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Sky Travel isn't alone in offering business travel services. Obriy
Travel, which has affiliations with American Express, Belgium-
based Carlson-Wagonlit Travel and Sam Travel are among the
agencies fighting for a share of the business travel market.
Sam Travel Marketing Director Tetyana Shestopalova said that
organizing corporate events has become a sought-after niche
market.
"The large number of people involved in organizing a business
trip makes these orders very special," she said. "It's not as simple as
reserving a room with a view of the mountains in a Greek hotel
for a tourist.
Unlike regular travelers, business customers require high-quality
accommodations, often need well-equipped conference rooms and
even special charter flights. Event participants may even request
that an agency arrange special entertainment programs.
She said that volume sales and partnerships with hotel chains
enable travel agencies to negotiate heavy discounts on trip
components including accommodations and airfares.
Even with discounts, international business travel can strain the
budgets of Ukrainian firms, keeping even those that would
otherwise like to prospect for international clients at home.
"These trips can be very expensive," she said. "So far, only
companies with foreign roots are placing orders."
She said business travel accounts for 15 percent of the agency's
international sales. Leisure travelers still make up the bulk of
the firm's customer base.
"We still concentrate on tourism," she said, adding that the
business travel market would have to grow substantially before
an agency could afford to exclusively serve the business travel
market segment. "There will have to be many more local
companies that can afford to attend meetings abroad."
Sky Travel's Luyk said that while local firms aren't attending
many meetings abroad, a growing number of foreign companies are
opting to hold meetings in Ukraine.

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