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HOW TO INCREASE THE FLOW OF TOURISTS FROM NEW MARKETS FOR THE COUNTRY

DMC Elite Travel Group, a travel company with its head office in Albania, has 20 years of successful experience in the European market, providing a wide range of high-quality services in the Balkans and South-Eastern Europe.

As part of the implementation of the second stage of the strategy to enter the CIS markets, the representative office SEA Company organized an introductory tour for key tour operators from Russia and Ukraine in September 2021.

PROBLEM

The presence of a signed contract does not mean active cooperation. Basically, many tour operators have 2-3 partners (DMCs) in each country to minimize their risks (in case of bankruptcy of one of the DMCs), as well to have an alternative for the best price. At the same time, the tour operator has been building relationships with selected partners for years, and often it is simply impossible for other DMCs to enter the pool of trusted partners, much less get some share of the business

    DECISION

    After a successful completion of the first stage of the strategy to enter the CIS markets, SEA Company offered to organize a study tour for decision makers from key tour operators. This solution also had a second task, namely, to enable the tour operators to personally see the capabilities of DMC Elite Tour Group, the technical equipment of the company's fleet, as well as the level of respect for the company's top officials in all regions of the country and hotels.

    IMPLEMENTATION

    1. SEA Company's Sales Department prepared and agreed on a list of tour participants based on the projected sales volume.
    2. The Public Relations, Advertising and Marketing Department prepared a tour program and an invitation letter for the participants. The tour program was designed to visit the main tourist regions of the country, a variety of display facilities, as well as accommodation facilities cooperating with DMC Elite Travel Group.
    3. The staff of SEA Company ensured full coordination of the tour: from the purchase of air tickets to the full accompaniment of participants during the study tour with language support.
    4. Provision of all necessary information after the study tour to the participants, as well as adaptation of the required requested materials to the specifics of the market.

    RESULT

    1. The volume of requests to the DMC during the non-tourist season increased by more than 50%.
    2. An agreement has been reached to launch a private charter from Russia with full ground handling by DMC Elite Travel Group.
    3. A discussion has begun on the purchase of part of the seats on a regular flight to Albania by one of the partner tour operators of SEA Company with full service by the host DMC Elite Travel Group.
    4. The general understanding of Albania as a tourist product has been completely updated, which has led to an update of the marketing strategies of tour operators to promote it.
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