Offset Providers

The choice of offset providers internationally continues to augment, while the Carbon Catalogue presently lists 12 providers across Canada with an offset price range of 12.50 $ to 39.90 $ per ton CO2e.(1) For those wishing to purchase offsets from organizations based in Québec, the four principal providers include Planetair,(2) Carbone Boréale,(3) Zero GHG Inc.(4) and ZÉRØCO2.(5)

(1) Planetair is a not-for-profit organization managed by the Unisféra International Centre, also a non-profit organization. (2) Planetair is the exclusive distributor of Myclimate, one of the most respected offset supplier worldwide, since all their projects conform to the Kyoto Protocol’s Clean Development Mechanism (CDM)* and Gold Standard.** These projects finance only renewable energy and energy efficiency projects in various developing countries. Planetair plans to offer Canadian projects in the future depending on sales volumes.

(2) Carbone Boréale (CB) is both a program, and a laboratory of researchers at the University of Québec in Chicoutimi. CB offsets finance tree plantations in a deforested area of Québec and contributes to supporting research. The plantations are verified and managed according to ISO 14064-3 norms, and are registered by the Canadian EcoProjectsTM GHG.(3)

(3) ZeroGHG Inc. is a private consultancy firm offering offsets in a variety of renewable and energy efficiency projects in addition to their consulting services to develop GHG reduction strategies, quantifying emissions and performing audits. ZeroGHG projects are located in various countries, and at least 80% must meet CDM* and Gold Standard**.(4)

(4) ZÉRØCO2 is a private enterprise selling offsets that finance reforestation projects in various communities. Since 2006, ZERØCO2 has reforested more than 20 hectares of land, creating green spaces equivalent to just over 40 football fields in the heart of communities. (5)

Indirect Offset Sellers

Some tourism businesses have partnered up with various offset-selling organizations. For example, since 2007, Air Canada (AC) encourages its customers to purchase offsets via non-profit organization ZeroFootprint that invests in forest restoration project in British Columbia. To date, AC customers bought $187,612 of offsets, equivalent of 11725 tones of GO2.(6) In contrast, Air Transat does not sell offsets for reasons relating to the efficiency of such projects in their ability to solve climate change related problems amongst other reasons.(7)

For those traveling by rail, VIA Rail also does not directly offer offsets to its customers, however it also encourages its customers to calculate their GHG emissions with Tree Canada, an Ottawa-based offset company. Since 1990, VIA Rail has reduced its GHG by 15% approximately, although it is responsible for only 0,03% of total GHG emissions compared to 13% generated by motorists in Canada.(8) For travelers that hire vehicles, numerous car rental companies also offer carbon offsets on-line such integrated into their reservation forms such as Alamo, Enterprise and National Car Rentals amongst others.(9)

Tourism Operations Buying Offsets

Some Québec and other travelers to Québec probably purchase offsets, however none of the above named organizations had data available at the time of writing this article about their clients. Some tourism operations also buy offsets in Québec, but no study assessed their transaction value to date.

Some accommodation establishments also have a carbon neutral policy. For example, the Chicoutimi Hotel has been offsetting its heating and electricity use and has been encouraging its clients to offset their stay with CB.(2) Since 2006, the hotel l’Auberge des Seigneurs in St-Hyacynthe has been offering Eco-Friendly Packages to its clients and in 2008, it has also engaged to calculate guest’s travel related GHG contributions amongst other environmentally friendly services.(10) This establishment also compensates emissions of meetings and events held in the hotel by planting trees. Similarly, in an effort to be carbon neutral, Novotel Montreal plants a tree for every online booking. (11)

Montreal based tour company, Karavanniers du monde has also taken climate change mitigation serirosly and since January 2009, its price structure includes carbon compensation costs with Planetair. (2, 12) The company’s client’s base is approximately 97% Québécois and based on discussions with the operation’ owner, there have been no complaints at all concerning the price increase resulting from mandatory carbon compensations. On the contrary, clients are pleased to see such an effort by the company. Some other travel companies such as Omnitour, Voyages Tour Étudiants also offers offsets to its customers. (2) Similarly, since 2006, the regional-based operation WeLa Aventure organizes eco-friendly hiking and cycling trips in the Saguenay,(13) and it compensated for its clients travel related CO2 emissions to and from the region via supporting tree plantations by ZIP Saugenay (14) and the cooperative COOP4Temps.(15)

Increasingly festivals and events across Québec are also eco-friendly, and some compensated for GHG emissions.(16) For example, since 2008, Montreal’s International Jazz Festival is carbon neutral.(17) Both Québec and Montreal Convention Centers offer eco-friendly events with their partner organizations (18, 19) and both centers offer offsetting as an option for such events. For example, In 2004, the Québec Convention Centre committed to reducing its energy consumption by 33% per m2 and its total GHG emissions by 50%.(20) Since 2007, it hosted 32 eco-friendly events of which 7 involved carbon compensations.

