Issue Six - The Ski Trade Magazine by The Ski Trade Magazine

| ISSU E 06 2014 MAR

On his future, his past and why the Olympics is about performing to the best of your ability

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March 2014 | Issue 06

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ALAIN BAXTER The Olympic skier talks to The Ski Trade and tells us he believes his bronze medal will one day return to him

Rob Stewart Co-Editor As we watched Jenny Jones win Britain’s "first" on-snow Olympic medal ever, we are reminded that it is 12 years since Alain Baxter secured third place, in a bronze medal winning run at the Salt Lake City Winter Olympics – a medal that was subsequently cruelly ripped away from him, for reasons that shortly afterwards were known not to be his fault. This magnificent achievement by Jones has brought back old memories of Baxter’s journey, and as a result thousands of people have signed a petition, pleading with the International Olympic Committee (IOC) to see sense and reinstate the medal that he won, fair and square, back in 2002. I sat down with Baxter at the 2014 SIGB ski test in Kühtai, Austria, to find out what he is up to, and how he felt about all this recent attention. Baxter has recently started a role with HEAD. First off was a job working with the race department in the factory near Bregenz, Austria, for 2 months. "Hubert, Head’s boot fitting expert, helped me set up my shop (Alain Baxter Sports in Stirling)", said Baxter, and he went on to talk about his new role. "I gained lots of experience with him. We were fitting boots for ski racers at the top level and in those 2 months I worked with 180 athletes. I really enjoyed working with skiers at that level". "Some of the up and coming British team guys were also involved and then Matt Humphries (HEAD UK) asked me if I wanted

to be an agent for the north of the UK." "This means I can now help everyone from beginners to World Cup ski racers." I asked Baxter what he thought about the UK snow sports industry and what opportunities there are in the future. "It’s exciting to be involved", said Baxter. "There’s so many changes in skis now, even for beginners. Then you have great intermediate skis, park, big mountain. This can all bring more people into the sport. Snowboarding and skiing are getting closer, they are now competing in the same event! Slopestyle. This has brought in a new crowd, as soon as skiing when into the park and half pipe – it’s brought the two sports closer together." After Baxter retired from ski racing in 2009, he didn’t really know what he wanted to do. Since the age of 11 he’d been racing, starting mainly on Cairngorm Mountain he made the British Ski Team by the age of 18. Then followed a career that included three Olympic Games and seven World Championships. "After retirement I was offered a talent transfer programme by the Scottish Institute of Sport and raced on the track, and at the same time had some work commitments with the BBC at the Games in Vancouver, and with Dare 2b", said Baxter. "I missed out of qualifying for the Commonwealth Games by seven-tenths of a second, and after that thought I need to get a proper job!" It was on the golf course one day that a friend suggested he got into boot fitting. "2mm can make the difference of a second or more for ski racers, and there’s the comfort side too."

We returned to the subject of Salt Lake, and how recent events have brought back those memories, and how Baxter still feels about this. He talked passionately about how he felt. "It’s been 12 years since Salt Lake, and it was 8 months of court hearing after that until I was cleared." "I’ve had so much support in those 12 years. We went public with it 3 weeks afterwards, and people that knew me just kept saying this is not Alain, he’s not a drugs cheat. The majority of coverage was mostly positive in that respect. I only have fond memories of Salt Lake and how I was skiing that week, it was amazing. I never thought of the Olympics as anything other than just another ski race, I never went to the opening or closing ceremonies. Slalom is always one of the last events, so I flew in, raced, and then flew out again. I never realised how big the Olympics were until I reached the podium. I saw some of the press cuttings from home after the medal and thought, this is massive. Before that happened, it was just another race." I asked him how he felt about the IOC, and how it has dealt with the situation since removing his medal. "It’s their loss", he said. "If I was cleared by the court of arbitration, and when other sports then recognise that, then why can’t they? I think in time the medal will come back. I was one of the best in the world in slalom skiing at that time, but after what happened I swore in front of mum!" I’m f****d’, he said after taking the call that broke the news about the negative test. "All I had was some herbal sleeping tablets, and two forms of sinus control, including

