Luxury Travel Advisor - November 2008 - (Page 6)

EDITOR'S LETTER How to Remain Viable to Clients I recently moderated a panel of executives at the Ensemble Travel Group’s annual conference. During the discussion, Horst Schulze, CEO of West Paces Hotel Group, said that in an economic downturn the affluent don’t stop spending altogether; the important thing is that you are not one of the options they cut out. It was an astute observation. You’ve got to work harder now to remain viable. So how can you avoid being edited from one’s list of discretionary services? It’s a familiar refrain. Provide value. Be able to explain why an $800 a night hotel room is better than the $300 accommodation. Be at the ready to verbally paint an experience for your client so they’re left breathless when you’re done speaking. Tell them that the time to travel is now, not next year. The dollar is finally gaining value overseas, how fun to not have to empty your wallet when you’re making a simple purchase in London. That alone is a compelling reason to travel abroad again. By the way, Ensemble held its conference at the Red Rock Casino Resort Spa, which I give two thumbs up. While the check-in process could have gone more smoothly (the attendant didn’t look up as I approached her, that’s one of my biggest pet peeves), the rest of my stay was stellar. The sleek design of the lobby draws you right in. The bartenders remember your name and they’re not haughty even though the scene is pretty cool. Standard guest rooms and bathrooms have great space and were obviously well thought out. My view was of the gorgeous Red Rock setting, so I had a true sense of place. My experience with the concierge was one of the best I’d ever had, even though it only involved setting up an early morning ride to the airport. That’s because even though my request was awfully simple, she made it seem as if it were extremely important to her. Talk about proving one’s value! That’s another tip for luxury travel advisors: Your customers want to know that you care. Be ready to show them just that, with all that you do. RUTHANNE TERRERO, CTC Editorial Director rterrero@questex.com The Ensemble Travel Group Presidents’ Panel: First row, left to right: Diane Moore, Windstar Cruises; Ruthanne Terrero, Luxury Travel Advisor; Horst Schulze, West Paces Hotel Group. Back row: Nelson Gentiletti, Transat Tours, Canada; Michael Londregan, Stella Travel Services; Guy Young, Uniworld Boutique River Cruise Collection; and Scott Wiseman, Abercrombie & Kent. he most amusing anecdote I’ve heard regarding the financial debacle (actually, the only one) was of the man who withdrew $10,000 from his stock market account to take his family on vacation. His attitude was “use it or lose it” and I have to say it didn’t sound too far off base. I heard recently of a company in London that sells safes whose business is way up as consumers decide the most secure place for their cash is either under the mattress or locked up and hidden behind that portrait of Aunt Louise. The irony of our current situation is that the consumer’s attitude about travel is not broken; they want to go. Rather it’s the financial systems whose extreme disrepair is causing a paralysis of the traveling public. I’ve heard those speak of the guilt they feel of enjoying life while so many are suffering. My hunch is this will wear off as the concept of rewarding oneself with a fabulous trip regains its appeal. All of this means that you’ve still got something to work with. If you approach your clients correctly, your services can remain a viable option for them. T 6 LUXURY TRAVEL ADVISOR | November 2008

Table of Contents Feed for the Digital Edition of Luxury Travel Advisor - November 2008

Luxury Travel Advisor - November 2008 Contents Publisher's Letter Editor's Letter Las Vegas Australia Virginia's Northern Neck Posh Penthouses K Club Four Seasons Florence Entertaining Luxury Caribbean Spas The Pulse Jetset Report Luxury Lifestyles Just Back Luxury Travel Expo Sightings Source List Virtuoso Insert

Luxury Travel Advisor - November 2008

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