At Montreal’s Jean-Drapeau Park (JDP), sustainable development policy integrates GHG mitigation and compensation strategies for the organization and activities (about 100 events per year) on the park’s territory. (21) JDP created a fund (Fonds Oxygène) to implement this policy, and partners and suppliers will be asked to contribute to this fund, which will finance specific environmental improvement projects (22). Additionally, drivers to JDP will be required to pay $1 extra to leave their vehicles in the parking to help offset GHG emissions with CB.

Conclusion

Although it is well known that carbon compensation projects do not represent an ultimate solution to mitigating GHG emissions, the purchase of offsets in credible projects can raise awareness, and provide funds towards worthwhile initiatives.(23) Although buying offsets in tree plantations remains controversial, in certain cases they can deliver net environmental improvements, while buying offsets in renewable energy projects and technology developments permit a shift away from using fossil fuels.

This brief synopsis of the situation in Québec shows that carbon neutrality in the tourism sector is a patchwork. The analysis also highlights the need for measuring net contributions of greenhouse gases by the travel and tourism sector in order to enable a coordinated approach to assessing how this could be effectively mitigated.

* CDM certifies emission reductions that are sold on the voluntary market and it ensures that developed countries’ carbon credits comply with Kyoto Protocol regulations.
** The Gold Standard is an independent organization that certifies carbon credits sold on the voluntary market. Such carbon credits need to meet sustainable development objectives. This means that a carbon-offset project must lead directly to a net GHG emission reduction. Gold Standard does not certify forestry projects.

Sources:

(1) Carbon Catalogue Project: Find a Carbon Offset: Canada. Last Consulted Apr 25, 2009.  http://www.carboncatalog.org/projects/canada/
(2) Planetair. Offset Projects. Last Consulted Apr 2, 2009. http://planetair.ca/
(3) Éco-conseil. Plantations Compensatoires de GES. Last Consulted Apr 15, 2009.  http://dsf.uqac.ca/eco-conseil/ges/frame_ges.html
(4) ZeroGHG Inc. Last Consulted Apr 25, 2009.   http://www.zeroghg.com/
(5) ZeroCo2. Last Consulted Apr 15, 2009.  http://zeroco2.com/welcome.php
(6) Air Canada. Carbon Offset Program. Last Consulted Apr 25, 2009.  http://www.aircanada.com/en/travelinfo/traveller/zfp.html?src=hp_ql
(7) Transat AT (2009) Greenhouse gas reduction and fuel management. Last Consulted Apr 2, 2009. http://www.transat.com/en/social.responsibility/gas.reduction.fuel.management.aspx
(8) Via Rail Canada. Environment: Helping To Reduce Greenhouse Gas Emissions Last Consulted Apr 17, 2009. http://www.viarail.ca/corporate/en_environment/reducing_greenhouse_gas.html
(9) Terra Pass Inc. (2009) Rental Car Carbon Offset Program Proves Most Popular With Consumers. Published on-line in Earth News, April 6, 2009. Last Consulted Apr 25, 2009.  http://www.earthtimes.org/articles/show/rental-car-carbon-offset-program-proves-most-popular-with-consumers775734.shtml#%23
(10) l’Auberge des Seigneurs à St Hyacynthe. Last Consulted Apr. 24, 2009.
http://www.hoteldesseigneurs.com/notre_environment.asp
(11) Novotel Montréal Centre. http://www.novotelmontreal.com/home/novotel_news.shtm Last Consulted June. 2, 2009.
(12) Karavaniers du Monde. Destinatons: Fiche technique. Last Consulted Apr. 3, 2009.  http://www.karavaniers.com/voyages/calendrier/?voyage_depart=134
(13) Wela Aventure. Horaire et parcours. Randonnées des cols du Fjord 2009. Fiche d’information. Last Consulted Apr 25, 2009. http://www.welaaventure.com/
(14) ZIP Saguenay. Réalisations. Last Consulted Apr 27, 2009.  http://www.zipsaguenay.ca/zipsaguenay/index.php?option=com_content&task=category&sectionid=1&id=5&Itemid=12
(15) Coop Quatre Temps. Mission. http://www.coop4temps.com/ Last Consulted Apr 27, 2009.
(16) Réseau québécois des femmes en environnement. Sustainable Event. Last Consulted Apr 2, 2009. http://www.evenementecoresponsable.com/
(17) Festival International de Jazz de Montréal. Une édition 2008 carboneutre. Last Consulted Apr 27, 2009.  http://www.montrealjazzfest.com/Fijm2008/planetAir_fr.aspx
(18) Centre des congrès de Québec. Développement Durable. Évennements éco-responsables. Last Consulted Apr 27, 2009.  http://www.convention.qc.ca/tiki-index.php?page=devdurable_eve_resp
(19) Palais des congrès de Montréal. Environnement. Last Consulted Apr 2, 2009. http://www.congresmtl.com/fr/visiteurs/environnement.aspx
(20) Centre des congrès de Québec. Lauréate du prix Stellaris: Efficacité Énergétique. Press Release 2 April, 2004. Last Consulted Apr 2, 2009. http://www.convention.qc.ca/tiki-read_article.php?articleId=41
(21) Société du parc Jean-Deapeau (2009) Politique de développement durable. Montréal. 8 p.
(22) Société du parc Jean-Deapeau (2009) Fonds Oxygène.Le fonds de compensation de gaz à effet de serre Montréal. 4 p.
(23) Broderick, J. (2008). Voluntary Carbon Offsets. A Contribution to Sustainable Tourism? In Sustainable Tourism Futures. Perspectives on Systems, Restructuring and Innovations. In Gössling, S., Hall, C.M. and Weaver, D.B. (Eds.). Routledge, New-York. 169-197.

