How the travel industry can make content pay
J.R.R. Tolkien famously wrote a poem as part of his Lord of The Rings odyssey that contains the searing line “not all those who wander are lost”. And so it seems pretty obvious that travel goes to the heart of what it is to be human.
So, it makes sense that the best travel marketing touches this part of our humanity in a way that no other marketing can do and, in my opinion, that there are many lessons for all marketers in the way that travel marketers operate. I’ve been in this tourism caper for about five years and, although I never planned to be in the industry, I can confidently claim that it’s the part of my career that has taught me the most about how to ‘do great marketing’.
One of the best ways to do marketing is to turn it into a revenue centre in some way, rather than just a cost centre. That’s putting some commercial thinking into what’s sometimes considered a budget black hole for many organisations. And, frankly, it’s about time marketers grow up and start thinking about this stuff and not just about the creative for next summer’s campaign.
With that in mind, here are three lessons from travel industry brands that have shaped their content programs in such a way that they’re bringing some money in while still contributing to broader organisational goals.
Marriott: content, community, commerce
You may know of the very smart French Kiss film from Marriott, but what you may not know is that an exclusive holiday package was created to complement this content and, wow, did it fly off the shelf.
The package included a series of unique, money-can’t-buy experiences not just at the Champs-Elysees Marriott location, but also around Paris. Overall, more than $500,000 of that package was sold in just two months following the release of the film.
This is a great articulation of the media company-esque mentality of Marriott’s global VP of creative and content marketing at the time, David Beebe.
The lesson here? If you’re selling a physical product or experience, make a very tangible, solid connection with your content program and don’t be afraid to ask your community (or audience) for the sale when the time is right.
Expedia: your customer is on a content journey
If anyone has the data to understand the customer journey, it’s Expedia. And it not only uses this data to place ads in the right spot and at the right time, it partners with destination marketers to use content as a way to deliver customer intel.
Expedia just executes flawlessly on this all the time (check out the refreshing ‘Find Your Aloha’, the very helpful ‘An Australian Adventure’ or the inspired ‘Sound Travels’ for starters). It creates content-centred digital experiences for its users, measures interactions, trends the data and, aside from selling flights, hotel rooms and holiday packages, it also feeds that structured data back to its destination marketing partners as intelligence about their target customer.
Hari Nair, the global SVP for Expedia Media Solutions, said this information is critical to help marketers understand what’s going to cut through for their target audience.
“It’s true that consumers are very undecided, which is actually great news for [marketers]; what you want to give people is ‘the hook’ that’s right for them,” Nair said.
The lesson here? Understand that every moment on your customer journey can help you learn something about that customer. Use your content program as a means to an end to learn that something and you can save your organisation a bunch of money on additional research, surveys and focus groups.
Air New Zealand: content + audience = business asset
Everyone who’s been on an Air New Zealand flight (or, indeed, been on the internet) in the past decade will be familiar with the airline’s genre-defining safety videos. These fun little numbers started out as in-flight entertainment, but soon grew to be central parts of branded content campaigns for the Kiwi carrier.
By extending the concepts into other formats and supplementary-owned and -earned content (especially social media), Air New Zealand can grow its audience through more efficient and means than traditional paid acquisition approaches. What’s more, audiences acquired through a content program are more engaged with the brand than those acquired through an ad.
In what is one of the most volatile and price-driven of all categories – air travel – Air New Zealand has found a way to build a content program that balances out its more tactical marketing.
The lesson here? Like media companies, brands have the opportunity to build a business asset in an audience that is engaged and responsive to marketing messages. By extending your content program to an audience acquisition strategy, you might just draw in new users at a lower cost than if you were paying for every single one through a TVC, digital banner or paid sponsorship.
In my opinion, each of these examples can teach marketers of all stripes a valuable lesson. It’s definitely clear that marketers in travel have cottoned onto the central idea that if you monetise your content program, you not only change the conversation within your brand, but you can elevate that activity to something more business critical than just a ‘nice to have’.
Andrés Lopez-Varela is head of strategy at Storyation, and was formerly the global content editor for Tourism Australia.
Email the Travel Weekly team at traveldesk@travelweekly.com.au
Andrés Lopez-Varela content content marketing storyation travel marketingLatest News
Australia fails to make top 10 destination list for American travellers
Australia's top cities have failed to make the grade with American travellers this northern summer, with no local city in the top.
APT Launches 2025 Asia Adventures
APT has launched its Asia Adventures for 2025, including new luxury holidays in India, Sri Lanka and Japan. Five new tours lead guests to the highlights of India, including a seven-night cruise along the rarely travelled Lower Ganges aboard the Ganges Voyager. Further south, Sri Lanka’s greatest destinations are revealed on a new 15-day Land […]
ANZAC Battlefield travel on the 2025 bucketlist
As Anzac Day dawns, agents prepare for a surge in bookings for the 110th anniversary of the Anzac Cove landings.
Former Channel 9 Getaway host and founder of TRIBE Jules Lund to speak at Travel DAZE
From blond-tipped travel reporter to Travel DAZE speaker, Jules Lund cuts through the BS.
