Dusit expands network to key markets

Dusit International Group, the local hotel management company, is aggressively building its sales network to cover potential markets to appeal to international travellers.
The company set up its global sales office in Bangkok and regional sales offices (RSO) in each region to support key and emerging markets. It is collaborating with international hotel representatives in Australia.

James Ramage, the new assistant vice-president for global sales at Dusit, said it's important to have a strong sales and marketing team, as well as a network.

Only in the position for four months, he increased the staff headcount by 15.

"This year, we focus on building people. They will become valuable resources to drive our business and gain market share," said Mr Ramage.

Recently the company appointed a Korean senior sales manager and a director of sales and marketing for the Russian market. It plans to open RSOs in Japan and Beijing next year. It has four overseas sales offices in Shanghai, Australia, Hong Kong, and London.

The key existing markets are China and the UK and Germany, while emerging markets include Australia, Russia, and India.

The Chinese market still has room to grow, with a huge population and a growing economy. Outbound Chinese travellers will reach 88 million in 2015, said Mr Ramage.

The Chinese market will contribute 35-40% to group revenue in 2014, up from 20% now.

Chinese arrivals to Thailand in the first half of 2012 were at 1.12 million. Dusit also enjoyed an 67% increase in the number of Chinese guests in the same period.

Bangkok, Pattaya, Phuket, Hua Hin and Chiang Mai are the popular destinations for Chinese visitors, while Dusit hotels and resorts in Dubai, Abu Dhabi, and the Maldives also reported gain from the Chinese tourism market.

Dusit staged a roadshow in China and Hong Kong last month, aiming at building a good relationship with partners and gaining brand exposure. The group has resort properties in Thailand, Maldives, the United Arab Emirates, and Egypt.

Mr Ramage projects Asian tourists will represent some 60-70% of Dusit's total revenues by 2015 when the Asean Economic Community begins, liberalising several rules. Meeting and incentive revenue should grow by 20-30% over the next five years, while tourism from Europe and the US will still grow but not as dramatically as Russia and the Commonwealth of Independent States (CIS).

With brighter tourism prospects, Dusit plans to increase its room rates by 2-5% on average next year. It operates 29 hotels worldwide and will add over nine properties by 2014.

Sourced: bangkokpost