Some concrete examples from the industry

In its September edition of Cultur@, Tourisme Montréal discussed Facebook’s compatibility with the urban and culture sectors. Both sectors already attract the 18-35 year-old customer segment, which is also the most active demographic on Facebook. Many organizations are now using it to communicate with specific clienteles. For example, the Mutek group includes more than 300 fans of electronic music. These group members, in turn, have a multiplier effect. Les Rendez-vous du cinéma québécois has also made good use of Facebook, promoting the activities of this cultural event to its target public: a community of nearly 600 members, all devotees of Quebec film (see illustration).

In the hotel sector, some establishments use it to promote one-time events like a networking happy hour, reunions or art exhibits. For example, Montreal’s the Place d’Armes and the Nelligan, both boutique hotels, use viral marketing to promote their activities and send invitations to potential clients. The owner of these establishments, Dimitri Antonopoulos, uses his own Facebook social network for this e-marketing and has obtained good results. Art galleries are adopting the same strategy to announce upcoming openings. Ski resorts are using Facebook to stimulate discussion among their keenest customers, promote their new season passes, etc. In all cases, it is essentially free advertising.More and more businesses are also using Facebook to recruit employees. Its structure makes it a valuable, easy-to-use tool for recruiting candidates based on their qualifications, current employer, professional title and geographic location. Professional networks can also be used to efficiently circulate information about an opening, while employees can use them to indicate their availability.

Many tourism-based businesses are developing applications

Many businesses are attracted to Facebook’s open platform, developing third-party applications (widgets) that users can add to their profile pages. There are already more than 4,000 such free applications of various types (including 131 associated with travel). The following are a few travel-related examples:

• Mobissimo Travel: to get rates directly from travel partners of this meta-search engine
• Hostels: to search for inns and B&Bs around the world, consult commentary and reviews from Facebook members (anyone or just friends) and, ultimately, complete a transaction on the site itself [www.hostelbook.com]
• Fly by Farecast: to display the best rates and forecasts about one’s preferred destinations (see illustration)
• CityGuru: to find out where to get advice on what is in and out in a specific city
• Trip Planner: to plan and share trips among friends (automatically recognized by Facebook)
• My Travel Blogs: to create a personal travel blog
• Restaurant Reviews: to share advice and commentary about restaurants with friends
• Fly to Friends: to constantly monitor the Kayak meta-search engine for the prices of flights to visit one’s friends
• Cheap Deal Finder: to stay up-to-date on the best travel deals offered by the STA Travel network of travel agencies
• Video Travel: to share one’s most recent travel videos with one’s friends

Although there are countless ways to find travel-related information on Facebook, another relevant aspect is its role as an “influencer.” Unlike travel review sites like TripAdvisor, Facebook acts as a tool for sharing travel experiences and tips from trusted acquaintances and friends. According to Patricia Brusha of the firm A Couple of Chicks, the viral effect of a network of friends can have a tremendous influence on travel decisions.

