Europe 2005:

If you’re still sitting on the fence when it comes to selling Europe to your clients, it’s time to get moving. Tour operators are reporting that Europe 2005 sales are strong — particularly for those agents who know how to provide what their clients are looking for. And they say that in this weak dollar environment, many are looking for value — and not necessarily rock bottom bargains.

“Bookings are strong and up 26% year to date. People are still looking for deals, but luxury packages are also selling very well. Our business class packages are up over 30%,” according to Nigel Osborne, president of Destination Europe.

“Consumers are looking for price and choice. Auto Europe/Destination Europe welcomes home based agents. We offer commission on all air bookings, no credit card fees and our tickets show bulk, so agents can mark them up. Plus, our packages are flexible.”

Osborne pointed out that Destination Europe’s City Stays, which include hotel tax, service and breakfast, can now be booked online, with guaranteed 10% commission. A sampling: a 3-night London package is priced from $129 per person, double occupancy, low season.

“Use all the tools that your supplier can offer you” in selling Europe, Osborne advised. He also recommended the Auto Europe Affiliate Program in which an agent with a Web site can sell Auto Europe products directly to visitors to the agent’s site. Referral commissions are earned with every reservation. He also advised agents to contact their local sales manager to learn about Global Agent, the company’s new online booking platform.

Insight Vacations’ Currency Buster savings, offering air discounts and guaranteed prices, is the best way to beat currency fluctuations, according to president Marc Kazlauskas, who also reported strong Europe sales.

Insight’s promotion, which was recently extended because of positive feedback, enables clients purchasing air inclusive packages to London, Paris, Frankfurt, Madrid and Vienna to save $200 per couple or $100 per person when booking these vacation with British Airways. The air-inclusive package must be booked and deposited by April 28. Travel must commence from April 4 through Oct. 26.

“Another great currency buster is that Insight’s 2005 brochure prices have not changed,” said Kazlauskas. “The Premium Europe and SuperSaver Europe brochures were priced in September. Travelers are actually getting a 20% discount off the current dollar conversions. Insight’s 2005 prices will continue to be guaranteed until future notice.”

John Severini, CTC, president, Trafalgar USA, said, “We see all of our markets strong, with our promotions stimulating demand. Currently, we are focusing on our special $200 per couple savings to Europe for all 2005 departures.

“However, the big news is that Europe is still affordable. Our inclusive pricing of sightseeing, first class hotels, air and a variety of meals means that clients can still save from 30% to 40% versus doing the vacation on their own,” he said.

“We have seen a surge in home based agent business and a demand for group business,” Severini added. He suggested that agents look at the value proposition that Trafalgar offers: “More tours to choose from, more variety in the ‘pace’ of our vacations — and more value pricing. Familiarize yourself with our special promotions to Europe, Australia/New Zealand and river cruising. And don’t overlook our unbeatable commission levels.”

Brian Stack, president of CIE Tours International, said that bookings are very strong at the present, particularly in the escorted tour section.

“The dollar/euro relationship is working in our favor, since we promote the fact that we sell in dollars and our prices are guaranteed once a deposit is paid,” said Stack.

He reported that Northern Ireland is selling very well, as are tours of longer duration. The best selling escorted tour of Ireland is the Irish Heritage Tour, Stack said, It includes all dinners, entertainment, accommodations, visits to attractions and roundtrip air for approximately $1,700.

“This is recognized as a good value,” said Stack.

He advised all agents, including home based, to focus on selling groups.

“Remember, right around the corner from every agent is a group that wants to go to Ireland or Britain. The only problem is they don’t know it. It’s up to the agents to tell them.”

Stack, who is also chairman of USTOA, said that many members have been reporting brisk Europe sales.

Amy Mills, Europe/US East marketing manager for LibGO Travel Inc., which includes GOGO Worldwide Vacations, said that GOGO is seeing strong increase in travel to Paris, Rome, Venice, Amsterdam and Dublin.

“As of now, we are not seeing a significant effect on our bookings due to the weak dollar.”

Moreover, reported Mills, GOGO has added some new destinations to its product line for 2005, including Greece (Athens, Mykonos, Crete and Santorini), Copenhagen and Budapest.

“In addition, we have significantly increased our offering of luxury hotels throughout Europe to tailor to this ever-growing segment.”

Mills advised home based agents selling Europe this year “to look not only for the best price, but also for the best value. For example, all our packages include breakfast daily. At many of our hotels, the buffet breakfast is so extensive that clients can fill up on breakfast and not eat until dinner!

“This is important not only because of the value it gives the client, but also because it saves them money at a time when the dollar doesn’t go as far as it used to.”

Mills also advised home based agents not to let the weak dollar deter them from sending clients to Europe.

“Instead, agents should show their clients creative ways to save money while they are there. For example, most museums in London are free of charge. Clients can spend their entire trip seeing the museums and not have to pay a thing!”