Vicks and some ibuprofen; that was it. Then Jenny won and it all kicked off again." "I’m really happy for Jenny. I felt a little strange when they announced it was the first medal on TV, but I emailed Jenny and congratulated her. The Olympics is about performing to the best of what you can and if you do that, you have the chance to win a medal." A recent petition has been started to ask the IOC to reinstate Alain’s bronze medal, and I asked him what he thought about this. "It’s brought back new feelings", said Baxter. "But the support has kept me going. We had an amazing team back then, and seeing that support coming out again is amazing. It’s emotional to have that, but where do we go from here? I thought during the 8-month court period that we’d won it, but the IOC said no." "The first race back after the Games was a Nor Am in Loveland Colorado. I came third and do you know who came fourth?’ Baxter said to me. "Benni Raich! He came up and apologised to me, about Salt Lake, he said, ‘I’m sorry’. ‘I’ve heard that when British kids get his autograph he always apologises to them. But that first race was very surreal." At the time we went to press, there were over 5, 400 signatures on the online petition but only time and the IOC can confirm Baxter’s prediction that one day his medal will return. In the meantime, we are all celebrating the fantastic results that British skiers and snowboarders fought so hard for in Sochi and despite recent political infighting between officials within the sport, it appears that the athletes themselves only have hunger for success.

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Issue 06 | March 2014

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Over a coffee in the centre of Avoriaz, France, one sunny afternoon during the Games, a friend (who has a very "cool" business, which takes him across the Alps each winter) expressed his complete disgust. "Embarrassing" was his summary. "Parents, whose kids want to take up freestyle skiing or snowboarding will think we’re a right bunch of tw*ts based on the ridiculous commentary," he passionately proclaimed.

With spring on the horizon, this is your last issue of The Ski Trade this season. Launching a new printed trade magazine in tricky economic times was never going to be an easy task, but the three of us have been more than up for the challenge. We’re grateful to everyone in the industry that’s been in touch with feedback, comments, and ideas. It’s our aim to make The Ski Trade an integral part of the winter sports industry, and we believe we’re firmly on our way. We’re now working on a summer issue, and if you’d like to get involved, we’d love to hear from you.

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Despite the divided opinions, I personally enjoyed Ed Leigh and Tim Warwood’s commentary of all things slopestyle and freestyle in Sochi. The duo have come in for some stick regarding their unusual, and slightly unorthodox (for the BBC anyway), style, especially in conjunction with Aimee Fuller’s enthusiastic contributions. Like it or loathe it, let’s look at the likely impact it’s had on snow sports.

At the last count, 400 people had complained to the Beeb about the pair’s enthusiastic style. Perhaps it was this exchange, Leigh: "I can feel my pulse in my lower intestine"; Warwood: "That’s not your pulse Leigh"; or the live crying that put people off. At the very least, regardless of which side of the fence you’re on, we must all admit it got the nation talking about snow sports like it never has before. Call it a legacy if you will.

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March 2014 | Issue 06

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What will it really take for our athletes to realise their full potential?

The Big Funding Question Amie Postings Co-Editor Throughout the Sochi Games we asked the winter sports community for their thoughts on levels of athlete funding. Some interesting opinions have been formed off the back of Team GB’s successes and failures. With funding levels for most winter sports disciplines allocated on a "chances of success" basis, it will be very interesting to see what happens next.

View the full results at theskitrade.com.  81% of survey respondents believe that athletes should be given funding, even if they don’t have medal chances.

believed the answer to be yes. "There needs to be a wider scope of funding from the very grassroots of all skiing," one respondent believes.  Only 9% of survey respondents believe GB will ever compete on a world level in Alpine skiing. We opened up the survey, asking respondents how they would improve our funding and medal chances. Adding winter sports to the school curriculum, as in Austria was one suggestion. Support for disciplines in which we have a chance of success, such as Telemark, or for those that other countries don’t fund or support was another idea. Suggestions were made regarding the allocation of more direct funding to regional ski clubs to create opportunities for young people. Access to good facilities and good coaches should be localised to ensure the most is made of any potential talent. Many respondents also suggested that British Ski and Snowboard (BSS) should take a lead from the success of GB cycling, with one suggestion that Sir Dave Brailsford should be enlisted to the cause.

