Selling Fiji

Intro

In this course we want to give you all the tools necessary to assist in selling Fiji. Who are Fiji’s typical clients? What is their motivation and what are they looking for? What are the most common sales hurdles and how can you overcome them? What are Fiji’s unique selling points? What can you gain from this course? And lastly, – remember that Fiji has a wide range of upselling options for you, making it a very sustainable destination for you to sell.

This course will help you get bookings to Fiji sooner than you can say Bula!

Target groups – types of Fiji travellers

Who is your target group?

You think Fiji is only for families and honeymooners? Because of its variety, Fiji has something to offer for everyone:

• Families
• Adventurous explorers
• Backpackers
• Culture Enthusiasts
• Couples
• Self-Drive
• Luxury
• Cruise clients
• Divers
• Sport freaks

What are clients looking for in Fiji?

What is your client’s motivation?

Many tourism market researchers have found out that the key things people are looking for on their holidays are:

• Pristine environment, clean beaches & nature
  

• Unique attractions
  

• Safety
  

• Good value for money
  

• Food & dining
  

• Immersive Culture
  

• Hospitality and friendly service
• Events

Fiji ticks the boxes for all of the above, which makes it a destination easy to offer proactively to your clients no matter where in the world you are based.

Sales Hurdles and how to overcome

Sales hurdles and how to overcome

•  NZ
  • Fiji is only for families and couples
  • Fiji  has something for every type of traveler, from young adventurers to the  young-at-heart. With unique spots like the world’s first island beach club  (Malamala Beach Club), floating bars like Cloud 9 & Seventh Heaven, and  South Sea Sailing aboard Sabre, Fiji offers more than you might expect.
  • Fiji can be expensive…
  • While  Fiji may appear more expensive than our competitors, its close proximity to  New Zealand, the wide range of top-tier resorts and experiences, and the  warmth of the Fijian people ensure that the value your client receives from  their holiday is unmatched.
  • The food is average
  • The  quality of Fiji's culinary scene has significantly improved in recent years.  Many internationally acclaimed chefs work at various resorts and  establishments around Fiji sharing their expertise with local chefs. There is  also a strong emphasis on showcasing Fiji’s fresh, local produce and seafood  with a growing number of farm-to-fork and dock-to-dine.
• AU
  • Fiji is boring and only for families and couples. 
  • Fiji caters for a range of travellers from youth travellers to those young-at-heart. With floating bars like Cloud 9 to the world’s first island beach club, Malamala, and a variety of nightlife at Port Denarau, Fiji cooler than you think.
  • Fiji is expensive
  • When compared to some of its competitors, Fiji can seem expensive. However, when considering its close proximity, the high quality of resorts and experiences, and friendly locals, the value your client receives from their holiday is unwavering. Also, you get more commission when booking a Fiji holiday!
  • The food isn't great
  • The quality of food and Fiji’s ‘food scene’ has come a long way in recent years. Many internationally renowned chefs are now plying their trade in a range of resorts and establishments and passing their culinary knowledge to local chefs. There is also a huge focus on highlighting Fiji’s fresh local produce. 
• North America
  • Fiji is too far. ‍
  • Fiji is just an overnight flight from LAX or SFO with late evening departures and early morning arrivals – fall asleep in California, wake up in Fiji.‍
  • Fiji is too expensive.‍
  • Travelers from North America benefit from an d exchange rate of 2 to 1 FJD to USD, great value for Americans.  Compared to other destinations with 4 and 5-resorts rates are quite reasonable and for families they will find a range of accommodations with rates that start lower than mostmany  resorts in on Hawaii and Mexico based on what you receive: most resorts offer complimentary non-motorized water sports, in room coffee and tea service plus the ultimate luxury of and uncrowded beaches and , seclusion due to the fact that many islands just have 1 or 2 resorts.  Plus individual tipping is not practiced in Fiji!‍
  • It’s just another beach destination.‍
  • Fiji has dozens of water sports and land-based activities to choose from, be it snorkeling, diving, SUP, surfing, golfing, hiking or fishing. Fiji also has a strong culture and friendly locals who welcome tourists - Village visits are an amazing way to learn about the traditions. Visitors will always have access to insider experiences as resorts in Fiji are staffed by locals who will treat you like family and treat you to nightly entertainment performing songs and dances passed on from generation to generation.  
    

