Travel Agent - April 14, 2008 - (Page 76)

BUSINESS OPER ATIONS AGENT PROFILE New Wealth, New Clients Gary Mansour adds Russia’s new-money class to his elite client base BY MARK ROGERS TIME AND TIME AGAIN throughout his impressive career in the travel business, Gary Mansour of Mansour Travel Company made all the right moves to capitalize on an opportunity. His latest undertaking led him to find business where most agents wouldn’t think to look—Russia. Forbes recently announced that Russia has the world’s third largest number of billionaires, jumping to 53 in 2007. “I actually went to Gary Mansour of Mansour Travel Company Russia to get the business,” says Mansour. “I had Russian friends in the U.S. who still “My friend convinced me to call them again maintain a home in Moscow, and they invited and to really let them know I want their me along last December. In Russia, I met business. So I did follow up, and they were centimillionaires who were very cultured, very happy and they signed—they wanted bright and entrepreneurial—it wasn’t just new the attention.” Success such as this has led money. They were willing to pay a $35,000 to Mansour to open a third office in Europe to $50,000 retainer to use my services.” help service his new Russian clients. Mansour notes that Russians not only want “The travel agents in Moscow can handle the best, they also desire reassurance and a sense that they fit in. Catering to this new breed of powerful and influential Russians can be quite specialized. When Mansour OWNER OF MANSOUR initially began approaching potential Russian TRAVEL COMPANY clients, there was a bit of disconnect in Headquarters: 345 North service expectations. “There were two famiMaple Drive, Suite 210, Beverly lies that took a while to sign up,” he says. “I Hills, CA treated them the way I would an American Phone: 310-276-2768 client. After laying things out for them, I Annual Sales: $30 million respected their decision-making process and Website: www.mansourtravel. waited patiently for their reply.” Weeks went com by until a Russian friend asked Mansour if Affiliation: Ensemble Select he’d called the potential clients. “I said, ‘Yes, a couple of weeks ago,’” remembers Mansour. Gary Mansour the richest clients in the world—on a service level, they’re kickass,” says Mansour. “They’ll have an agent wait in the lobby of a hotel for 10 days in case some oligarch decides he needs a car.” Mansour notes that what the Russian agents lack is the experience and knowledge to create unique itineraries for their clients. “My Russian clients will come to me and ask me to create an itinerary for them,” says Mansour. “When I ask them where they want to go, they’ll say, ‘Just come up with something.’ Money is no object for them.” Mansour observes that modern Russians believe that a sense of belonging is based on social connections, rather than the size of a person’s bank account. They’re looking for help and guidance along the way, and Mansour and his global team offer entrée into high-profile events and places, like Cannes, Las Vegas or St. Barth’s, and singular activities that include cultivated pastimes, such as golfing, polo and winemaking. Mansour can provide the level of private access that his Russian clients might never secure on their own, despite their wealth. “Another country that is growing by leaps and bounds is China,” says Mansour. “They have a high upper class created by all of the manufacturing they’re developing—they’re creating billionaires.” Mansour has some advice for agents looking toward China as a potential goldmine. “It’s not a market I’ll be entering, and I’ll tell you why,” he says. “If CONTINUED ON PAGE 78 76 | TravelAgent April 14, 2008 http://www.mansourtravel.com http://www.mansourtravel.com

Table of Contents Feed for the Digital Edition of Travel Agent - April 14, 2008

Travel Agent - April 14, 2008 Online Now Contents Contributors From the Editor From the Publisher Europe: The châteaux-hotels of the Dordogne and Quercy in France Middle East: Although Dubai is Expanding, it is not Bursting at the Seams Pacific/Asia: Pattaya is Southeast Asia’s Sunny Paradise Pacific/Asia Briefs Las Vegas: New York City Dining Comes to Sin City Hawaii: Accommodations in Hawaii for the Entire Family Central & South America: Cayo Espanto is the Private Island Resort for Clients to Get Away from it All Caribbean: Iberostar Property Opens in Rose Hall, Jamaica Running El Casino at the Sheraton Old San Juan Africa: Africa Travel Association’s 11th Annual Symposium Spotlight on the Djibouti Palace Kempinski Cruises: Experts Share Views on the Direction Cruise Pricing is Heading Cover Story: Home Counsel Car Rental: Vacation.com Joins with Hertz to Grow Car-Rental Sales Transportation Briefs Northeast USA: Brooklyn’s Hotel Le Bleu Agent Profile: Gary Mansour of Mansour Travel Agenda: Fam Trips, Deals & Incentives, Calendar Violent Protests Halt Travel to Tibet Celebrating Company and Agency Innovations Sheraton Upgrades Brand through Renovations and Redesign Earning Opportunities and Agent Recognition In the Spotlight Editorial Index Advertising Index Classified Marketplace Trendwatch

Travel Agent - April 14, 2008

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