If we look at why this has happened, we have to acknowledge the funding from the National Lottery via UK Sport, and the professional programmes BSS has put in place, specifically for the Park and Pipe programme. With the existing and emerging talent in the UK, we’re in a really strong position, especially with property company Delancey now supporting all the snow sports disciplines, with headline sponsorship of BSS, and UK Sport announcing that there will be increased funding for winter sports. The breakdown of how this funding will be allocated between the winter sports will be announced this summer."

Lesley McKenna is the Park and Pipe Programme Manager for BSS. "We need to increase the level of facilities available to our winter sports athletes. Whether we do this at the indoor snow centres, in the Scottish Highlands, or on dry slopes, we need to support the development of our current and up-and-coming talent. Funding is needed to develop reduced risk training facilities for learning and progressing tricks, and to progress with our 4-, 8- and 12-year performance plans. We have one of the best park and pipe coaching teams in the world, with a progressive attitude, and a culture of development, and hopefully we’ve now captured the attention and appreciation of the general public. The future has never looked brighter for UK snow sports."

Betony Garner, Spokesperson for BSS has just returned from Sochi so we spoke with her. "Our Team GB snow sports athletes put in our best ever performance by quite some margin, with six top ten finishes, and Jenny Jones’ bronze medal.

We also caught up with BBC pundit Ed Leigh before the Sochi closing ceremony for his thoughts. "No matter what UK Sport says, the snowboarders and freeskiers who have performed so well at these Games have not done it with their money. UK Sport came to the party late, and provided just enough funding over the last 3 years to ensure they can share in the success that is now being showered on the British freestyle team." Looking to the future, will there be a legacy? "The industry should now enjoy a new period of prosperity with the amount of people who have been introduced to the sport. Better sales figures, more ad revenue, and a much easier sell to sponsors, are just some of the perks. I’m confident that when money starts to pour into the industry, a solid chunk of it will be reinvested in grassroots development."

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Glenshee recorded one of its busiest days on Sunday 16 February, as a combination of snow and sunshine forced the police to close the car park gates. All the lifts and ski runs were open with exception of The Tiger, which was buried under 5m of snow at the top. Half-term week ensured that nearby Lecht 2090 attracted families across the country, and it looks certain that 2014 will be one of the best years ever financially for Scottish resorts. Managing Director Pieter du Pon added, "We are going to develop our snow park so it starts from the top of the chairlift all the way down, this will provide a fantastic facility for British freestyle skiers and boarders."

Swedish ski pole brand Pole Position has developed a new product aimed specifically at slalom ski racers. The basic principle relies on adding a small, specially developed, weight to the end of the ski pole, which builds more power to the turns. Owner Pelle Stenbäck launched the product at ISPO, and told us, "The Iso-Kinetic works by adding weight inserts to the tip of the poles, so you will increase your turning power up to 50%, and the ski-plane will become more responsive through this new feel and experience." Some slalom racers are already using the device within their training programmes, and initial results are positive, although at this time it’s not allowed in World Cup races under FIS regulations.

A good base and a fresh dump of snow ensured the 2014 Snowsports Industries of Great Britain ski test in Kühtai, Austria, was again a successful event. Eighteen ski hardware brands attended, with a total of 764 skis to try out. There were over 25 retailers, and at least six media companies in attendance, as well as accessory brands like SkiA and POC. We spoke to Lesley Beck, organiser of the ski test, on the second day, and she said, "It’s been another great year in Kühtai, and what a place to test skis. We saw fresh snowfall over the weekend, and then the sun came out, so we’ve had perfect conditions for testing the full range of ski categories that are available."

Ten elite British Association of Snowsport Instructors (BASI) skiers have been picked to represent the organisation at the Interski conference in Ushuaia, Argentina, during September 2015. The skiers were picked after qualifying at a test week in Zermatt, Switzerland, which took place at the start of December 2013. BASI Product Director Roy Henderson said, "The skiers were selected for their excellent technical ability, their delivery skills, and their knowledge of our pathways and philosophies." The perfect ten are: Alain Baxter; Jaz Lamb; Rupert Goldring; Rupert Tildesley; Lynn Sharp; Amanda Pirie; Paul Garner; Giles Lewis; Craig Robinson; and James Lister.

