Operators getting used to new rates

European tour operators are starting to accept and get used to the new rate structures in Singapore, said Mr Patrick Fiat, General Manager of the Royal Plaza on Scotts, who attended ITB Berlin.

"For so many years, the rates have been declining rather than increasing in Singapore," he said.

He told P@SSPORT that some European tour operators expressed concern that there may be a slowdown in arrivals in the leisure market six months ahead of the opening of the integrated resorts.

"They said this happened in Hong Kong before the opening of Disneyland where leisure travelers postponed their trip so they were able to visit Disneyland when it opened."

Mr Fiat said he took the opportunity at ITB Berlin to offer "appealing rates" during the weekends.

"Royal Plaza being a corporate hotel with 85% corporate business and 15% leisure business is concerned about filling up rooms during weekends and therefore we are offering appealing rates to tour operators.

"Tour operators are working on the trend of moving their business towards weekends instead of midweek where rooms are easily available and rates are very good value for money.

"Since we re-opened the hotel, we have tried raising our long-haul leisure market business from Europe while still maintaining, of course, our regular base."

Using ITB Berlin to make its first foray into the European market was Resorts World at Sentosa (RWS). Said its spokesperson:" Our objective was to create awareness of Resorts World at Sentosa among the European and international audience, and to introduce and imprint in their minds that a world-class tropical resort with two major attractions - Universal Studios and Marine Life Park - will open in Singapore in early 2010."

She said that the resort's sales team had started selling its MICE venues and offerings "and we wanted to let the sales agents and tour operators know that we are serious about bringing the fun back into business".

"With our unique and out-of-the-box meetings and incentives options and offerings, groups can hold a meeting in Shrek Castle in Universal Studios, or throw a staff incentive party in the middle of Hollywood Boulevard in Universal Studios Singapore."

The group fielded numerous enquiries from both tour operators interested in the family segment and the media. According to the spokesperson, the most-often asked questions by journalists were: What's the resort all about; why has Singapore allowed gaming after all these years; what's the difference between The Marina Bay SandsT and RWS; how is RWS targeting the German market; and what is RWS' Unique Selling Proposition, given that Germans usually stop over in Singapore enroute to destinations such as Phuket, Bali and Australia.

Strong interest was shown in RWS' two major attractions, Universal Studios Singapore and the Marine Life Park with its interactive and educational programmes, she said.

"Resorts World at Sentosa is slated to be an iconic global holiday destination. We project that international visitors will make up about 60% of the 15 million visitors expected in our first year of operations.

"Asia, specifically South-east Asia, China, and India, are expected to be our biggest source markets. Europe is also an important and premium market for us."