For better and for worse

Many observers are noting that the effectiveness of traditional online marketing channels, like advertising banners, is likely to decrease rapidly. The Facebook phenomenon is leading the way to a new reality: with so many Internet users actively commenting on brands via their social networks, a company’s reputation on the Web is becoming a major issue, particularly in tourism. According to a study published by UK firm Tamar (specialists in emarketing), travel brands comprise the sector most at risk from negative comments spread through social networks. Furthermore, the great majority (80%) of users of these networks noted that they had used the network as a podium to discuss or comment on a brand or product.

Take the example of Delta Airlines. Facebook has several dozen groups related to this company. Some are made up of Delta employees and communicate a rather positive image. Others, like “Delta Airlines Sucks” and “Warning: Do Not Fly With Delta Airlines,” are used primarily to express frustration with a bad experience and thereby damage the company’s image (see illustration). Other carriers like Air Canada and Air Transat are not immune to this trend either.

On the other hand, aficionados of a product, members of groups like “I Love Tremblant” and “Montreal – The best city in the world” (13,000 members), can become brand ambassadors par excellence. Ultimately, the influence of such groups depends on the relevance and truthfulness of the cause defended by their administrator and, above all, on the credibility and influence of its members.

Of course, the phenomenon is still very young and sceptics are probably right to say that Facebook has yet to prove itself and that some other site could eventually surpass it. In addition, concerns about data privacy could arise and dampen user enthusiasm. However, whether one is talking about Facebook or another leader in the field of social media, the fact remains that businesses who neglect these networks in the next few years or whose managers fail to understand the importance of these new mass communication tools will face a steady decline in their brand reach and influence.

Sources:
- Bly, Laura. “Travelers Arrive at Facebook,” USA Today, August 30, 2007.
- Brusha, Patricia. “How Facebook Will Impact the Summer Tourism Season,” Hospitality Net [www.hospitalitynet.org], April 11, 2007.
- Burgin, Ken. “How to Use Facebook to Market your Restaurant, Cafe, Hotel or Bar,” Hotel News Resource [www.hotelnewsresource.com], August 27, 2007.
- Locke, Laura. “The Future of Facebook,” Time [www.time.com], July 17, 2007.
- Puchot, Pierre. “Facebook est-il l’avenir du Web?” Rue89 [www.rue89.com], September 6, 2007.
- Renaud, Jean-François. “Social networking and marketing: concrete opportunities,” Adviso Conseil [www.adviso.ca], July 12, 2007.
- Rocha, Roberto. “Facebook used to recruit employees,” CanWest News Service [You haven’t heard the last of Web 2.0!
- Your client’s friends are your friends

The hard road travelled

In the 1980s, travel agencies ruled the roost in the travel sector, booking approximately 80% of all plane tickets. In the mid-1990s, the tide turned as the airlines began reducing the commissions paid to agencies, only to cut them completely in the aftermath of 9/11. At the same time, new competition appeared in the form of online travel agencies that enabled consumers to easily reserve their own airline tickets.
This proved to be a turning point as agency sales truly plummeted. The extremely dire business environment led to major restructuring in the sector and between 1996 and 2006, the number of service outlets dropped 50%. After more than a decade of decline, the profession of travel agent is now regaining its status.

Of course, the perennial question among both consumers and travel insiders is: who offers the best price, travel agents or the internet? Unfortunately, there is no simple answer and many experts have offered contradictory opinions on the subject in the past few years. That said, it would seem that travel agents usually have easy access to the best prices found on the Web, or even better. However, price is not the only way in which agents must set themselves apart.

