| Journal: TWUK | Section: |
| Title: | Issue Date: 26/06/00 |
| Author: | Page Number: 52 |
| Copyright: Other |
Focus on sales by Linsey McNeill
Getting the massage across
Agents urged to cash in on commission opportunities
Even agents who know little or nothing about health and beauty treatments can sell spa holidays, according to Thermalia Travel managing director Miro Sajfert.Although he admitted it is difficult for agents to advise clients about where to go and what to expect if they don’t know the product, he said all they have to do is call one of the specialist operators.
“We are happy to speak to an agent’s client to give them the advice they need and the agent will still receive the commission,” said Sajfert.
“At the moment agents are giving clients our number to call us direct and they are losing the business.”
Sajfert said there were no more than 20 agents actively selling Thermalia Travel in the UK, in spite of the operator’s attempts to increase its business through the trade.
“We took 50 agents on educationals and got business from just two of them. And we mailed brochures to every agent in the country and got bookings from just three or four,” he said.
“Surely it is not too much to expect for every agent in the country to give us just one booking. We don’t know whether they are afraid of the product, or just apathetic.”
Sajfert said the operator has started getting a lot of business from non-travel Web sites but he said traditional high-street agents who didn’t bother to sell spa holidays were losing out on lucrative business. “I feel sorry for agents because they are being forced to sell so many different products but they can make a lot more money on a spa package than they can on a standard beach holiday.”
As Thermalia pays agents commission on the full package price, including all treatments that clients pre-book, Sajfert said agents could make an average of £300 per booking. “They would have to sell an awful lot of beach holidays to make that much money,” he added.
Rival spa specialist Erna Low Consultants said its business through the trade was increasing, although agents still account for only a small percentage of the operator’s business.
Spokeswoman Amanda Moss said: “A spa package is the sort of holiday that travel agents are not used to selling but our brochures have a lot of information and if there is anything else a client needs to know they can always call.”
Even agents who know little or nothing about health and beauty treatments can sell spa holidays, according to Thermalia Travel managing director Miro Sajfert.
Although he admitted it is difficult for agents to advise clients about where to go and what to expect if they don’t know the product, he said all they have to do is call one of the specialist operators.
“We are happy to speak to an agent’s client to give them the advice they need and the agent will still receive the commission,” said Sajfert.
“At the moment agents are giving clients our number to call us direct and they are losing the business.”
Sajfert said there were no more than 20 agents actively selling Thermalia Travel in the UK, in spite of the operator’s attempts to increase its business through the trade.
“We took 50 agents on educationals and got business from just two of them. And we mailed brochures to every agent in the country and got bookings from just three or four,” he said.
“Surely it is not too much to expect for every agent in the country to give us just one booking. We don’t know whether they are afraid of the product, or just apathetic.”
Sajfert said the operator has started getting a lot of business from non-travel Web sites but he said traditional high-street agents who didn’t bother to sell spa holidays were losing out on lucrative business. “I feel sorry for agents because they are being forced to sell so many different products but they can make a lot more money on a spa package than they can on a standard beach holiday.”
As Thermalia pays agents commission on the full package price, including all treatments that clients pre-book, Sajfert said agents could make an average of £300 per booking. “They would have to sell an awful lot of beach holidays to make that much money,” he added.
Rival spa specialist Erna Low Consultants said its business through the trade was increasing, although agents still account for only a small percentage of the operator’s business.
Spokeswoman Amanda Moss said: “A spa package is the sort of holiday that travel agents are not used to selling but our brochures have a lot of information and if there is anything else a client needs to know they can always call.”
Profitable past-times: agents can make a lot more commission fromselling a spa holiday then they can on a standard beach break
Selling tips
CBrush up on your knowledge of spa holidays – read the brochures and visit the Web sites, which contain a lot of information. Thermalia’s address is www.thermalia.co.uk
CProvide local health clubs and sports clubs with information to try to pick up additional business.
COrganise spa evenings and invite your regular customers, especially those who take more than one holiday a year.
CDon’t be afraid to call a specialist operator for advice or help with clients’ questions.
CIf you can’t find a beach holiday for a client in high season when many resorts are fully booked, try to switch sell to a spa package as the high season for spa resorts is April to early May and September to November.
Price Check: Spas
Under £500
Name: Thalassa Dinard.
Under £1,000
Name: Hotel Corinthia Aquincum.
Under £2,000
Name: Anassa.
factfile
GLOSSARY OF TERMS
Aromatherapy
Use of essential oils taken from plants and flowers for massage. A stress-relievingtreatment using acupressure points.
Hotels offering it:
Italy – Hotel La Residence
UK – The St David’s Hotel and Spa
Malta – Hotel Corinthia Palace
South Africa – High Rustenburg Hydro
Jordan – Movenpick Resort andSpa
Balneotherapy
Collective term for thermal baths, underwater exercises and physiotherapy.
Hotels offering it:
Hungary – Thermal Hotel Aqua
Hungary – Thermal Sport Hotel Buk
Italy – Hotel President
Italy – Metropole
Italy – Grand Hotel Terme Abano
Fangotherapy
Mud (fango) application treatment.
Hotels offering it:
Italy – Hotel Bristol Buja
Italy – Hotel Ariston Molino
Spain – Hotel Termes Montbrio
Finland – Haikko Manor andSpa
Jordan – Movenpick Resort and Spa
Homeopathy
The use of potential electromagnetic energy released from natural sources such as plants, herbs, minerals and metals. A gentle andnatural process based on the body’s natural ability to heal itself.
Hotels offering it:
Italy – Hotel La Residence
Italy – Global Village
Inhalation
Inhaling of thermal vapours by way of steam derived from thermal water.
Hotels offering it:
Italy -Hotel Bristol Buja
Italy -Regina Isabella and Royal Sporting
Italy – Grand Albergo Mezzatorre
Hungary – Thermal Hotel Sarvar
Spain — Hotel Termes Montbrio
Shiatsu
Oriental therapy concentrating on the use of body pressure to increase energy levels. Can be beneficial in preventing illness and inhealing and used for occupational strains and sports injuries.
Hotels offering it:
Italy – Hotel Grotta Giusti
Italy – Hotel Bristol Buja
Italy – GlobalVillage
Portugal – Hotel Vilalara – Thalasso
Spain – Hotel Termes Montbrio
Thai Massage
Balancing eastern treatment that works on the energy flows within the body should result in a sense of well being after treatment.
Hotels offering it:
Thailand – Chiva-Som
Thalassotherapy
Treatments based on the use of seawater and seaweed which can be used in baths, pools, water jets and body wraps.
Hotels offering it:
Italy – ReginaIsabella andRoyal Sporting
Italy – Grand Albergo Mezzatorre
Portugal – Hotel Vilalara – Thalasso
Thermal water
Hot water rich in salts, bromine, iodine and gases.
Hotels offering it:
Italy – Hotel Ariston Molino
Hungary – Hotel Gellart
Hungary – Thermal Hotel Heviz
Spain – Incosol Hotel/Spa
Jordan – Movenpick Hotel and Spa
Underwater therapy
Massage through water jets which improvescirculation and skin tone.
Hotels offering it:
Italy – Regina Isabella Royal and Sporting
Italy – Grand Albergo Mezzatorre
Hungary – Thermal Hotel Helia
Spain – Incosol Hotel/Spa
Jordan – Movenpick Resort and Spa