Working with German coach and group travel operators
Germany’s coach and group travel operators start planning and contracting for the following tourism year in spring and in early summer. The highlight of their purchasing year is the annual RDA-Workshop in Cologne (17th to 19th July 2012).
Germany’s coach and group travel operators tend to divide their offers into “must have” offers, “should have” offers and “could have” offers. If, for example, you are currently a “could have” offer, then your task is to move up the scale to become a “should have” offer. Contracting for the following year is usually completed by late-August. Offers, catalogues and programmes are published in autumn and early winter – both print and online, customers primarily deciding upon their following year’s vacation over Christmas and the New Year holidays.
When working with German coach and group travel operators it is important to ensure that most if not all your information, website and materials are in German. German-speaking personnel are also to be highly recommended. Your offers should feature a clear structure with precise and transparent language. They should include basic package components, optional package components and commissionable net prices (high & low season).
Tour operator commission rates in Germany range from 15 to 20 percent. Commission rates for travel agents range from 10 to 12 percent. Once agreed, rates should never be undermined by price dumping later on. Your offers should also include advice on conditions and terms of payment, cancellations policy, complimentary elements, free places, discounts and seasonal specials if available (e.g. Easter and New Year).
All of the above should be backed-up by quality high resolution and iconic images that will enhance catalogues / websites and awaken German customer desires. A great thing about our business is that a really good picture literally can sell a trip. Photos and programme offers should also be accompanied by customer-oriented descriptions suitable for inclusion in flyers, websites & catalogues with easily understandable and Google searchable catch words and phrases (SEO).
These are some of the suggestions given in the RDA partner seminars.
Further information: www.rda-workshop.de