 Despite this, only 9% of respondents actually donate money to British ski or snowboard athletes. 45% said they do "sometimes", and 46% never donate.  At the same time, 73% of respondents would consider donating, which raises the question, how do you actually go about donating money to GB winter sports athletes? Is more awareness needed?  When asked whether better results are likely to occur if funding significantly increases, 45%

Should athletes be given funding, even if they don’t have medal chances? 82% Yes 9% No 9% Not Sure

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Issue 06 | March 2014

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SUSTAINABILITY ON THE SLOPES Patrick Thorne Columnist Just how much effort does it take to make a ski resort "sustainable"? The short answer is that it’s an eternal and ongoing battle. However, the SATA lift company at Alpe d’Huez in France (sataski.com) has recently released facts and figures relating to the 2-year period it spent attaining, and then retaining, its ISO 14001 Environmental Management international certification, first awarded in 2010, which provides some idea of the steps involved. It also shows how most ski resort operators these days now have sustainable operation truly at the forefront of their thinking, in a way that many skiers and boarders on the slopes simply don’t realise. Over a 2-year period before getting their certification, the resort began a systematic process of following sustainability regulation and best practice for every new project they instigated (such as installing snowmaking, or replacing a lift). Firstly, this meant being fully aware of known sensitive areas (Natura 2000, wet areas, protected species – even snakes and frogs), and mapping how development might affect these, however small. There was also systematic replacement of all vegetation with compost and grain specially adapted for mountainous areas, to return it to its original state after the work was complete. For example, when building a new lift, Alpe d’Huez looks to replace several old lifts and increase capacity, while having less support towers and less impact. They use helicopters to lift and remove towers to avoid impact with the ground, and use natural material, particularly local wood, in construction. And architecturally, buildings

at the top and bottom of lifts are designed to have minimum visual impact. Works for this ski season saw six fewer lifts, 60 less support towers, 10km less cabling, and yet greater uplift capacity, with a new lift boasting a world record 3900 skiers per hour.

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Grooming the pistes can also be done more sustainably, the resort has found. With 250km of runs to maintain, including the world’s longest groomed run at 16km, the piste groomers use biodegradable oil made from the colza plant. The drivers are trained every year in "eco driving" – a technique that is estimated to save 10% in fuel each year. Through a locating system, the drivers of the machines also know the amount of snow they have under their machine, and can thus avoid more automatic snow being made if it is not necessary.

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There are other sustainability tricks too. When snow is first made at the start of the season it is kept in large piles, rather than spread out on the slopes, so less grooming energy is used and less melting. Alpe d’Huez has also worked with the manufacturer Kassbohrer on the development of an electric piste groomer, and this season has unveiled the industry’s first hybrid engine piste groomer. Then there’s a long list of training, recycling, and other initiatives in eco management and sustainability achieved at an administrative level; for example, the company employs 550 staff, who used to arrive in more than 400 private cars between them each day, but now they arrive on nine coaches for work early each morning. sataski.com/en/common/environmentand-sata/

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March 2014 | Issue 06

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Broke Front Mountain Rob Stewart Co-Editor There’s been a new wave of debate surrounding on-snow safety, which has again focused on the use of helmets. Following Michael Schumacher’s tragic accident in December, and Sarka Pancochova’s recent helmet smashing incident on the Sochi slopestyle course, it seems like the call for mandatory helmet use has never been greater. Whilst advocating the use of helmets seems like a logical and sensible precaution, is the focus on this one area taking us away from what might be the seed of the issue?

high-tech methods of grading and preparing slopes, which often turn them into high-speed motorway routes – there’s not a bump in sight. Ski lifts are fast and efficient, eliminating queues, but placing a larger number of skiers on the same runs. Let’s not halt progress. The sport is set-up far better today than it was in the past, but we should consider that these changes are contributing to the kind of accidents we see on the mountain. Simon Clark has completed over twenty seasons in the Alps, and currently spends winters in Val Thorens, France, where he runs events linked with Europe’s highest pub, The Frog & Roastbeef. He’s noticed some changes in behaviour during the last few years, and feels things are getting out of control.

