Working with the International Market

What Is TourMappers?

• Boston-based Receptive Operator

• Established in 1986 and a leader in developing, marketing and selling U.S. travel related products and services to the international market

• Contracts properties, attractions and transportation

• Works with international tour operators in the UK, Europe, Australia & New Zealand

International Travelers to the USA 2014

• 2014 Overseas Travelers to the USA: 75 million(1.9 million came to New England in 2014, excluding Canada and Mexico)

• 2014 Overseas Spending: $220.8 billion($1.85 billion spent in New England in 2014)

• Jobs Supported by International Travelers: 1.1 million

• 2020 Forecast: 96.4 million international visitors

Overseas Travel to New England – Top Incoming Markets for 2014

• United Kingdom 238,000• China 210,000• Germany 122,000• France 94,000• India 90,000• Japan 82,000• South Korea 78,000• Italy 73,000• Scandinavia 69,000• Australia 68,000• Brazil 63,000

Why Do International Visitors Come To The US?

Real value for European travelers

New destination for Asia Pacific travelers

Favorable exchange rate

Low gas prices

Shared history and culture

Safe destination

Direct flights/expansion of flights from Asia Pacific

New England is usually the 3rd or 4th US visit

Why Do We Want Them? The average European gets 4 to 6 weeks of paid vacation a year

Supplement existing business to keep hotels/inns/destinations booked in and out of season

Typically visit for 2-3 weeks and spend significantly more than thedomestic traveler

Book in advance and do not cancel

Often travel mid-week/during off-peak periods

The Northeast attracts a more sophisticated visitor: 45-65 year olds with higher disposable income

WHAT IS AN FIT?

FOREIGN INDEPENDENT

TRAVELER

Domestic Visitor vs FIT Visitor

Domestic

• Tend to book closer to arrival• Book through OTA’s• Spend more time in hotel • Cancellations occur• Often come for weekends only• Come in high season and holidays

FIT

• Book in advance• Book through tour operators or

travel agents• Cancellations are rare• Length of trip is 2-5 times longer• Visit during non-peak periods• Spend significantly more money• Travel is protected

Tour Operator vs Receptive Operator

Tour Operators: Based internationally

Sell to travel agents and/or direct to consumers

Sell through catalogues, direct mail, reader offers and web

Buy rooms, attractions and services through Receptive Operators

Tour Operator vs Receptive Operator

Receptive Operators:

Based in the United States

Offer all North America or specific regions

Set up contracts with Suppliers

Provide one-stop shopping to international Tour Operators

Sell both FIT and Group Travel globally

Advantages of Working with a Receptive

For the International Tour Operator: Comprehensive knowledge of a particular destination

Receptives organize the program: select destinations,

properties and attractions

Receptives negotiate the contracts and handle all payments with

local suppliers

Ease of booking through Receptive’s booking engine

Tour Operator has one contact rather than multiple

Advantages of working with a Receptive

TRAILFINDERS CATALOGUE

Hotel Listing Page

Advantages of working with a Receptive

VIRGIN HOLIDAYS CATALOGUE

Fly-Drive Itinerary

Password Protected Booking Engine

Advantages of working with a ReceptiveFor Properties and Other Vendors: Receptives market and sell properties in their Tariff at trade shows, sales missions and

training seminars Your domestic business will not be comprised

TourMappers Participates In:

Trade Shows Sales Missions

TTG, Italy FranceGo West Australia & New ZealandITB, Germany Germany & SwitzerlandDNE Summit, New England NetherlandsTravel South, US IrelandIPW, US ItalyDestination America, Denmark ScandinaviaWorld Travel Market, London UK

Tourism “Food Chain”

US-based companies that specialize in packaging services for International Tour Operators. Contract directly with

accommodations, transportation, attractions. Consolidates billing. “One-stop shopping”.”

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

SuppliersLodgings and attractions.

Receptive Operator

Receptives only make money if they sell a room or service Receptives do not charge vendors a fee

An unsold room or ticket is revenue lost for forever!

Net rates should be viewed as marketing $$

Please Remember!

What does a Receptive Operator Need from a Vendor?

Room Allotment or Free Sell

Include as many room types as possible

Wholesale Net Rates

Minimum number of date / rate periods Minimum number of blackout dates Direct Billing

What does a Receptive Operator Need from a Vendor?

Have rates ready in March for the following year

FIT calendar year is April 1 – March 31(Rates delivered in March, 2016 should be for period

April 1, 2017-March 31, 2018)

Be Prepared

Make sure ALL staff is apprised of FIT procedures:

Management/Sales must complete Receptive’s contract promptly and in its entirety

Reservation staff must send confirmation # promptly

Accept vouchers

NO receipt to guest showing room rate!

Accounting must send invoices to Receptive

As a Result You Will Receive….

Global exposure to multiple tour operators Increase in number of reservations during low

seasons / midweek days Advance bookings that rarely cancel Increased Annual Revenue

You have nothing to lose and everything to gain!

Sue Norrington-DaviesDirector of Business Development

132 Boylston Street, 4th FloorBoston, MA 02116

617 236 1236sue@tourmappers.comwww.tourmappers.com