HX’s Roald Amundsen finds aliens in the Antarctic
Forget whales, HX's MS Roald Amundsen captures aliens in the Antarctic - and they're not pretty.
Mayhem in France as 70% of flights face cancellation
I mean it wouldn't be France if there wasn't at least one strike.
Etihad Airways launches double-decker service with world’s only in-air three-room suite
We imagine falling asleep in the three-room suite is superior to falling asleep on your neighbour's shoulder.
Norwegian Cruise Line launches 2024 Europe travel season
Europe certainly has a lot of ports. Its time for Australia to up its game.
“The power of travel for positive change” – Intrepid’s Jenny Gray hails controversial all-women Saudi Arabia trip
There is an awful lot to love about this tour from Intrepid. Where do we sign up?
Princess names the Sun, unveils Sanctuary Collection + Star Princess to Alaska in ’26
A huge bottle of Veuve was smashed into the side of the ship to make things official. So no, we couldn't snag a glass.
Collette special offers across peak northern summer season
If you are craving a trip to Europe then grab this deal with both of your grubby hands.
Air India and All Nippon codeshare between the two countries
Here at TW we agreed that the photo would have worked better if they had swapped planes.
A&K offers minimum 18 weeks paid parental leave
Contrary to what the photo suggests this benefit is only applicable for humans. Back to work Mrs Jumbo.
NH Hotel Group rebrands as Minor Hotels Europe & Americas
Hang around the bends of the hotels. We imagine they will be full of a lot of branded content.
Scenic Eclipse II – the business of creating unforgettable life-changing memories
These cruise brothers from another mother offer a view of cruising on Scenic Eclipse II that is poles apart.
MSC builds new hospital ship with Mercy Ships
If you want to read a story that puts a smile on your face then this is the one for you.
“I peed on myself watching this” – Social media users squirm at Royal Caribbean’s Harmony of The Seas 55ft dive video
TW is not responsible for any involuntary actions your body might have after watching this video.
FLIGHT REVIEW: Qantas Boeing 787 Dreamliner business class
The real bonus is you're unlikely to be around screaming children. Hoorah!
Traveltek offers travel agents new rapid deploy cruise website
As always, if you have any issue with the platform, just turn it off and on again.
Experience whale watching & classical music at the Australian Festival of Chamber Music in Townsville
Disappointedly, the whales do not start singing in tune with the orchestra. Opportunity missed.
Fond, very Fond. London hotel famed for James Bond link adds ‘Classic Comforts’ lunch menu
James Bond author Ian Fleming was so fond if this hotel, it inspired the legendary phrase ‘shaken, not stirred’.
What sets Eclipse Travel apart with Africa expert Hilary Dubyk: Travel Weekly TV
If you want to know more about Africa, then Hilary Dubyk is your person.
Surge in Australians visiting Japan
Feel like all of your friends have just returned from Europe? Now it's Japan.
Seabourn announces Western Kimberley Traditional Owners as Godparents of Seabourn Pursuit
Seabourn has named Western Kimberley Traditional Owners, the Wunambal Gaambera, as Godparents of the ultra-luxury purpose-built Seabourn Pursuit. It is the first cruise line to appoint Traditional Owners as godparents of a ship. Seabourn Pursuit embarks on its inaugural season in the Kimberley region this June. The naming ceremony will take place on Seabourn Pursuit’s […]
Sydney named 17th best place to work remotely
If you struggle to get a seat within Sydney's coffee shops, you now know why.
W Melbourne grows sales team
We appreciate the thought that has gone into this team photo.
Cunard welcomes new ship Queen Anne
This might be the most impressive ship handover in ship handover history.
Intrepid Travel appoints Yvette Thompson as general manager sales & marketing ANZ
It isn't end-of-day Monday and Yvette Thompson has already nabbed herself an impressive promotion.
Anna Fawcett re-joins Global Touring in newly-created APAC role
With such an impressive CV, Global Touring is no doubt thrilled to have Fawcett back.
“We know our response has been far from perfect” – Emirates’ open letter following Dubai flooding
If you also need to write an apology letter, then this is a pretty good template.
Malolo Island Resort opens brand new Spa
Fiji’s Malolo Island has added another string to its bow – opening its $1.3 million day spa on Thursday, 18th April 2024. (Lead Image: matriarch Rosie Whitton with spa staff) Located at the edge of the resort’s luscious patch of tropical rainforest, the new “Leilani’s Spa” adds another level of elevated experiences to Malolo’s already […]
Virgin Australia’s HILARIOUS second instalment of the ‘Bring on Wonderful’ campaign
We don't use the word 'hilarious' lightly, but this is worthy of the title.
Visit Sunshine Coast reveals new brand identity
If you were looking for another reason to visit the Sunshine Coast then this is it.
Sofitel launches brand campaign starring Sex Education’s Gillian Anderson
We can confirm the content of this video is less spicy than Sex Education.
Holland America Line gives agents the chance to visit Alaska on 11-day Famil
If you've ever wanted to see a Polar Bear (and who doesn't?), now is your time.
More than 65 luxury agents gather in Sydney for Best of the Best dinner
This looks like a fabulous do. We imagine there may be a few (or maybe 65) sore heads this morning!