Condominium Connection, a Hawaii wholesaler for more than four decades, offers its New Year’s resolutions for booking condos and hotels in Hawaii for 2013.
Joseph Fienberg, president of Condominium Connection, says, “The New Year brings with it new opportunities for travel agents who are properly prepared to sell Hawaii. The key to success in 2013 is having your clients book early and being prepared to select their second or third choice as there is more demand for space in 2013.”
Fienberg says the most important resolution is to book early for better availability and lower rates. He notes that the U.S. dollar has been very weak and this has resulted in an increase in demand from Australia, New Zealand and Asia. Travelers from these areas book much earlier than those from the U.S. and Canada. Further, he believes, “With Las Vegas-style pricing now being used throughout Hawaii, rates will be higher closer to arrival dates or may be sold out during peak times.”
His second suggestion for tagents is to request a “courtesy hold” if clients are uncertain about the property booked or if the agent needs additional time to sell them on the booking. He notes that over sixty percent of properties in Hawaii change both rates and availability without prior notice.
“We try to give travel agents something for their clients to accept or reject," he says. "We are happy to place a courtesy hold on most bookings before any payment is due. ”
The third resolution deals with being flexible, especially during peak travel dates.
Fienberg explains, “During many peak periods, space may be available for slightly different dates or in a different category or categories. For example, if all two bedrooms sell out, agents should try to book a combination of one or two studio and/or one bedroom units. Our Hawaii experts can easily do searches and provide recommendations on finding space. We are very resourceful and will work the travel agents during tight demand periods to offer the best available options.”
Condominium Connection is seeing higher rates in 2013 because of the increased demand from international markets. Fienberg suggests that agents give their clients a reality check.
“Four years ago, there was unlimited space because of minimal demand,” he says. “Those days are over. Clients need to book early. We can hold space at most properties with a two-night deposit that is fully refundable up until thirty days prior to arrival and, subject to availability, we are happy to make date changes at no cost.”
Finally, agents should consider suggesting alternate room categories when space is tight. As an example, if the Ocean View sells out, agents might look at the category above it like the Ocean Front or below it like the Garden View.
“Travel agents may sometimes have to convince their clients to spend more or select a category that is less desirable than they originally wanted," he syas. "But, at least they will have secured accommodations and the agents will have made a sale. We can always wait-list their clients’ first choices.”
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