be more education on how to behave on the hill. Unfortunately it’s the people, by and large, riding out of control at too high speed that causes the majority of these collisions." He continued by questioning, "does wearing a helmet with music in your ears take away one of the most essential senses needed to stay safe on the hill? Awareness of what’s around you is vital, and if you can’t hear, you can’t be fully aware of everything going on.

going at high rates of speed on the margins of intermediate trails." Ski Trade recently spoke to Konrad Bartelski, and he felt strongly about this issue too. "There’s a major problem with recreational skiing, and that’s speed. Helmets are not the solution, they make you ski faster. Also resorts are designing slopes that make it easier to ski faster, it’s dangerous," he said.

There’s been a campaign to make everyone wear a helmet, but surely if we can reduce the number of collisions, we will make the hill safer."

Solutions to this are not easy to find, but there has to be some form of control on certain slopes. Expert skiers and snowboarders should be allowed to travel at high speeds, but could that be confined to certain areas? Aimee Fuller stated in her controversial, but inspired, Sochi commentary recently that we should all "get that lid on". She’s probably right, but it’s also time to keep our heads on and educate snow sports participants in how to act properly on the slopes.

Ski equipment has changed, and as fantastic as that might be, recreational skiers can travel faster now than they did 20 years ago. Ski resorts have

"Everyone is obsessed by the debate on wearing a helmet," says Clark, "but I feel there needs to

The negative headlines often talk about avalanche deaths off-piste, but the National Ski Areas Association in North America states in its factsheet that, "most of those fatally injured are above-average skiers and snowboarders who are

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The International Ski Travel Market (ISTM) opens in Kitzbühel, Austria, on 17 March. With 65 exhibitors, including the Olympic mountain resort of Rosa Khutor from Russia, organiser Reed Travel Exhibitions told us, "ISTM looks set to provide an essential springboard for new business across Europe." Each day includes a forum session, then pre-arranged meetings between exhibitors from ski resorts and hotels, buyers, and ski tour operators and agents. The topic for debate on day one is "The Future of the Mountains" from the perspectives of the environment, the family market, social media, events, and marketing. On the second day a panel of industry experts will focus on "Market Growth and Resort Development", examining how American resorts have successfully partnered with European destinations for marketing advantage.

The UK February half-term holidays are often considered a mid-season litmus test for many in the winter sports industry. If UK families are travelling to the snow, it’s generally viewed as a sign of industry strength. Marion Telsnig, Head of Public Relations at TUI Ski, reports that this February’s half-term was busier than the previous year, mainly because more schools in the UK took the same half-term week for their break. "We believe that more than 80,000 skiers and snowboarders went abroad for their ski holiday during February half-term week. That’s nearly 10% of all ski holidays annually." The Crystal/TUI Ski Report, an annual insight into the industry’s performance, will be published in July.

A number of interesting social media stats have been reported since the Olympic torch left Sochi, with both Twitter and Facebook unveiling their "most mentioned" data. Ice hockey was the most mentioned Olympic sport, followed by curling, then figure skating. 72,000 tweets per minute were recorded during the USA victory over Russia in ice hockey. Shaun White was the most mentioned athlete on Facebook, while Jenny Jones was the most mentioned female athlete. Over 40m Olympic-related tweets, and 45m different Facebook users generated 120m posts, likes, and comments, during the Games, making them the most viral winter sports event ever held, by a considerable margin. Read more about the Sochi social strategy at theskitrade.com.

Channel 4, the winner of a BAFTA award for its coverage of the London 2012 Paralympic Games, will broadcast 150 hours of coverage from the Sochi 2014 Paralympic Winter Games. Its broadcast schedules will include 50 hours of live coverage, on Channel 4 and More4, during the 10-day event. There’ll be two additional HD channels for live streaming, daily reports on

Channel 4 News, and special editions of the hilarious The Last Leg. Daily live coverage will feature all five disciplines – Alpine skiing, ice sledge hockey, wheelchair curling, biathlon, and cross-country skiing. Paralympics GB is sending 12 athletes, and we wish them the very best of luck! Find the full broadcast schedule at paralympics.channel4.com.

