1. Congrès ARF-Québec 2018 – 10e anniversaire
Step to success - How to work with tour operators
Speaker: Christoph Breuer, MD KIWI TOURS GmbH, Munich, Germany
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

2. (c) KIWI TOURS GmbH, Germany, MD Christoph Breuer
Who is KIWI TOURS?
Founded 1987
Individual travellers to New Zealand
1. Extension to Australia, 90s to Africa, Asia + America
Taken over in 2016 by Christoph Breuer
18 staff members
ca Million CAD turnover Ca. 60 % revenue with 70 % of customers by adhoc groups
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

3. (c) KIWI TOURS GmbH, Germany, MD Christoph Breuer
Target Groups
Group inclusive Tours Canada East - Large cities of the East Coast
FIT (mainly Rental Car Fly-drives)
Ad hoc groups or special groups
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

4. (c) KIWI TOURS GmbH, Germany, MD Christoph Breuer
Present Situation
1. Booking Facts
Travel agencies (secured purchase due to several TO bankruptcies + airline trouble)
Sources of Information: Internet + Brochures
Mains stream targets: popular hot spots (Niagara Falls; Indian Summer; Bears; cities like Montréal or Québec)
Average Budget: – CAD (including Eco flights; middle class hotels with daily breakfast; 12 – 15 days)
Individual travelers or repeaters: other parts of Canada, more budget; more individual; more independent; more sportive
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

5. Todays Focus: Ad hoc groups
Business Chain
1. Marketing + Advertisement
Québec (and East Canada in general) very little in public focus + perception (main spot: Rockys, Vancouver, Skiing)
Presentation at ITB: Tourism Board and Service Providers unremarkable; no emotional appeal to visitors (best practice ex.: South Africa or India)
For advertising of TOs abroad: freeware pictures and videos provided by Québec tourism board (best practice: New Zealand + Australia)
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

6. Todays Focus: Ad hoc groups
Business Chain
2. Services + Partnership
Positive: Natural Sources: City of Québec; nature; Indigenous people; ‚Indian Summer‘; (too unknown – overlapped by New England States); wildlife (bears, moose; otter); maple production; Human Factor: Food + restaurants customised; accommodation centrally located; sufficient flights between East Canada and Central Europe
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

7. Todays Focus: Ad hoc groups
2. Services + Partnership
Negative: Natural Sources: Environmental protection poor Human Factor: Plastic dishes; value for money is dissatisfied (German purchasing power is not matchable with Scandinavia, England or US); Feedback of Hotels far too slow on requests; Quality of coaches (age <5 years – seat space); overtourism by cruise ship visitors (less in East Canada); increasing of taxes; Volatility of CAD
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

8. Todays Focus: Ad hoc groups
3. Production
German speaking guides (elementary)
size of groups: preferred (more topic for group inclusive tours)
Afraid of French speaking destination
Attract bears by sirup („more zoo than wildlife“)
First time visitors a must: Niagara Falls
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

9. (c) KIWI TOURS GmbH, Germany, MD Christoph Breuer
Perspectives
4. Challenges
Extension of season (towards spring, summer + winter)
Germans are strong thinking about pollution mistakes (e.g. waste and plastic) but not acting (transportation-Diesel/aircrafts, sources of energy or food) contradiction difficult to deal with for both parties
New European data protection law: new complaining rights years after return; right of delete of personal data
Value for money: middle class travelling is very much about pricing
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

10. Todays Focus: Ad hoc groups
4. Challenges
Improving of better presence and presentation of region of Québec: for TO: pictures + videos, trade shows and road shows for public: commercials, testimonials, movie production, locations
(c) KIWI TOURS GmbH, Germany, MD Christoph Breuer

11. (c) KIWI TOURS GmbH, Germany, MD Christoph Breuer