Intermediaries in Chile

TRENDS

Due to international middle-class air ticket prices decreasing by an estimated 20%, the intermediaries category has experienced an increase in passenger flows, but it has not led to a proportionate increase in total value sales. The consolidated entry of low-cost carriers has also increased demand for local destinations due to competitive low prices; however, it has left intermediaries with a small sales margin. The moderate growth in Chile’s economy has also had a negative effect on corporate sales, as enterprises have become more conservative in regard to trip expenditure, and the mining industry, which is an important part of airline and hotel sales, has generated less revenue as average tickets have been adjusted to match demand.

PROSPECTS

Intermediaries is set to achieve a value CAGR of 3% at constant 2017 prices over the forecast period, due to the significant growth in online sales. Online sales are expected to outperform offline sales as leisure travellers have more access to payment methods and are proactive in researching and creating personalised trips to satisfy their own needs. Agencies are taking the growth in the online channel into account by creating user-friendly apps customised for a better service. This enables this category to handle a large amount of transactions. On the other hand, offline intermediaries will have to adapt to the growing leisure traveller demand, given the uncertainty in the mining industry, which drives a large portion of corporate sales among these intermediaries. Even though air direct sales are growing and posing competition, this is an opportunity for agencies to improve their offering in lodging, car rental or activities, to complement the purchasing of air tickets. At the same time, offline intermediaries must improve their online platforms for online corporate business management, in order for clients to have a better centralised view of the offering.

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