Competing directly with the internet, agents must offer added value to the customers who make the effort to consult them. In particular, consumers are looking for someone responsible should there be any problems. Although online agencies have made some progress in this respect, they still tend to be harder to reach and offer less reassurance. The help of an expert is very valuable when purchasing more complicated products or expensive trips, particularly those involving international travel.

Customer service: the key to success

The transition to zero commissions now seems complete. Travel agencies have regained the trust of a large percentage of customers and have improved their profitability, even though some of their activities, like simple transactions, have been taken over by the internet. Airline ticket sales, which often offer little added value in the way of customer service, have dropped dramatically. Customers who deal with agencies today are looking for more than what is easily found on the internet; people increasingly recognize the value of the travel agent’s work and agree to pay for this service.

Beyond the price, customers appreciate, for example, advice on selecting the best room, restaurant suggestions, good places to visit, or even how to obtain a possible upgrade. The quality of customer service has fostered consumer loyalty to the agencies and is how the best agencies distinguish themselves from the competition. The addition of new services has also helped retain customers; many occasional customers have gradually become partners of a sort, as a relationship of trust has grown.

More to the point, agents can make good use of the internet to help their customers. Many agents have become veritable experts who, instead of focussing on particular destinations, now increasingly specialize in specific customer segments (scuba diving aficionados, religious groups, recovered alcoholics, etc.).

The habits of Quebeckers

Although online sales have boomed in the past few years, the sales figures for Quebec travel agencies are also experiencing surprising growth. According to numbers from TourismExpress.com, Quebec retail agencies posted total sales of $2.83 billion in fiscal year 2006-2007, or a 9.4% increase over the preceding year. While the sector experienced a major consolidation of activities as the number of Quebec sales outlets dropped from 1308 in 1992 to only 812 today, average sales per agency location have risen 64% since 1999.

For a tour operator like Transat, the network of agencies clearly continues to play a leading role in the sale of its travel products. According to Transat’s co-founder, Linda DeCesare, 90% of the company’s sales still come from packages sold by agencies. Many customers now use the Internet to shop around, but still prefer to conduct their transactions in person with an agency.

A closer look at the reservation habits of Quebeckers shows they are more likely to use a travel agent when purchasing international travel (Figure 1). Over 44% of vacationing Quebeckers travelling by plane in Canada have used the services of an agent, compared to 58% of those vacationing outside the country. The difference is even more apparent when it comes to hotel reservations. Only 12% of Quebec vacationers asked an agent to book their accommodations within the country, while 35% requested assistance with international accommodations.

Ontario travellers behave similarly when it comes to domestic trips. However, when it comes to international travel, Ontarians are slightly less inclined than Quebeckers to call on the services of a travel agent.

New ways of doing business

Now asked to act more as travel consultants, agents have adapted their behaviour to this new reality. For example, they pay a lot more attention to discussions with their customers. Some agencies have taken the initiative of reorganizing their offices so they can receive people in a warm, welcoming environment. They increasingly use small private lounge areas to make the most of personalized meetings with their customers. The “service counter” approach has been replaced by the sales technique of sitting around a table.

During these pleasant discussions, many salespersons now adopt the tactic of complete transparency. With online computers available during the consultation, the consumer has direct access to the same information, at the same time as the agent. This strategy of openness has the virtue of creating a relationship of trust and showing the customer that the agent is working to build the trip with the customer’s input. A recent poll by Home-Based Travel Agent shows that a number of consultants now use the internet to conduct research or make bookings for their customers (Figure 2).

Agency offices are changing too

Many agency owners have jazzed up the appearance of their offices. A trend towards thematic décors has replaced the classic travel poster. Some European firms look more like art galleries than travel agencies. With this approach, design and décor are used to transport visitors to another world, before they even leave home. For example, some agencies feature large exotic trees, or appeal to the senses with scented teas, candles, perfume, etc. Sometimes, they even display imported water bottles from various countries.

Another emerging trend seems to be the sale of travel accessories. For example, the Voyageurs du Monde agencies in France present themselves not as agencies, but as experiences. They sell maps, GPS systems, books and other useful travel accessories. In Quebec, the Tourisme Jeunesse chain of agencies has adopted this approach for many years.

Some agencies have developed a cultural side to their products by organizing sales exhibitions of arts and crafts from around the world. These exhibitions attract new customers to the agency and enhance the décor. Other ways to stand out from the competition are activities like cocktail lectures and photography workshops.

