dne summit 101 - new england discover new england international travel & tourism dne summit 101

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Discover New England International Travel & Tourism

DNE SUMMIT 101


A multi-state cooperative marketing effort to generate travel from overseas visitors

Established in 1992: the first cooperative regional destination marketing organization in the USA to promote a region internationally

Target markets: United Kingdom/Ireland, Germany/German-speaking countries, Japan and Australia

Head office located in Portsmouth, New Hampshire

Discover New England (DNE)


Typically visit during non-peak travel periods and stay longer

Spend significantly more than the domestic traveler

With rare exceptions, THEY DO NOT CANCEL!

Trips are planned an average of 116 days in advance (88 for airline reservations)*

The US tends to attract a more sophisticated visitor, with an average age of 40 (men) / 38 (women)*

Average household income ($75,768)*

*2016 figures, leisure visitors

International Travelers

Data Source: Dept. of Commerce / Office of Travel and Tourism Industries (OTTI)


Overseas travelers to the U.S.75.6 million

Overseas spending$244.7 billion

Jobs supported by international travelers1.2 million

Data source: International Trade Association (travel.trade.gov/outreachpages/download_data_table/Fast_Facts_2014.pdf)

International Travelers to the USA: 2016


Canada 19.3 millionMexico 18.7 million United Kingdom 4.6 million Japan 3.6 millionChina 3.0 million Germany 2.0 millionS. Korea 2.0 millionBrazil 1.7 millionFrance 1.6 millionAustralia 1.4 million

Data source: International Trade Association (travel.trade.gov/outreachpages/download_data_table/Fast_Facts_2014.pdf)

Top In-Bound Countries to the USA: 2016


2020 Forecast: 96 million visitors – a 35% increase over 2011

Data Source: Dept. of Commerce / Office of Travel and Tourism Industries (OTTI)

International Travelers to the USA: Projection Through 2020

Arrivals in millions


2.1 million overseas visitors came to New England in 2015* (excludes Canada/Mexico)

Spending by international visitors to New England in 2015 was $2.1 billion

International Visitors to New England

* Data Source: New England Overseas Visitors 2014 Report


Data source: the U.S. Department of Commerce – International Trade Administration –Office of Travel and Tourism Industries (OTA) and Travel Market Insights

Overseas Travel to New England –Top Incoming Markets for 2015


Real value for UK and European travelers

New/exotic destination for Asia Pacific travelers

Favorable exchange rate

Shared history and culture

Low gas prices

Typically 3rd or 4th U.S. visit

Short flight time from Europe to Boston

Expansion of air service from Asia/Pacific markets

Why Do Visitors Come to New England?


The United Kingdom/Ireland, Japan, Germany & Australia:

Are the top incoming overseas markets to the U.S.

Have populations that are affluent

Have populations that travel

Have populations with reliable travel access

DNE has representative marketing firms in each country

DNE’s Target Markets


International Tourism “Food Chain”

Receptive Operator“One-stop shop” — U.S.-based companies that specialize in packaging services for

International Tour Operators; contract directly with accommodations, transportation, attractions, events, and all amenities; consolidate billing.

International Tour OperatorPackages all elements of tour and travel products together and/or

buys packages from Receptive Operators. Sells via travel agents or directly to the consumer

Travel Agent“Front person” — sells packaged holidays from tour

operators directly to the consumer

Consumer

SupplierLodgings and attractions


Online U.S. Travel Agencies

Booking.com

Expedia

Orbitz

Travelocity


Tour Operators Create Packages……Travel Agents Sell Packages

A package can mean any or a combination of the following:

City stay

Pre-planned fly/drive holiday

Custom fly/drive holiday

Motor coach/group tours

Activity holiday (eg: ski, golf, biking)

Cruise

Destination/resort stay

Airline ticket & rental car only


Working with Buyers: Rates & Profits

Receptive operators —30% off rack rates

Tour operators —20% off rack rates


Always Remember:

A room or ticket unsold…

…is revenue lost forever!


