle.
“Not to mention the
mountain views, which are
breath-taking,” John adds.
How to get there
Air Austral will add a third
weekly flight between
Johannesburg and Réunion
from October 30.
The airline also operates
connecting flights between
Réunion and Mauritius.
Air Mauritius flies twice
weekly to Réunion from
Johannesburg, connecting
via its hub in Mauritius.
Book it!
Thompsons Holidays is offering a special package for
travellers visiting Réunion Island. The four-star St-Denis,
St Pierre, St Gilles combo stay is available from R21 011pps
departing Johannesburg, R23 300pps departing Durban and
R23 905pps departing Cape Town. Prices include return
flights from Johannesburg to Réunion on Air Austral including
airline levies, seven nights’ accommodation with breakfast
daily and seven days’ Group A car hire. The special is valid for
travel until September 7, and high season fare supplements
apply between July 1 and August 30.
Seychelles: Exclusive island experience
THE Seychelles is an
archipelago of islands with
pristine beaches ringing the
water’s edge.
A holiday in the Seychelles
revolves around the outdoors
and engaging in the natural
beauty of the island,
says Joanne Visagie of
Beachcomber Tours, which
offers packaged holidays
to its five-star Sainte Anne
Resort and Spa.
Commenting on the
perception that the
Seychelles is the more
expensive option for visitors
to the Indian Ocean islands,
Joanne says: “Seychelles
has a very small population
– fewer than 100 000 – and
its tourist arrivals are much
lower than those of the
other popular islands like
Mauritius, therefore many of
its goods are imported.
“All of this contributes to
the cost of basic food items
being higher in Seychelles
than in places like Mauritius.
It’s a bit of demand and
supply,” she says.
Nonetheless, the Seychelles
continues to prove a popular
choice for South Africans,
says Seychelles Tourism
Board director for Africa and
the Americas, David Germain.
“South Africa and Africa in
general as source markets
proved positive for the
archipelago during the first
quarter of 2016, with forward
bookings looking good,”
says David.
Who is visiting?
This island appeals to
travellers seeking peace
and tranquillity in a unique
surrounding, says Joanne.
“The environmentally aware
will study the uniqueness
of the region, the seafaring
set will take to the ocean
in yachts and the serious
explorer will venture to the
far-flung islands where very
few have been before; the
appeal of the Seychelles is
truly universal,” she says.
An Air Seychelles
representative told TNW there
had been an increase in
inbound traffic to Seychelles.
“Over 90% of the traffic
Air Seychelles carries is
tourists and we continue to
see growth in our passenger
numbers year-on-year,” the
representative said.
What to do
Seychelles remains largely
untouched when compared
with many other island
destinations, Joanne says. Its
simple, unique beauty is the
real attraction.
“The Saint Anne Marine
National Park, for instance,
is an unspoilt natural haven
of rare flora and fauna. It’s
an enchanting environment
recognised as one of the
world’s untouched natural
havens.”
As Thompsons Holidays’
John Ridler points out, this
group of beautiful islands
is close to the Equator
and promises near perfect
weather year round.
“The Seychelles – often
referred to as the Garden
of Eden – offers some of
the most beautiful beaches
in the world, ancient forests
and many rare birds,”
says John.
Joanne agrees. “Seychelles
also offers remarkable
contrasts in scenery, which
vary between the lush green
vegetation of the granitic
islands and the barren
landscape of the coralline
islands.”
“Travellers would typically
island-hop around the
Seychelles so they don’t
spend all their time in one
resort,” says World Leisure
Holidays’ Cathie Bester.
Cruising the Seychelles
Cruising as a holiday option
for the Indian Ocean Islands
is becoming increasingly
popular as discerning
travellers realise it is a
great way to view many
of the islands at a
reasonable cost, says
Discover the World sales
director, Yvonne Skerritt.
She says the best way
to island-hop around the
Seychelles is to do so on a
cruise ship.
Variety Cruises has
specifically designed three
itineraries that travellers
can choose from, according
to time available and their
budget.
“Travellers can cruise
Seychelles from Mahé or
Praslin and enjoy wonderful
excursions that will give them
the chance to walk through
tropical jungles and capture
heavenly beaches,” she says.
Variety Cruises offers a
floating hotel, with all
meals and most guided
excursions included in
the price. Yvonne says
this makes the exclusive
Seychelles a really affordable
holiday.
How to get there
Air Seychelles recently
added more flights
between Johannesburg and
Seychelles, increasing from
three weekly flights to
five, says David.
“There is also the
opportunity for our South
African guests to fly beyond
Seychelles to Mumbai, which
is a gateway point in India.
“We also have nine
onward codeshare points
within domestic India
that we serve with our
codeshare partner, Jet
Airways,” says an Air
Seychelles representative.
Book it!
Beachcomber Tours is offering specials to the Seychelles. Travellers can
take advantage of 20% early-bird discounts for four nights at the Sainte
Anne Island five-star resort. Prices start from R25 350 per adult sharing
per night for a garden villa. The rate includes return flights departing
Johannesburg (excluding airports taxes of R3 730), return transfers, and
breakfast and dinner daily. Add R900pp per night for the all-inclusive
option. The special is valid for travel between August 1 and October 31.
Book it!