After several years of major upheavals, it would seem that the distribution network is reaching a new equilibrium. The remaining traditional agencies are in a stronger position, the dizzying growth of online agency sales is rapidly slowing and suppliers like airline companies and hotel chains now attract consumers for simple transactions. However, we have learned from past experience that periods of calm never last for very long.

Sources:
- Alvarez, Leticia Suarez, Ana Maria Diaz Martin and Rodolfo Vazquez Casielles. “Relationship Marketing and Information and Communication Technologies – Analysis of Retail Travel Agencies,” Journal of Travel Research, Vol. 45, May 2007.
- Bellstrom, Kristen. “Travel Agents Are Staging a Comeback,” SmartMoney [www.smartmoney.com ], May 17, 2007.
- Charollois, Philippe. “À nouvelles agences… nouvelles méthodes,” L’Écho Touristique, March 9, 2007.
- Charollois, Philippe. “Des agences chic et choc,” L’Écho Touristique, March 9, 2007.
- Dansereau, Suzanne. “Vents favorables pour Transat,” Journal Les Affaires, June 23, 2007.
- Désiront, André. “Le chiffre d’affaires des agences de voyages,” TourismExpress.com, July 10, 2007.
- Ellin, Abby. “Happy Returns for Travel Agents,” The New York Times [www.nytimes.com ], July 3, 2007.
- Jaladis, Stéphane. “Les agences ont survécu à la commission zéro,” L’Écho touristique, March 30, 2007.
- Mielke, Randall G. “Customer Service Key to Small Travel Agency Survival,” Beacon News, [www.suburbanchicagonews.com ], July 17, 2007.
- Mills, Stasha. “How Plugged In Are You?” Home-Based Travel Agent, May 1, 2007.

Online:
Voyageurs du monde

Maintain market share

Until recently, major tour operators specializing in selling holiday packages were staying away from online distribution, essentially relying on their traditional travel-agency networks. The latest estimates suggest direct sales by European tour operators stood at just over 8%, at a time when they were also concerned about not penalizing agencies, which account for a major portion of their revenues. And according to PhoCusWright, just 9% of online vacation-package sales were recorded by operators in 2005, with online agencies accounting for the bulk of those sales.

But the winds seem to be shifting in favour of large-scale tour operators like TUI and Thomas Cook, which have begun the transition to e-commerce (see image). Their recent massive investment in developing e-commerce platforms is beginning to bear fruit, and a new dynamic is in place.

Such a move was becoming necessary to preserve market share, as more and more travellers wish to buy online. In Britain, for example, dynamic packaging (in which the consumer designs his/her own package on the internet) is expected to account for more than 34% of revenues by British tour operators in 2007 – compared to just 3.8% recently.

In addition, the short-haul vacation market has become ultra-competitive in Europe since the arrival of discount carriers. With fares for all flight segments of both scheduled and charter carriers available online, internet users can easily compare prices and seek out bargains. So traditional holiday packages face a threat, because consumers can now find out the price of each component and create their own personalized packages. Tour operators were forced to react to this very real threat of losing the traveller to online agencies or other suppliers offering the same dynamic packaging possibilities.

Tour operators target consumers directly

In 2005, TUI posted record sales due mainly to internet transactions, which reached 1.8 billion euros, an increase of 44% over the previous year. The company is a dominant presence in the German and British markets, where it has 18% and 13% of market share respectively. And this is only the beginning, as TUI’s global portal, with its many applications, was officially launched just this past December. Though known for its vacation packages, TUI is also recording significant increases in online reservations for other products such as flights and accommodations; including reservations made through call centres and sales resulting from television ads, direct sales to consumers now account for 25% of the TUI tourism division?s revenues, totalling 14 billion euros.

Tour operator Thomson, a subsidiary of TUI, is offering several innovations designed to seduce the consumer directly. For example, the firm hopes to deliver its latest offers to customers via RSS feeds to their cell phones. And since February, customers have been able to view their prospective vacation site in 3-D, thanks to Google Earth technology. In addition to numerous images, the site also has a bank of some 1,700 videos to facilitate the process for internet users as they buy various products.

