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Getting into MarketKey EventsWorld Travel Market 2008Date: 10 November 2008 - 13 November 2008 Location: London, England International Luxury Travel Market (ILTM) 2008
Market InformationThe Dutch are very independent travellers. A high proportion travel using rental cars and campervans. Dutch consumers tend to research their destination in-depth prior to travel.There are around 1,800 travel agencies throughout the Netherlands. While the internet is having a big impact on travel sales, especially for short-haul, the retail trade remains an important channel for long-haul bookings. There are currently around 20 travel sellers actively selling New Zealand. The Dutch travel industry has experienced substantial consolidation in recent years and this trend is continuing. For example, in 2008 Pacific Island Travel became part of the Best of Travel Group; and Wereldcontact has joined forces with ITG Travel Group (who own Barron Travel, Travelnieuw-zeeland). In the year to July 2008 the market for long-haul holidays grew by 8 per cent, showing that travel has become a way of life and a ‘must do’ for many Dutch. However, budget-conscious travellers are still looking for ways to get the most out of their Euro, including holidaying where the Euro is strong, travelling less often, and departing from an airport across the border to avoid the new Dutch eco-tax that came into effect 1 July. New Zealand’s main competitors in this market are the US, Caribbean and Central America. Doing Business in the NetherlandsThe country should be referred to as the Netherlands rather than Holland, a name that originates from two provinces - North and South Holland. People from other provinces may object to their country being referred to as Holland.The official language is Dutch, but English, French, and German are commonly understood. Over 80 percent of Dutch speak fluent English, so language difficulties will not usually be an issue. The Dutch value openness and honesty, both seen as essential in building up the trust necessary for a strong business relationship. They can often seem very direct, saying exactly what they mean, but this should not be misunderstood as disinterest in building relationships. Humour also plays an important role, helping create a relaxed and open atmosphere. Work colleagues usually address each other by their first names, especially in the main cities and in newer businesses. As a reflection of the egalitarian Dutch society, it is considered bad manners to display ones ranking in the social or office hierarchy. Teamwork is considered very important in the Netherlands. Good topics of conversation in the Netherlands include the weather, politics, travel and sport. Try to avoid money, coffee shops or Dutch food (unless you are being complimentary). Companies need to work at maintaining a good working relationship with their Dutch partners. It is not appropriate to request appointments from large organisations at short notice. Long lead times are generally expected. Punctuality with appointments is vital. Decisions can be made very quickly, providing the necessary information has been made available to the Dutch partner. Where there is a delay, it may be due to the need to consult with other employees. This inclusive Dutch approach to decision making takes place in the framework of a "Vergadering", or internal company meeting. It is generally advisable to avoid gift giving in the Netherlands in the context of a business relationship. If a gift is given, it should be small, possibly something relating to New Zealand. Following the signing of an important deal, it may be appropriate to invite your business partner, together with their team, for drinks. Flowers are appropriate for an invitation to a private home. There were 14.5 million Dutch internet users in November 2007, almost 88 per cent of the population. (source: World Internet Stats) Sources: NZTE Country Profile http://www.marketnewzealand.com/MNZ/services/14431.aspx
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