Comfort at the check-in desk

Airport hotels by Jane Archer

Airport accommodation has good earning potential for agents

Comfort at the check-in desk

Easy as ABC: The Birmingham Metropole (above) and The Hilton Manchester Airport (left) offer excellent facilities at low rates

CHARTER flights that depart when dawn has barely broken are the bane of every holidaymakers’ life.

Getting up early, with grumpy kids who have been turfed out of bed, is no way to start a holiday. Even well-timed flights can cause stress, especially if there are concerns about traffic.

But what is a problem for clients can spell more commission for agents. All they need to do is spend a little more time with their client explaining why one night in an airport hotel would be a good idea.

And it is easier than it sounds, because airport hotels are no longer regarded as a luxury that few people would pay for, but an accepted way to start a holiday.

That is why several UK operators have an airport hotels section in their brochures. Highlife Breaks, for instance, has 18 properties close to airports with prices from £24 per person per night, while Embassy Leisure Breaks lists 21 Jarvis hotels close to airports with prices from £20 per personper night.

ABCHoliday Extras has just signed a deal with National Express to operate the coach specialist’s airport stopover programme. The deal, effective from today, gives agents increased availability at more airport hotels and means they can book coach and hotel packages in one transaction.

The fact airport hotels are no longer seen as a luxury explains why there has been a huge leap in trade sales this year.

ABC Holidays Extras managing director Stephen Lawrence said airport hotel sales are up 25% this year, while Superbreak sales director Ian Mounser cites growth of 45% over the past five months, with February alone up 83%.

“Our figures certainly show that more and more agents realise the importance of selling hotels,” said Lawrence. “The extra commission can double the profits on a booking.”

ABC pays a standard commission of 10% – on a £122 room at the Gatwick Hilton that means £12.20. The Hilton Manchester Airport, at £78 a room, is worth an extra £7.80 in earnings.

Mounser thinks flat overseas bookings have encouraged agents to look for other sales opportunities.

“As there has been no increase in the number of people booking an overseas holiday, agents are selling add-ons more effectively,” he said. The multiples have always been very focused on this. Now the independents are waking up to the opportunities.”

Mounser also attributed the growth to the fact that more and more charter carriers are being forced to operate at unsociable hours as scheduled airlines grab the prime-time slots.

“Our research shows that 30% of our customers have booked an airport hotel,” he added. The operator offers almost 100 hotels at Heathrow, Gatwick, Manchester and most of the regional airports.

One of the biggest selling points for airport hotels is the level of facilities available. Many of the 100 hotels offered by ABC Holiday Extras have extensive leisure facilities such as swimming pools, saunas and fitness rooms (see box).

The other big selling point is that many hotels offer either free or low-cost car parking for up to 15 days, so clients do not have to worry about where to leave the car. Most lay on a transfer to the terminal in the package.

The Jarvis International Hotel, Heathrow, offered by Superbreak, quotes £106.75 a night plus £10 a day parking, or £138 a night including 15 days’ parking.

“Packages that combine an overnight stay at an airport hotel can be very good value – in some cases it costs less to stay and park than to just park,” said Lawrence.

“For those who prefer not to drive, we can offer a package with coach or rail travel. It ensures agents maximise their earnings.”