Thomas Cook marketing blitz

Over at Thomas Cook, the other tourism giant, online sales in the British market now account for more than 20% of revenues. In February 2006, the British conglomerate also launched a major advertising campaign to influence consumers’ perceptions of the very nature of the company. The strategy was to position Thomas Cook as the main leader in terms of internet offers. The firm went with a message that took direct aim at its two main rivals, Expedia and Lastminute, with the objective of showing that its site is a one-stop shopping solution - a source of scheduled flights, charter flights and dynamic-packaging options as well as the usual holiday packages.

In addition to sponsoring film screenings and television programs where it offered a chance to win a trip, Thomas Cook promoted its Neckermann brand specifically in the television media. It even created a character, Supernecky (see image), that symbolizes the tour operator’s “values of proximity and accessibility,” to serve as a communications tool in relation to both the general public and the distribution network.

Commissions cut

Another key step in the tour operators’ global strategy involves changing the business model for compensation to the distribution network. In January 2006, several operators cut travel agency commissions to 7%. The move, initiated by Thomson, was very badly received by retail agencies, which worried that tour operators were accelerating their business strategy vis-à-vis direct sales to travellers. Analysts expect the money saved will be reinvested in direct marketing.

By way of protest, many travel agencies stopped selling Thomson products, but paradoxically, Thomson’s website has become one of the most-visited sites on the internet. The move seems to be paying off in spades for Thomson, and other tour operators may be inspired to follow suit. Another cut in commissions, to 5% this time, is likely to be announced soon.

Closer to home, the Transat group dominates the Canadian vacation-holiday scene. The Québec-based tour operator is still relying largely on its network of retail agencies to sell its products, but a steadily growing portion of its revenue is now coming from online sales, direct to consumers, through its Exit.ca website.

Meanwhile, wholesaler Go Travel Direct’s strong arrival on the Quebec scene had such an impact that the players already in place were forced to change their distribution methods. Go Travel Direct’s strategy is low prices that circumvent the agency network; Transat’s response came via its Nolitours banner, which offers similar products thanks to reduced commissions and direct online reservations. One thing seems certain: the race for bargains is increasingly defining business dealings between consumers and the distribution network. “Disintermediation” is proceeding apace.

Sources:
- Carroll, William J. and Peter O’Connor. “European Hotels: Managing Hospitality Distribution,” PhoCusWright, September 2005.
- Filliâtre, Pascale and Stéphane Jaladis. “Les TO passent à la télé,” L’Écho touristique, No. 2754, February 3, 2006.
- Fox, Linda. “Thomson Trials Phone Technology,” Travelmole, March 23, 2006.
- L’Écho touristique. “Thomas Cook préfère la télé,” January 16, 2006.
- Sileo, Lorraine. “PhoCusWright Assesses its 2005 Predictions, Makes New Ones for ’06,” PhoCusWright, 31 janvier 2006.
- Skidmore, Jeremy. “First Choice Set To Follow Thomson with 7% Commission,” ABTA Convention Special Report, November 25, 2006.
- Skidmore, Jeremy. “Operator Accused of “Hypocrisy” over Commission Cut,” ABTA Convention Special Report, November 25, 2006.
- Thomas Cook. “New Thomas Cook Advertising Challenges Online Travel Perceptions,” Press Releases, January 30, 2006.
- Thomas Cook. “Thomascook.hit!” Press Releases, November 2, 2005.
- Travelmole. “Thomson Holidays Gives Customers Google Earth,” February 2, 2006.
- TUI. “TUI Starts the 2005/2006 Travel Wear with Increased Bookings Turnover Growth in Key Source Markets / Online Turnover Up by 44 Per Cent,” Press Releases, March 8, 2006.

An important sector

The study on the Québec chartered bus industry, realized in 2001 by the Chair in Tourism of the UQAM, showed the importance of this sector for the tourism and the economy of Québec. We found that some 14% of all the tourist revenue in Québec comes from chartered transport.

Let us clarify that chartered transport defines itself as an occasional service reserved for the exclusive transport of groups of persons, as opposed to the tourist transport which offers a service of tourist visits to the general public. City visits belong to the tourist transport, while the tourist tours, over one or several days, and organized by professional or voluntary tour operators are associated with the chartered transport.

To each its job

Contrary to what we find in Europe, the bus operators in Québec do not usually organize the journeys. This is the job of the tour operators, such as DMC, Transat, who set up the tours and find the customers. Some people act as receptive agencies and work with tour operators. Most of Québec bus carriers limit themselves to the transport portion of the business, by offering a fleet of buses and qualified drivers.