• China
  • No direct flight from mainland China –FJ flies from HKG-NAN 5 schedule a week and provides many transfer options with China domestic airlines. Also, the charter from China mainland were operated during Chinese New Year in recent years
  • Language & culture barrier –Language barrier used to be an issue for Chinese travelers, but most of international hotels improved their Chinese language guest service. TF is working on a China Welcome project, trying to engage with more hotel stakeholders in Fiji on what Chinese guest really need during travel.
  • Fiji is expensive –while comparing with those South East Asia islands, Fiji looks more expensive but considering the higher quality of travel experience for travellers. It also brings more commission and benefit for travel agents

• Japan
  • Direct flight option from Japan –Fiji Airways flies from NRT-NAN, 2 schedule a week. Japanese can use FJ’s domestic airline partners such as Jetstar Japan and Japan Airlines flying from other cities in Japan easily to Narita and onward to Fiji. Also, Japanese travellers can access Fiji via a lot of Australia and New Zealand direct flights from Japan.
  • Language & culture barrier- Language barrier used to be an issue for Japanese travelers, but most of international hotels improved their Japanese language guest service. TF is working on a Japan Welcome project, trying to engage with more hotel stakeholders in Fiji on what Japanese guest really need during travel.

• UK/Europe
  •  “Too far away” - We like to say one day away. You can get to Fiji with just one plane change in SIN / HKG/ NRT or LAX or SFO. Modern aircrafts offer a wide selection of onboard entertainment. You will have plenty of time to catch up on the latest movies. Consider breaking the journey with a stop-over in one of these destinations.
  • “Too expensive” - Compared to other long-haul destinations flights to Fiji are surprisingly good value for money. Book early and especially in shoulder season (after Easter and before 1^st July) when airfares are lowest. The cost of living is similar to Europe. Eating and drinking is great value. If you pre-book add-ons, it can save money, such as meal plans at the resorts or excursions. Fiji is arguably the best destination in the South Pacific for strong infrastructure – from luxury visitors to backpackers. Fiji is affordable and has lots of choice.
  • “I don’t have enough time” - less is more! Don’t try to pack in too much if clients have only 10 – 14 days in total. It’s a challenge to combine Fiji with NZ or AU in that limited time. But it is lots of time just to explore Fiji as a stand-alone destination with 2-3 different places to stay. 
  • “It is just like the Maldives” - no, it is not! Fiji offers a lot more variety in landscape, accommodation, regions and activities. Fiji visitors get to experience the unique culture hospitality of Fiji. Most staff working in the resorts are authentically Fijian. This combined, with good infrastructure, ease and low cost of island-hopping, makes Fiji a winning destination. 

• India
  • “Fiji is far away and has only water activities” - Fiji may seem distant, but with convenient connections from most Indian gateways through major hubs like Singapore (SIN), Hong Kong (HKG), Tokyo (TYO), or by combining your trip with Australia’s Sydney (SYD), Melbourne (MEL), or New Zealand’s Auckland (AKL), getting there is easier than you think. You can also add a stopover at any of these hubs, giving you a dual destination holiday at an additional cost.
  • “Value for money destination” - Fiji offers incredible value for money, with holiday options that suit all budgets, yet never compromises on world-class standards. Friendly locals and exceptional service-oriented staff ensure that your trip will be memorable and seamless. From luxury resorts to local experiences offering both modern and traditional stay options, Fiji guarantees 100% satisfaction for your esteemed clients, delivering worry-free holidays with outstanding reviews.‍
  • “It is just like any other tropical island ” - While, Fiji is indeed one of the most beautiful tropical islands in the South Pacific, it stands apart by offering a variety of combinations to suit every traveller. Whether you’re looking for adventure, relaxation, wellness, or luxury, Fiji has something unique for everyone. The islands offer a combination of experiences, from the “one island, one resort” experience to multiple resorts on a single island, giving you a range of options that will make your stay unforgettable. Fiji also offers a bundle of unique Fijian experiences that one just cannot miss.

