In our previous post, we spent some time talking about medical tourism and the opportunities it offers for the spa industry. Although this week’s topic is slightly different, it also connects our field with the travel and hotel industries. In this article, we take a look at the trends and business opportunities offered by Chinese outbound travellers who, according to the China Outbound Tourism Research Institute (COTRI), are set to transform their country into “the largest source market for global tourism before 2020.”
We will be nurturing this discussion with some of the valuable insights provided by the article Preferences and Attitudes of Chinese Outbound Travelers: The Hotel Industry Welcomes a Growing Market Segment published by the Cornell University Report and written by Peng Liu, PH.D., Qingqing Lin, Lingqiang Zhou, Ph.D., and Raj Chandnani. Let’s see why we think our industry can also take advantage of this important trend within the travel industry.
En nuestro artículo anterior, nos referimos al turismo médico y las oportunidades que este ofrece para la industria del spa. Aunque el tema de esta semana es un poco diferente, también conecta nuestro campo con la industria hotelera y de viajes. Esta vez, vamos a echar un vistazo a las tendencias y oportunidades de negocio que ofrecen los viajeros chinos, los cuales según el Instituto de Investigación del Turismo Chino (COTRI por sus siglas en inglés), terminarán por transformar su país en “el mayor mercado emisor de turismo global antes del 2020”.
Vamos a estar alimentando esta discusión con algunos de los valiosos aportes ofrecidos en el artículo Preferences and Attitudes of Chinese Outbound Travelers: The Hotel Industry Welcomes a Growing Market Segment escrito por Peng Liu, PH.D., Qingqing Lin, Lingqiang Zhou, Ph.D., and Raj Chandnani y publicado en el Cornell University Report. Míremos algunos argumentos por los cuales pensamos nuestro sector puede sacar provecho de esta importante tendencia en la industria de viajes y turismo.
Features and preferences of the Chinese traveller
The Chinese market is relatively young. According to COTRI, “70 percent of all outbound trips from mainland China only happened within the past six years,” something tightly related to the dramatic increase of personal wealth in the country and the significant expansion of the Chinese middle class during the last decade.
Considering the above, the Chinese market offers lots of possibilities towards the future. While today’s travellers favour group trips and nearby-Pacific destinations, future Chinese travellers may be more willing to explore on their own destinations outside Asia, mainly across Europe and North America.
In spite of that, the Chinese traveller has a set of values and interests that will probably remain the same. Shopping focused tourism, for instance, is and will be one of the most popular travel preferences among Chinese travellers. According to the Cornell University Report, “the culture of gift giving motivates Chinese consumers to allocate substantial amount of their travel budget on shopping.” Because of that, Chinese travellers will probably continue favouring urban experiences over resorts or country-related destinations.
In terms of amenities, culture and time efficiency are the two most important variables for Chinese travellers. That is exactly why tea and coffee making facilities, internet and wifi, and dedicated storage are the three most popular amenities among Chinese travellers.
Recreational amenities, however, are also appealing to the Chinese market. “Four Seasons Hotels and Resorts, for instance, have identified recreational amenities as a competitive point of differentiation, with indoor swimming pools and efficient à la carte spa treatments, including Chinese modalities, foot treatments, and salon services to attract Chinese travelers.”
Finally, it is important to keep in mind the travel segments of the Chinese market. According to the Cornell University Report, “families with young children, retired couples, and singles will see the greatest growth.”
Seizing the opportunity
Different hotel chains across the world are already targeting in a very specific way the needs of the Chinese market. For instance, Hilton’s Huanying program includes Mandarin-speaking team members, amenities such as Chinese teas and tea kettles, and a rich breakfast that includes dim sum, fried rice and noodles.
We believe the spa industry can also take advantage of the business opportunities that have been created by Chinese outbound travellers. Spas should cater for these clients and have something in their spa offering adapted to these travellers’ needs. Considering the popularity of shopping focused tourism among Chinese travellers, spas could offer, for example, international branded products, firm massages and whitening facial treatments. They could also include in their treatment menus services that are popular among Chinese travellers. We believe there are many options spas could use to attract Chinese travellers. It is up to us to seize this opportunity.
Las características y preferencias de los viajeros chinos
El mercado chino es relativamente joven. Según COTRI, “el 70 por ciento de todos los viajes internacionales desde la China continental ocurrió tan sólo durante los últimos seis años”, algo estrechamente relacionado con el dramático aumento de la riqueza personal en el país y la significativa expansión de la clase media china durante la última década.
Teniendo en cuenta lo anterior, el mercado chino ofrece muchas posibilidades hacia el futuro. Si bien los viajeros actuales favorecen los viajes de grupo y destinos en el Pacífico Asiático, los futuros viajeros chinos podrían estar más dispuestos a explorar por si mismos lugares fuera de Asia, sobre todo en Europa y América del Norte.
A pesar de ello, el viajero chino tiene un conjunto de valores e intereses que probablemente seguirán siendo los mismos. El turismo de compras, es y será una de las preferencias de viaje más populares entre los viajeros chinos. Según el informe de la Universidad de Cornell, “la cultura del dar regalos motiva a los consumidores chinos a destinar una parte sustancial de su presupuesto de viaje en compras.” Debido a esto, los viajeros chinos probablemente continuarán favoreciendo experiencias urbanas por encima de los resorts y destinos ubicados en zonas rurales.
En términos de servicios, la cultura y la eficiencia del tiempo son las dos variables más importantes para los viajeros chinos. Precisamente por ello, las instalaciones de té y café, internet y wifi, y las áreas de almacenamiento representan los tres servicios más populares entre los viajeros chinos.
Sin embargo, las facilidades recreacionales son también atractivas para el mercado chino. “Por ejemplo, la cadena Four Seasons Hotels and Resorts ha identificado la importancia que las facilidades recreacionales poseen como punto de diferenciación competitiva. En particular, las piscinas cubiertas y los tratamientos a la carta en spas que incluyan modalidades chinas, tratamientos para los pies y servicios de salón han sido utilizados para atraer a los viajeros chinos”.
Por último, es importante tener en cuenta los segmentos de viajes en el mercado chino. Según el informe de la Universidad de Cornell, “las familias con niños pequeños, las parejas de jubilados, y los solteros representan los sectores que experimentarán un mayor crecimiento” hacia el futuro.
Aprovechar la oportunidad
Diferentes cadenas hoteleras de todo el mundo ya están sirviendo de manera bastante específica las necesidades del mercado chino. Por ejemplo, el programa Huanying del Hilton incluye personal que habla mandarín, selecciones de tés chinos y teteras, así como un rico desayuno que incluye dim sum, arroz frito y fideos.
Creemos que la industria del spa también puede tomar ventaja de las oportunidades de negocio que están creando los turistas chinos. Los spas debén tratar de cubrir las necesidades de estos clientes y tener algo dentro de sus ofertas que se adapte a lo que buscan los viajeros chinos. Teniendo en cuenta la popularidad del turismo de compras que existe entre los viajeros chinos, los spas podrían ofrecer, por ejemplo, productos de marcas internacionales, masajes deportivos con presión firm y tratamientos faciales para aclarar la piel. También podrían incluir en sus cartas de tratamientos servicios que gozen de popularidad entre los turistas chinos. Creemos que existen muchas opciones con las cuales los spas pueden atraer a los viajeros de la China. Sacar provecho de esta oportunidad, depende de nosotros.
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