93 / 120
93
Quanto às parcerias, ele informa que de
um modo geral elas ocorrem sem grandes
distinções nas diferentes regiões do país,
“mas o diálogo atualmente tem sido mais
intensificado junto às agências de viagens
corporativas, por iniciativa das próprias lo-
cadoras, embora haja no segmento de la-
zer amplo mercado para o segmento”.
O mercado tem grande potencialidade.
Para transformá-la em realidade, basta am-
pliar o conhecimento do produto e a qualifi-
cação do pessoal, recomenda Azevedo. Ele
acrescenta que é necessário “planejamento
e execução de investimentos coordenados
em atividades de treinamento, capacitação
e ações promocionais direcionadas aos
agentes de viagens, assim como na pa-
dronização dos processos operacionais e
comerciais. Conhecendo bem o produto,
o agente de viagens ganha mais poder de
argumentação e amplia as chances de con-
cretizar a venda”, sugere.
Da mesma forma, as perspectivas do
negócio são boas. “Com a tendência cada
vez maior de o agente de viagens exercer
seu papel como consultor de viagem, e não
apenas intermediador na venda de produ-
tos e serviços, entendemos que haverá na-
turalmente uma aproximação maior e mais
sinergia entre as locadoras e a rede de agen-
ciamento e operações de viagens e turismo
como um todo”, observa o presidente.
A successful business partnership is being built between travel
agencies and car rental companies, providing benefits for both
parties, as well as for clients.
The partnership also exists in the selling packages for tourists,
with a lot of agencies offering clients an opportunity to include a
vehicle. “Travel agencies promote car rental, offering customized
services to meet travelers’ needs,” says Antonio João Monteiro de
Azevedo, president of the Brazilian Travel Agency Association (ABAV).
The business is expanding and working well for those who are
involved in it. “Rental is very important to increased profitability for
travel agents because rental companies are better understanding the
importance of the agency network and the tourism business to new
business,” says Azevedo.
The rental companies pay agencies commission. The agencies
are responsible for promoting the service, with part of the demand
coming from the corporate travel market.
Acevedo says the business also creates a differential for clients,
who sometimes do not realize the value added by including car rental
on their trips. It can make executive travel easier, saving time and
money, and is also option for those traveling with their family, for
leisure, even from the point of view of safety and mobility.
In detailing the benefits, Azevedo stresses that the travel agencies
gain revenue by adding another service and adding value to the service
they provide by offering options to ensure them of the best costs
and benefits. The clients gain in added value and convenience,
when the product matches their needs. More choice certainly boosts
consumption, he says.
The partnerships, says Azevedo, are generally the same across
Brazil, but corporate travel agents are most interested, although there
is a large leisure market.
There is great potential. To realize it, the product has to be
promoted and staff have t be trained, says Azevedo, adding. “Planning
and investments in training and promotional activities focused on travel
agents are required, as is standardization of operational and business
processes. Knowledge of the product makes travel agents better able to
sell it and increases the chances of making sales,” he says.
Similarly, the prospects for the business are good.” With the
increasing trend for travel agents to operate as travel consultants,
and not only intermediaries in the sale of products and services,
we believe there will be a natural improvement in relationships and
synergy between the car rental and travel agencies overall,” Azevedo
concludes.
A business that is doing nicely
Travel agencies have increased profitability by renting vehicles for tourism and
business, generating added value for their clients