Fiji’s unique selling points 

Overarching USP:

• People – Many destinations have beautiful white sandy beaches and crystal-clear waters, what separates Fiji from its island competitors are its people. Fijians are known to be the happiest people on the planet and wherever you go, you’ll be sure to hear that big Bula welcome and warmth from the friendly locals
• Culture – While Fiji offers all the creature comforts of Western societies and feels very familiar, it's a world away when it comes to culture. Fiji is rich with tradition and culture from kava ceremonies, fire walking to light festivals.
• Variety – Fiji has a diverse range of regions, accommodation and activities on offer, and it appeals to everyone- from backpackers to luxury clients. Fiji has so much more to offer than just beaches and turquoise sea making it a destination with something for everyone with world class products at affordable price and a high returnee rate. 
• Great tourism infrastructure. You will have no problems building a perfect itinerary with helicopter, private water taxis as transfer option by sea, with domestic flights, reliable ITOs to handle bookings. In the Food & Beverage segment Fiji has lifted the bar significantly in the last couple of years. 
• Fiji has something for everyone. With 333 islands you will find perfect for whoever your client is.   You will find adventure, flop and drop, family havens, couple bliss, perfect resorts for a multigenerational get together, spots for foodies, divers, surfers and yachties. Hikers and wellness seekers.   Fiji has it all.‍
• Fiji is transformational.  Fiji is about the people.  You can visit a village, sit down with the chief and drink kava and have an entire village sing to you as you depart your island resort.  People in Fiji are rich in happiness and always ready to spread their musicality and traditions with guests.  

Regional USPs:

• NZ
  • Proximity – Fiji is a short 3-hour flight from Auckland, with direct flights also available from Wellington and Christchurch. You’ll be arriving into the same time zone feeling refreshed and saying Bula in no time.
• AU
  • Proximity – Fiji is only a short 4-hour trip from Australia
• North America
  • Fiji is easy to get to.  an overnight direct flight from LAX or SFO to Nadi (10 hours) in Fiji Airways brand new A-350 – fall asleep on the West Coast, wake up in Fiji.

• China
  • Happiness – People in Fiji are rich in happiness, that attracts Chinese visitors a lot who stress in life.
  • Viable flight options from mainland China –FJ flies from HKG-NAN, NRT-NAN and SIN-NAN, at least 7 schedule a week and provides many transfer options with China domestic airlines. Also, Chinese travellers can access Fiji via a lot of Australia and New Zealand direct flights from mainland China.
  • Language & culture barrier –Language barrier used to be an issue for Chinese travelers, but most of international hotels improved their Chinese language guest service. TF is working on a China Welcome project, trying to engage with more hotel stakeholders in Fiji on what Chinese guest really need during travel.
  • Fiji is cost efficient– while comparing with other long haul island destinations (over 8-hour flight) such as Tahiti, Hawaii and Mauritius, your clients will get a better holiday stay & activity experience in Fiji with the same budget. It also brings more commission and benefit for travel agents

• UK/Europe
  • Combination & Safety – A trip to Fiji can be easily combined with a longer trip to Australia and New Zealand - or as part of a South Pacific combination with Hawaii, Samoa, Tonga and some other Pacific Islands. Fiji has multiple gateways, offering alternative stopovers and has great infrastructure. Island hopping is easy and affordable. It is considered a safe travel destination which appeals to so many visitors, including solo travellers. For most, Fiji is is a unique experience, it’s iconic and your clients will want to tell all their friends about. It’s somewhere where you can totally unwind and have activities on your soorstep. Luxury is in the experiencee! 
    

• India
  • Combination & Safety – A trip to Fiji can be easily combined as an add-on with a longer Australia or New Zealand trip or a shorter trip to Asia (SIN/HKG/ JPN). Fiji is a year around and safe travel destination. ‍
  • Fiji is a memorable holiday destination for one and all. Fiji is a bucket-list destination suitable for couples, honeymooners, families, friends, adventurers, and solo traveller's alike. Whether you're soaking in the culture, enjoying laid-back experiences, diving into thrilling adventures, or indulging in luxurious wellness treatments, Fiji offers something for every pace— You are on Fiji time - No Hurry No Worry.

Benefits for you

What are the benefits for you – apart from an instant sale?

• We strongly recommend early bookings, as popular resorts tend to fill up quickly. This ensures you secure business well in advance, providing you with a clearer forecast of your future commissions.
• Many visitors to Fiji become repeat travellers. Once they experience Fiji’s charm, they are likely to return, offering you a loyal client base for years to come.
• Word of mouth remains an invaluable marketing tool. Satisfied clients are more likely to recommend your services, helping you grow your customer base organically.

Upselling options

• Business class instead of economy
• Heli-transfers
• Longer cruise – instead of 3 nights, try to sell the 7-night cruise
• Private transfers
• Beach front bure instead of garden room
• Meal plan instead of breakfast only
• Daytrips with open dates