Centara Hotels and Resorts and Thompsons Holidays are offering eightday
packages to the Maldives. Travellers can spend seven nights at the
four-star Centara Grand Island Resort and Spa from just R49 975pps,
departing Johannesburg. The package includes return flights from
Johannesburg to Malé including airline levy, meet and greet at the airport,
return seaplane transfers as well as breakfast, lunch, dinner and selected
drinks daily.
Mauritius: Sophisticated island paradise
MAURITIUS is a beach
playground in our own backyard
and much loved by South
Africans, says Thompsons
Holidays’ John Ridler.
The perfect “fly and flop”
destination, Mauritius is the
ideal place do to as little or as
much as you’d like, comments
LUX* Resorts and Hotels’
Alexis Bekker.
Quality and high standards
apply to every aspect of the
infrastructure and the locals
are warm and authentic with
their hospitality.
“Mauritius is a sophisticated
island paradise that has all
the elements of the ultimate
escape,” says Beachcomber’s
Joanne Visagie.
A trip to Mauritius also
offers a certain amount
of exchange rate stability
because the Mauritian rupee
has a favourable exchange
rate when compared with
the South African rand, adds
Cathie Bester of World Leisure
Holidays. “It is definitely a yearround
destination.”
Of all the Indian Ocean
destinations, Pamela Eggleton,
of Harvey World Travel Port
Shepstone prefers to sell
Mauritius – not necessarily
because of the island itself
– but rather because of the
facilities on offer at each of
the resorts, and the value for
money.
Who is visiting?
Mauritius offers a full range of
self-catering accommodation
for all budget requirements and
there are tons of fun activities
for the whole family, says John.
Travellers across the board
would enjoy Mauritius, adds
Joanne. “Plus it’s close, there
are regular flights, it offers
incredible value for money and
the choice of facilities at the
resorts is outstanding,” John
says, adding that the dining
options at the resorts are of a
high standard as well.
“Mauritius attracts all sorts
of travellers, from couples to
honeymooners to families and
even corporate travellers,”
agrees kulula holidays’
Karen Camm.
The island is traditionally
more popular with families and
honeymooners, adds Pamela.
What to do
Travellers choose Mauritius
because of the resorts, which
offer excellent value, as well
as the superb array of water
and land sports, comments
Joanne.
If it is the client’s first time
travelling to an Indian Ocean
island, agents should sell the
island’s resort offering, says
Pamela. “There are many
trusted properties to choose
from but agents should always
be sure to go through their
preferred operators or reps for
advice if they have not been to
the resorts themselves.”
Pamela adds that selfcatering
is becoming more
popular in Mauritius for those
on a budget. “Not an option
for me personally because who
wants to go to Mauritius and
cook,” she jokes.
“Once again, it all depends
on the client and if they are
penny-wise, they can shop
wisely, staying within budget
relatively easily but try to use
self-catering options that at
least give them a starter pack
– tea, coffee, sugar etc. – at
the property when they arrive,”
she says.
Karen says that while
Mauritius is known for its
beautiful beaches and wide
range of resorts to choose
from, few are aware of the
range of activities available
outside of the resorts.
“From adventure activities
like zip-lining and quad biking
to events like Maha Shivrati,
rugby, regattas and golf
tournaments, Mauritius is the
go-to island for those wanting
to keep active and explore
outside of the resort’s walls as
well,” she says.
Book it!
Thompsons Holidays is offering a special package for travellers visiting
the Maldives. Packages for seven nights at the four-star, adult-only
Centara Ras Fushi Resort start from just R32 489pps, departing
Johannesburg. The price includes return flights from Johannesburg to
Malé including airline levy, return speedboat transfers, seven nights’
accommodation in an Ocean Beach villa at the Centara Ras Fushi Resort
as well as breakfast, dinner and selected drinks with dinner daily.
Book it!
LUX* Resorts and Hotels is offering special rates on Mauritius
packages. Travellers can stay at the LUX* Belle Mara from just
R25 365pps on a half-board basis, the LUX* Grand Gaube from just
R18 952pps on a half-board basis, or the three-star Merville Beach
Hotel from just R15 605pps on a half-board basis. These offers are
valid for travel between July 18 and August 19, and all packages
include return economy-class flights on Air Mauritius, approximate
airport taxes, return airport transfers, six nights’ accommodation,
breakfast and dinner daily as well as in-house drinks.
Top tips for profiling clients
Harvey World Travel Port
Shepstone’s Pamela
Eggleton offers her top
tips for profiling clients
looking to visit the Indian
Ocean islands.
1.Where possible,
profile the client as
much as you can in
terms of interests (eg.
honeymoon, anniversary,
family, sightseeing,
shopping, etc.) and,
most importantly,
budget. “This will give
you an indication of the
resort, island or holiday
that would suit them
before quoting,” says
Pamela.
2.Encourage face-to-face
or telephonic chats with
clients. “There are those
socially shy ‘ghost’
clients who will only
communicate via email
but this, at times, can
make it very challenging
to draw out the
necessary information
one needs in order
to suggest options to
them,” Pamela says.
3.Using your preferred
operator to suggest
properties that offer
special packages or
free upgrades to allinclusive
is also a good
selling tool.
4.Seychelles offers
smaller boutique
hotels or even bed
and breakfasts. “But
if clients have a more
generous budget, perfect
for the Seychelles is an
island-hopping package,”
she says.