In Europe, the structure of the market differs appreciably. Numerous bus operators do both, producing and distributing tours. These “buses-operators” act as complete travel professionals. In France, the market of group travel represents 3 billions Euro annually.

Baby-boomers at the rendez-vous

We distinguish two main categories within the group travel market, individuals assembled in groups by travel professionals and the groups set up from the start. These last ones often come from clubs, associations, company committees, etc.

The arrival of the baby-boomers (a third of the Canadian population), with more money and free time than any other segment of the population, changes the picture of group tourism. They already have a good experience in travel, mostly acquired as F.I.T. The current boomers (40 – 59 years) are looking for something different from the traditional group travel. Those who opt for traveling in group expect a high comfort, as well as a pleasant group atmosphere.

Tightly packed schedule trips are no longer the rule. Baby-boomers are looking for different ways to be tourists: they want to experience thematic tours, to live a cultural immersion, they want time on their own, and time to relax. In Europe, for example, tour operators count on special events to diversify the offer. They sell the Seville Feria, the Christmas markets in Innsbruck, the Carnival of Nice, etc.

The groups made up of individuals sharing a common interest also constitute an interesting customer basis. These people assemble around a theme, such as gastronomy, museology, ornithology, oenology, sports, etc. There are so many passions which can be the object of thematic outings for targeted customers. A survey by the Direction of Tourism in France confirms that the activities practiced by the groups are more and more diversified, while the themes of culture, nature and gastronomy are the most popular (fig 1).

Fig. 1
Activities practiced by French group tourists in 2003

More than ever, the companies/firms/organisations in the travel industry will have to be very professional. People will expect to see a detailed schedule before departing and that it will be respected. The guide, with the group from the start, plays an important center role, as does the driver, from whom one expects versatility, courtesy and patience.

This can mean significant costs in personnel formation for the bus carriers. In a survey by the Florida International University over 70 carriers in North America, 64% declare investing in staff formation for a better customer service. Many understand the importance of well formed drivers, their main ambassadors with their customers.

Expectations are growing, but value is growing as well. While all included group tours were essentially at the mid and lower range, a luxury window of opportunity is slowly opening. In 2004, Transat has successfully launched high end products in the CAN$4,000 – CAN$5,000 range.

Competition is growing, with new destinations coming of age. For instance, in Europe, Eastern countries like Hungary, Bulgaria and Romania are beginning to be significant destinations with a growing customer basis.

In Québec, group travel will go on, but the offer must evolve if it wants to keep its power of attraction. More diverse formulas will have to be created to attract people not previously interested in group travel. Integrating exclusive elements into the package, unavailable for individual travelers, may become a pole of attraction for these new customers. Finally, developping theme outings may be a winning formula. Among the themes susceptible to have a high level of attraction in Québec, let us mention:

• Festive events
• The Saint-Lawrence River and its attributes
• The wine trail and the country’s flavors
• Québec: the history of a nation and its patrimony
• The willd life and Nature’s great expanse

Furthermore, a renewal of the offered tours will help develop customer loyalty, enticing them to come back for more. Offering segmented tours could also attract the individual Québec tourists, traditionally less inclined to bus travel in group.

Sources
- Filliâtre, Pascale. «Le Tourisme de groupe a encore de beaux jours». L’Écho Touristique, 7 mai 2004
- Carter M., Cheryl et Jinlin Zhao. «A survey of customer service training for motorcoach drivers in United States and Canada», e-Review of Tourism Research (eRTR) , vol1, n04, 2003
- Desvignes, Claudine. «L’enjeu du tourisme en autocar, conquérir de nouvelles clientèles». Espaces, vol 209, nov. 2003
- Désiront, André. «Les baby-boomers se convertissent aux circuits en autocar». La Presse, Vacances Voyages, 10 mars 2004-10-25
- Direction du Tourisme de France et C.O.C. Conseil/Daniel Picon. «Le tourisme de groupe, synthèse des enquêtes réalisées en 2003 auprès des prescripteurs et des professionnels», déc. 2003
- Chaspoul, Claudine. «Fram redessine sa gamme tout autocar», Espaces. Vol. 09, nov. 2003
- Chaire de Tourisme de l’UQAM. «Étude sur l’industrie québécoise du transport par autocar nolisé», 7 septembre 2001.