Travel Industry Talk…

FAMS: Familiarization tours —media or trade

Net rates: agreed upon reduced rates offered by a supplier to a wholesaler

Rack rates: Full price, published rates

FIT: Foreign Independent traveler

Fly-drive: Individual travel

Tailor made: Custom made programs for client

Long haul: Any vacation outside of Europe


DNE’s 23rd Annual Tourism Summit & International Marketplace 2018

Register online forearly bird rates! discovernewengland.org/dne-summit

The only travel trade show focused solely on New England

80+ international tour operators, receptive operators & travel writers (70+ companies)

Representatives from 300+ New England hotels, attractions, DMOs, and state tourism offices

Market update workshops and networking evening events

Cape Cod, MassachusettsApril 22–24, 2018


Why Attend the DNE Summit?

Tap into the international market without traveling overseas

Focused on New England rather than the whole of the USA

Top travel buyers for the overseas market

One-on-one business meetings where contacts can be made and contracts signed


The International Marketplaces

Eight-minute introductory meetings

More than 5,000 meeting at the 2017 Summit

Most meetings are pre-scheduled

Exhibitor table options outside the Marketplace

See which companies are a fit to begin contract discussions

Firm up relationships with existing partners


Buyers at the 2017 DNE Summit Austria

Belgium

France

Germany

Italy

Netherlands

Norway

United Kingdom

U.S.-based operators – Japanese and Chinese markets

U.S. & Canadian receptives

Online booking agencies

International travel writers


Three Days of Pre-scheduled Meetings


2018 Summit - Making It Work: Attractions/Tours/Venues/Restaurants 2019/20 rates and dates Ability to take advance

bookings Accept vouchers/direct billing Make sure your staff

understands how the voucher system works

What industry segments can you accommodate? Groups/FIT/Fly&Drive


Making it Work: Lodging properties

Bring 2019/20 rates

Never go above rack rate!

Test the water

Be flexible

Results take 2-3 years


Blackout Dates & Allocations

Black-out dates should be kept to a minimum and stated on the contract whenever possible

They do not mean NO rooms, just higher rates

Spread allocations over several accounts

Average 2 room allocations for tour operators and 5 room allocations for receptives


Free-sell is Even Better…

Let one or two key accounts function on a “Sell and Report” basis without a given allocation

This will give the tour operator more freedom and you a clearer picture of where you stand on any given day


“Cut-offs” are Important

What is the closest you can go on any given date before pulling back unsold rooms?

The average is 7 days but 3 is better

The longer you can give tour operators an allocation the more time they have to sell!


“Stop sells” are a Necessary Evil…but Different than Blackouts

“Black outs” give tour operators rooms to sell at a higher rate

“Stop Sells” mean no rooms are available — STOP SELLING ME!

You can issue stop sells prior to your cut-off period

Do not get caught with fewer rooms in your inventory than allocated


Customer Service Implications

Training of front desk staff is essential

If you have bi- or multi-lingual front desk staff, schedule them to work during check-in periods

Understand cultural differences and unique expectations and needs

Remember: tour operator rates are confidential and should never be divulged to the guests!


Why Should Buyers Contract with Your Property or Attraction?


2019/20 rates (imperative!) 2018 rates (just in case!)

Business cards

Small lure pieces

Notebook or iPad with images

Writing paper, pens, stapler, paper clips, etc.

Essentials to Bring


Register Online!www.discovernewengland.org/dne-summit

EARLY BIRD RATES — SAVE $100

Single registration $650 per personExhibitor table $1,050 (includes one registration)


1. Register and pay for the DNE Summit by February 1, 2018 to get the Early Bird Rates:www.discovernewengland.org/dne-summitFrom February 2, 2018, onwards, the rates increase by $100

2. Book your room at the Sea Crest Beach Hotel

3. Company profile and descriptive name in our online registration system

4. Supplier appointment requests: February 15 – March 29, 2018Buyer appointment requests: March 1 – March 29, 2018

5. Appointment schedules will be available April 10, 2018

DNE Summit Information


Discover New England

URL: www.discovernewengland.org

Facebook: www.facebook.com/discovernewengland

Twitter: www.twitter.com/newenglandvisit

Instagram: www.instagram.com/discovernewengland

Pinterest: www.pinterest.com/DiscoverNE

dne summit 101 - new england discover new england international travel & tourism dne summit 101

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