We have written two previous blogs encouraging communities to find ways to make travel and tourism part of the economic recovery in 2021. Our rationale in those earlier blogs was not to offer loans or grants to tourism businesses, although they have certainly been hit hard and deserve some relief. We want to see more travel. We want shops, museums, inns, restaurants, outfitters and hotels to thrive from serving more visitors than ever before. Make the economy work for them better and stronger than ever before.

In those earlier blog posts, we called upon communities to invest in their tourism economy by getting behind their local Destination Marketing Organization and increasing funding not decreasing it. In most cases tourism marketing budgets are dependent on lodging taxes, which have been weak during the pandemic. We continue to believe that the cities, towns and counties who zig when everyone else zags, and find a creative though temporary way to boost tourism marketing will reap the benefits.

Recently we read about another way that one destination is supporting its tourism economy — by paying people to travel. It’s a stimulus plan worth considering. The Falkland Islands is encouraging domestic travel by offering vouchers up to 500 pounds (more than $650 US) per adult and 250 pounds for children.

Could this idea work in the United States? Every time the government offers a stimulus plan, they hope citizens will spend it on retail or travel. Often recipients use it to pay down debt. Why not offer an incentive to travel? Whether it’s a direct payment like a voucher or a tax deduction. It would make a powerful impact on the economy, but the benefits of travel go far beyond economics, which makes the case for an incentive even more compelling.

• Travel brings people closer together — friends, couples, families, even multiple generations of family — through shared experiences and memories.

• It’s always a learning experience. Even if the itinerary doesn’t seem educational like visiting museums, people still learn just by being on the road. They learn about geography by getting a firsthand look at different landscapes or grasping the distances between places; and history by understanding how a place was influenced by it settlers, location and events.

• It fosters understanding between people of different cultures and backgrounds.

Anything that encourages travel sounds like a decent idea to us. What do you think? Would you travel within the U.S. if offered a voucher or a tax deduction?

I have always liked out-of-home advertising because it offers such a great opportunity for creativity. Some out-of-home options like billboards, busses or metro stations can accommodate larger-than-life, eye-popping ads.

A campaign for Jackson Hole, Wyoming, got my attention the other day in an industry e-newsletter. It makes very clever use of the space. It’s more than just a big poster ad. They turned this into a mini experience that is sure to be a conversation starter and maybe even a selfie opportunity. Sitting on that bench/chairlift with that awesome image of the Tetons in the background — most likely while you’re in the midst of your daily commute — surely makes a skier or snowboarder think, “I gotta get out of Chicago and go there.” Heck, I’m thinking that just from reading the article in my office in Virginia.

Even though out-of-home advertising results are difficult to track, this campaign reinforces something we have preached for many years. Great advertising — which means creative messaging, strong imagery, and clever use of whatever medium you happen to be working within — moves consumers through the sales funnel at lighting speed. Whereas, lame creative work doesn’t inspire anyone to take action. Weak advertising moves people through the sales funnel at a glacially slow pace, like waiting in a long lift line at a crowded ski resort.

I was recently flipping through the January issue of a travel magazine that serves the mid-Atlantic region. Most of the ads and editorial content focused on snow sports like skiing, snowboarding, snowshoeing and tubing. Keep in mind that I love winter sports. Those ads and articles appeal to me. Still, one ad in the issue practically jumped off the page. It was an ad for whitewater rafting, whose season begins late spring and runs through the summer.

Kudos to this advertiser for understanding two things:

  • Lead times for booking getaways may be getting shorter, but people are still researching — or at least browsing for ideas — far in advance of their trip
  • Remaining top-of-mind means keeping up the marketing all the time

We are looking forward to participating in the Virginia Association of Destination Marketing Organization’s 2018 Tourism Symposium next week in Charlottesville. As a corporate supporter of the organization we will be sponsoring a breakout speaker and both breakfasts.

The session we are sponsoring is a natural fit for us. It is about getting the most out of Google Analytics. As a firm that provides strategic guidance and creative services, generating results for our clients is our highest priority. The goals can vary widely from one campaign to another, so any tool that helps measure and quantify the results is helpful. Our team is creative and analytical at the same time. An unusual combination, I know.

Marketing tourism is quite different from marketing other products. For example, consumers don’t choose a destination the same way they would select a piece of equipment — based on statistics, horsepower, hard drive space, available warranty or even solely on price. People choose where to travel based on the destination’s uniqueness, its story and how powerfully it is presented.

