Smart card marketing

Smart cards give tourists easier and quicker access to major city attractions and travel networks.

Arabella Nairne looks at the system's benefits for customers and operators

Contents
What is a smart city pass?
Data capture and smart card technology
The Internet Connection
Broader Marketing Benefits
What can operators do to use the pass to their own benefit?


The London Pass was the UK's first smart card city pass and was launched in 1999 by the Leisure Pass Group, a specialist tourism company that creates and manages local smart card pass systems. It was followed this year by passes for Bath and, most recently, York. There are four more, as yet undisclosed, cities lined up to implement the system.
The idea for a London city pass came from seeing a similar initiative being run in Stockholm in Sweden. It was clear that the same idea could be applied to London.

Generating more awareness and more customers is what all operators strive to achieve. A third party partnership is of mutual benefit as each company is striving for the same end of bringing in more visitors. Getting involved in a city pass scheme is one way of boosting visitor numbers and has the added advantage of allowing operators to gather customer data.

 
What is a smart city pass?

The credit card-sized smart card pass permits free entry to many selected venues, with the added bonus of special offers and extra facilities for the user. Operators involved in the scheme include visitor attractions, restaurants, cinemas and tenpin centres. The pass can include local public transport and comes with a free copy of a comprehensive guidebook in three languages, with a page dedicated to each operator participating in the scheme.

The pass helps visitors make the most of their stay in a city - so they can benefit by packing more into their stay, use the free information in the guidebook to plan their entertainment, get to the front of the queue for some attractions and save money.

Attraction operators can sign up to be included in the relevant pass at any time, with no cost involved. The attractions are paid a negotiated rate for each visitor the pass sends through.




Data capture and smart card technology
The smart card system allows users to simply swipe their card through a special reader, normally at the till point in a venue, activating the card the first time it is used. It is then activated for the relevant number of days, according to which pass has been purchased. The passes vary in cost, for instance, the London Pass is £24 for an adult for the minimum one day, including travel, and £89 for the maximum six days. This technology benefits the venues as readers are installed in all terminals to collect data that can be useful for venues to find out who their customers are.

 
The internet connection

Each pass has its own website outlining how the pass works, what the benefits are to visitors, a list of the venues included and the option to book online. The websites are useful marketing tools and operators benefit from
the global reach of the medium. Around
50 per cent of London Pass users book
on-line, demonstrating that this is a very important tool for attracting visitors to London. The passes are also available from tourist information centres.
If an operator knows its audience is internet savvy, or if they don't have a strong web presence, the pass system is a good way to reach a much larger audience. For further information see www.londonpass.com, www.bathpass.com or www.yorkpass.com.


Broader marketing benefits
For smaller or less well known venues in particular, being part of a city pass scheme gives them a chance to attract more visitors. The passes include a mix of large brands and independent operators, which means any business could potentially get involved.
Additionally, all venues included can benefit from The Leisure Pass Group's own global marketing campaign and dedicated PR support, which attracts visitors from around the world.
Another benefit is Leisure Pass Group's links overseas - 36 per cent of bookings are made through overseas sales agents. The Leisure Pass Group is involved with a large number of travel trade partners, which means that venues are constantly being promoted to potential visitors.

 
What can operators do to use the pass to their own benefit?

Operators can capitalise on being part of
the scheme by keeping customers aware of how they are involved and what it means
for them. Operators can use the city pass as a personal marketing tool to make it as easy as possible for pass-holders to visit their attraction.

Arabella Nairne is sales and marketing manager of Leisure Pass Group. Tel: 020 7580 8060.

 

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