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6 March, 2018

Q&A with Global Journeys CEO: “The demand for packages will always exist”

For many agents, selling packages is the backbone of their business and a huge economic driver.

Last week we had a chat with Savenio Founder and MD David Brandon, who told us agents need to rethink their stance on packages.

According to Brandon, travellers are looking for their own way to explore and express their experience of the world.

“For many travellers, the idea of following behind a leader waving a flag is pretty off-putting,” he said.

You can read the full interview here.

To get a different perspective on tours and packages, Travel Weekly sat down with Campbell Harris, CEO of Global Journeys, to talk about the benefits of selling packages to both agents and their clients.

Travel Weekly: Are packages on the way out?

Campbell Harris: Nope. Packages and guided itineraries offer something for everyone, from fully-guided trips to itineraries with plenty of free time to explore on your own.

For the wealthy, the budget conscious, the adventurer, those on a gap year or the seasoned traveller looking for something unique – the industry is continually adapting their offerings to cater for customer-driven demand, and we expect the trend to continue

TW: How often are agents selling packages?

CH: The issue for operators in this sector is the wide distribution of sales, with individual agencies selling relatively small volumes, but collectively making up most of their volume.

This wide distribution makes the job of trying to get their message across to agents on the frontline incredibly difficult & expensive.

Especially for the smaller operators.

TW: Are packages essential to agents?

CH: Any product that is important to the consumer is important to the agent.

While package tours are central to our business, many agencies may feel the volume they transact doesn’t warrant their attention.

However, commissions due to relatively high retail prices can be lucrative; and agents can rely on the ground operator to fix many of the client issues that can arise on any extended trip.

TW: What are the benefits of packages?

CH: Many people choose packages because they are an easy and safe way to see the world with like-minded people.

Along with the ease of organisation, packages provide travellers with the opportunity to immerse themselves in destinations they may not have the confidence to explore alone and to enjoy experiences that are often unavailable to the independent traveller.

TW: How would the industry be impacted if packages were dropped?

CH: That’s not going to happen across the industry as the demand for packages will always exist.

However, if it did, then using the services of an experienced agent would become paramount in all but the most basic of travel arrangements.

TW: Are packages more focused on economic gain than consumer experience?

CH: We feel the operators and suppliers we work with are learning quickly and adapting their packages to ensure they are getting it right for their clients.

Now with the inevitable trip review on their return, there is no room for complacency or “scrimping” on their part.

TW: What changes have you seen in the industry in terms of selling strategies?

CH: The biggest shift in selling strategy we have noticed is the collaboration of operators from different sectors combining their products – tour and cruise, tour and river cruise and increasingly with inclusive flights.

TW: Do agents need to change their strategy in any way?

CH: I’m not sure, but I know what works for us.

An active interest in helping our partners, and a desire to lead the field in packaged multi-day journeys.

Do you have something to say on this? Get in touch with Travel Weekly Editors here to share your thoughts.

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Email the Travel Weekly team at traveldesk@travelweekly.com.au

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