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Sales of a cheap Hawaiian airfare"CHEAP HAWAIIAN AIRFARE"
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3/14/2005
While statistics support the booming popularity of family travel--95.1 million Americans intended to take a family vacation last year, according to research by Meredith Corporation--Hawaii won't be top of mind for every client, the experts agree. A proactive approach, they say, can not only increase sales, but boost commissions on existing bookings.
CHEAP HAWAIIAN AIRFARE Rather than just push the charms of sun and sand, for example, agents would do well to stress less tangible qualities, such as the renaissance of Hawaiian culture taking place throughout the Islands. "The importance of the cultural aspect of our destination and cultural activities has become more important in recent years," says Jay Talwar of the HVCB. Outdoor activities, from sun bathing to surfing, as well as historical tours, also allow retailers to broaden their marketing net when selling to family groups of diverse ages, he says. CHEAP HAWAIIAN AIRFARE "Travel agents can pre-sell over 300 of Hawaii's most popular activities on all islands to assist their customers in scheduling their time in advance of their trips, and to get a better handle on their vacation budgets up front," says Ken Phillips, staff vice president corporate communications and promotions for Pleasant Holidays. "It's also a great way to incrementally increase agency revenues," he says. Island resources To help agents get on top of the state's tourism infrastructure, the Island visitors bureaus offer a wealth of resources.
CHEAP HAWAIIAN AIRFARE On Maui, the visitors bureau trains agents in three primary ways, says director Terryl Vencl: "First, we go to their place of business to educate them, and secondly, we travel the U.S. and Canada and host gatherings where agents come and learn about Maui, Molokai and Lanai," she says. The third element is the Maui Nui Specialist program, through which qualified agents are invited to Maul to learn about the destination firsthand. "The training is conducted with our many Maul partners for agents who wish to become Maul specialists," Vencl says.
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In Kauai, the visitors bureau participates in travel agent trade shows on the mainland and provides destination training, according to Edie Hafdahl of the KVB. CHEAP HAWAIIAN AIRFARE Agents can also visit the travel professional section of the KVB website--www. kauaidiscovery.com--and order materials directly from the bureau, she says. "We launched our Kauai Destination Specialist (KDS) program last fall, which is an advanced level of training that involves a certification process with classroom time and an exam administered at the end of the class," says Hafdahl. The Big Island Visitors Bureau has scheduled several showcase events targeted throughout key Big Island markets on the mainland, including the greater Los Angeles area, San Francisco, Sacramento, Dallas, Houston, Denver, New York, Seattle, Portland and Vancouver. CHEAP HAWAIIAN AIRFARE The events highlight top attractions, Hawaiian entertainment, travel agent seminars and a hosted dinner, with its on-island partners. The Oahu destination specialist program for travel agents, which expanded its reach in 2004, not only offers retailers and tourism and activity suppliers in Oahu an opportunity to work together, but also supplies specific tips on selling the product, according to Stacey Martin, director of Travel Industry Sales.
CHEAP HAWAIIAN AIRFARE Getting there Location can influence sales to Hawaii--with West Coast family visitors outnumbering those from the East Coast by three to two, according to HVCB statistics but good air access can help redress that imbalance, according to Dave Evans of SunStyle Holidays. "I think most agents and tour operators agree that, when selling a destination, the easier it is to get to, the easier it is to sell," Evans says. "Particularly with families who want to go with an airline that offers a limited number of connections." CHEAP HAWAIIAN AIRFARE Keiki programs While many families are tied to school vacation schedules, statistics show that families are increasingly willing to take their children out of school for vacation. According to the Travel Industry Association of America travel pool of 1,200 adults, 22%--or one in five--parents took a trip in the past year allowed their children to miss school to be part of the travel experience. CHEAP HAWAIIAN AIRFARE Selling family travel during off-peak seasons allows agents to offer their family clients better deals and more availability. And children can still come away with an educational experience if they participate in an "edu-tainment" -based keiki program. In fact, nearly 60% of family travelers use children's programs while traveling, according to the TIA report. Money-saving tips There are deals to be had in Hawaii, the experts agree, particularly in comparison to some of its warm-weather competitors, CHEAP HAWAIIAN AIRFARE "For one thing, Hawaii does not impose visitation fees the way some other governments do, which makes it a great family value," says Evans. Not having to buy passports not to mention struggle with unfavorable exchange rates--is another selling point, both in terms of money and the hassle factor, according to Shannon Edralin, Apple Vacations marketing project manager.
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CHEAP HAWAIIAN AIRFARE Don't forget the basics Trends and statistics notwithstanding, when it comes to sales, the fundamental things still apply, according to Evans. "When an agent works with a client, he or she needs to listen to what their client wants," he says. "My philosophy is that you have to sell the destination first. Then you work on finding a hotel or condo that will meet his or her needs."...... COMPARE A CHEAP HAWAIIAN AIRFARE HERE /cheap airfare home |