As awesome as Google Analytics is — and we use it every day — here are some things it can’t measure:

  • Enthusiasm – Analytics measures a users time on site, but it can’t see if that person has a big smile on her face or calls out to family and friends “Hey, take a look at this.”
  • Awareness – How many times did a consumer see a print ad, online ad, video, billboard, social media post or bus wrap before finally taking action?
  • Inspiration – Potential visitors need more than to be informed. They need to be inspired. All marketing material, not just websites, need to feature concepts, words and imagery that make people say, “I want to experience that.”

We believe in the importance of all these things in conjunction with having the knowledge and ability to measure that which is measurable. That’s why we’re sponsoring this informative session.

We’re sponsoring breakfast because who doesn’t love bacon?

If you watch news on two different networks you might conclude that they are living in completely different worlds. Sometimes I like the idea of residing in a place where I make the decisions. In the ideal world that exists only in my imagination, here is how things would be for tourism marketers.

• Employers would encourage their workers to take time off. In America alone, 662 million earned vacation days off were left on the table last year. I don't know if employees choose to give up those days in order to ingratiate themselves to the boss to get ahead. I wonder if bosses subtly encourage such behavior. Ideally, bosses would understand that time off results in rejuvenated, hard-working, productive employees.

• By the time someone has earned enough time off from work to go on a vacation, his or her bank account will have accrued precisely the amount needed for a getaway. As long as this whole discussion is based on being in the perfect world let’s take this point a step further. If people can put pre-tax money into a healthcare or retirement account, why not allow tax-advantaged accounts for travel? The benefits for individuals and the economy are well-known.

• Elected officials would have a sophisticated enough understanding of economics to know that tourism marketing is more than just an expense item in the city/county/state budget. It's an investment that when done properly generates way more in economic impact and local tax receipts than the initial outlay. The same cannot be said of all government spending.

• Tourism offices would be adequately funded to effectively market their destination. This should especially apply to the smaller communities that often have rich histories and ultra-cool little-known stories but rarely have the resources to get the word out. These destinations need a fair chance not only to buy ad media but to develop high quality content and advertising materials.

• Businesses that traditionally rely on tourism — such as museums, resorts, hotels, restaurants, outfitters and guides — would realize that they are not in this alone. Local tourism offices are working on their behalf. Marketing a community is a team sport. They should support the official tourism office by staying in touch and helping out when possible.

• Consumers would be savvy enough to be able to see right through bland, misleading and uncreative marketing messages like "You'll find something for everyone."

* Note: That last one was a trick. Consumers are way too smart to fall for lame advertising. Most consumers are open-minded. They want to be inspired to visit unique, off-the-beaten-path places. But they're definitely not gullible.

"Half the money I spend on advertising is wasted; the trouble is I don't know which half."

I don't know precisely when John Wanamaker uttered this famous quote. He built his retail empire in the late 1800s so he said it long before terms like content marketing, search engine marketing, pay-per-click, or even television had entered the advertising industry consciousness.

Fast forward to 2017… specifically focusing on the destination marketing world… more precisely small to medium-sized destinations that don't enjoy universal brand recognition. I know that far too many communities are wasting money. How? By boring the general public with incredibly banal advertising.

Travelers have a lot of choices. Visitors need to be inspired to take action. Even people who have an innate sense of curiosity and a love for discovery need to be convinced to choose one destination over another. It’s a greater challenge for small and medium-sized communities because they are not likely on anyone’s Bucket List. Not to mention, they usually have smaller budgets. But that is exactly the reason why they can't afford to waste anything.

I have a feeling that Wanamaker’s famous quote is probably a lament about the inability to track results of ads in different media outlets, like magazines and newspapers considering the era in which he lived. Today, I’m applying his point to the creative work. If a destination is putting out advertising that does not make potential visitors gasp, they are wasting money. Print, digital, social or video advertising that does not make people stop in their tracks to read or watch is wasting money. If the message doesn’t make people think “Hmm, I need to know more,” it’s wasting money. If the imagery and style doesn’t make people think “I need to see and experience that with my own eyes,” it’s wasting money. I have never understood why a marketer would invest significant money buying media space only to run amateur ad content. No one is inspired by “Eat Stay Play” as an advertising message.


6 Walnut Avenue • Vinton, Virginia 24179

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