gulf states 50 FEATURE
STABLE MATES
GULF STATES
Year-round sunshine, improved fl ight connections and sector-leading hotels should make the Gulf States an easy sell for agents, says Martin Ferguson
T
he ruling authorities in the United Arab Emirates (UAE), Oman and Doha have poured millions into attracting tourists,
with new attractions, airport upgrades and other infrastructure improvements, and the region is the darling of most international hotel chains. Moreover, fl ying times (six to seven hours) from the UK and Ireland are much shorter than those to most other year-round sunshine destinations and the time difference doesn’t leave travellers struggling with jet lag. There are, however, two challenges for these destinations and the travel trade to overcome if the region is to fulfi l its potential: fi rstly, there’s a perception that the Middle East is only high-end luxury and expensive. Secondly, that geo-political tension across
the Arab world makes it dangerous to travel. You can alleviate customer concerns on both fronts with some simple facts. The Gulf States are not just for the super-
rich. Brendan Maguire, Managing Director of tour operator If Only…believes there is much to offer those working to a budget. “In the [UK] summer months some resorts
offer complimentary half-board and free child places – and with swimming pools galore, free passes to water parks and air- conditioning just about everywhere, it can be a great time for your customers to experience true luxury at amazing prices.” Maguire added that his company also works with a handful of resorts in the UAE (Abu Dhabi and Dubai) that now offer all-inclusive packages, a relatively new concept in the Gulf but one which addresses customers’ concerns about holiday spending. Ruth Hilton, Head of Sales and Business
Development for Gold Medal, recommends half-board options in larger hotels. “Their value is incredible, especially when you’re looking at upward of ten
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restaurants to choose from.” David Thomson, Chief Operating Offi cer of JA
Resorts & Hotels, recommended that agents should focus on selling the great beaches, shopping malls, leisure attractions such as theme parks and waterparks, and cultural activities like touring the souks and desert safaris. Christopher Jordan, a Key Account Manager for
Rotana, says agents should also capitalise on the growing events business across the Gulf States. “The UAE is one of the world’s biggest
entertainment destinations. This year Lionel Richie, Justin Timberlake, Kings of Leon and Black Sabbath will all be there.” But has the Arab Spring, fi ghting in Syria and instability in Egypt put people off travelling to the Middle East? Mark Hibbert, a Director at Lusso Travel, thinks not. “Our business to the Gulf increased by 64% from 2012 to 2013 and we are experiencing similar increases for 2014. It is
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