| Journal: TWUK | Section: |
| Title: | Issue Date: 14/08/00 |
| Author: | Page Number: 54 |
| Copyright: Other |
Educationals see agents give destinations top-mark rating
Fam trips are expensive to organise but they can pay enormous dividends for both operators and agents who take part, particularly if participants make notes to jog their memories later. Linsey McNeill reports
When city-break specialist Travelscene noticed a sharp slide in bookings to Istanbul following last year’s earthquake and the more recent stabbings of two Leeds United football fans, it immediately arranged to take a bunch of agents to see the city.It was confident that by showing them how much Istanbul had to offer it would be able to encourage them to persuade clients the city was a safe and interesting place to visit.
Travelscene sales manager Drew Stewart said that the operator was reaping the rewards within weeks of the trip, with bookings for its city breaks definitely on the rise.
“We organise several educationals a year because we find that by taking agents away on these trips we get support from them not only for the destination but also for Travelscene in general,” said Stewart.
Fourteen agents from across the UK took part in the three-night trip, during which they visited Istanbul’s major attractions and four of its hotels.
The agents ranged in seniority from junior consultants to managers to proprietors and on their return they were asked to respond to a Travelscene questionnaire to give the operator feedback on the trip.
Stewart said he had received questionnaires back from 80% of the agents, all of whom had been very positive about both Istanbul and Travelscene.
He added that some operators can cram too many hotel visits into one trip, which is both exhausting and confusing for the agent, or they treat the educational as ‘one long party’ and fail to provide agents with enough information to actually sell a destination.
One of the agents who went to Istanbul said it was vital operators continued to offer educationals. Andrew Ogden, who is the owner of The Travelbank in Newton Abbot, Devon, said: “It is particularly important for young people who are just starting out in the industry.
“Agents don’t get a chance to travel because they don’t earn enough money but they do need to see what they are selling.”
Charlotte Allen, a junior consultant at Wellers Travel, Blackheath, London, said she had benefited enormously from the trip to Istanbul, adding: “We saw so much that now I really feel I can describe the city to our clients. We weren’t selling a lot of city breaks to Istanbul but now I think I can really push it.”
Talking Turkey: agents experience the country’s culture
Istanbul: Travelscene’s fam trip to the city was well received by the participants
Getting the most from a fam trip
n Do some research into the destination before you go, so you can make the best use of your free time visiting attractions that might be of interest to your clients but which are not included on the operator’s itinerary.
n Take notes while you are there because it’s easy to forget which hotel is which, where you went and what you saw.
n Take photos of hotels and attractions to jog your memory when you get back home. These can also be used to show colleagues and clients.
n Don’t be afraid to ask questions of your hosts – it will make you look keen.
n Brief your colleagues when you get back so everyone in the agency benefits from your trip – you could even give a brief slide-show presentation.
n Relax and enjoy yourself but remember, a fam trip is not a holiday and you are there to learn.
n Always write a thank-you letter to your hosts when you get back to let them know you appreciated the time and effort they put in on your behalf.
n Tell the operator if there is a destination you want to see – it may be able to find a place for you on the next educational.