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Issue 06 | March 2014

THE FUTURE IS VIDEO

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Do:

Don’t:

 Plan properly – storyboard how your

 Make your video too long. An ideal

video, and if you’re featuring in it to introduce your business, develop a well practised speech, which reads naturally and confidently.

length is around 1 minute 30 seconds. Anything longer and you risk boring your potential clients.

 Set false expectations. Focus on  Use the correct equipment. If you don’t have the correct kit, seek the assistance of a professional video maker.

your realistic selling points, creating an honest presentation of your business.

 Rely purely on your own music  Involve your customers. If you have Amie Postings Co-Editor It’s not news that adding video content to your website is an effective way to engage your existing, and new, customer base. When Google announced that its algorithm now counts time spent watching videos as an indicator of quality content, a flurry of new promo videos were embedded. Video is the best way to demonstrate to travellers what your business looks like, and how it works. You can show viewers what they can expect upon arrival, and give your target market confidence in your product. A video sells your business values in an inspirational and informative way – if a picture says a thousand words, then a video says many more.

"It’s emotional engagement that makes video so perfect for the snow sports industry," Filmmaker Ross Fairgrieve believes (rossfairgrieve.com). "Thousands of people are dreaming about their next ski trip, and actively hunting out content that will get them even more excited for it. Nothing really hits home, and gets people reaching for their suitcases, better than a well thought-out and produced video that’s genuinely fun to watch." The tools required to make and edit a video of your ski chalet, rental shop, or ski school, have never been more accessible. Entry-level GoPro’s can be snapped up for as little as £189 (gopro.com), while editing suites can be downloaded for free. But what will your market make of it? "2.3 million

GoPro’s were sold in 2013 alone, which means that your homemade video will be old news to the majority of your customers, unless there’s more to it," believes Fairgrieve.

real, existing clients, who are willing to provide a testimonial on camera, get them involved. Maybe your team members would like to get involved too?

 Involve your in-resort partners. If you Experienced winter sports video makers, with the knowledge and experience to make a great promo video are available. They’ll produce an engaging stream of video content for your potential customers. If you don’t have the skills, confidence, or time to make your own, it’s worth looking at some of the specialist companies that can work on your behalf. If you’re planning a series of website upgrades during this spring interseason, including the addition of video content, it’s worth remembering the following rules.

work with a particular transfer company or ski school, for example, they may like to share in the production costs for exposure in your video.

 Include a call to action at the very end of the video. "Contact us now for a quote" is an effective prompt.

collection for background music. Inappropriate music will put viewers off.

 Over-brand. The more prominent or intrusive your business logo, the more likely viewers are to stop watching. Your buyers have an unconscious aversion to being persuaded.

 Forget to make the most of your location. If you’re in the Alps, then that’s what your potential customers want to see. Internal and external shots of your business engage the imagination.

 Copy what your competitors are  Use every opportunity to share your video. Start with social media, embed links into your company email signatures, and share with your partners in resort. Make sharing the video as easy as possible.

doing. Video content is everywhere now, but for the competitive edge, you need to make your video different. View the best, and worst promo videos at theskitrade.com.

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March 2014 | Issue 06

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SOFTER TIMES FOR HARDWARE the more affluent skiing population, or professionals with disposable income, and it was a bumper start to the winter snow everywhere. Retailers were confident and continued to buy stock, but skiers ceased buying later in 2011. The following winter was tough; the sales didn’t match up to the previous years, not even close. But are we turning the Kernen-S? Are the green shoots of spring starting to push through the ice?

Rob Stewart Co-Editor If you don’t turn off the bath taps, the water first runs through the overflow plughole, but eventually pours over the top, flooding the bathroom floor. The normal solution is to turn off the taps – stop the flow of water and you stop the flood. Unfortunately, when it comes to business and ski production, the taps take time to turn off. You need more water to survive,

and consumption is hard to gauge. Turning off the taps results in job losses, less turnover, perhaps less profit – that’s a tough decision to make. When there’s more skis being made than people buying them, it’s obvious you’ll create an excess in stock levels, resulting in either a pile of skis on the scrapheap, or a reduction in prices. During the 2-year period leading up to and including 2010, despite the economic crash, the situation was looking pretty good for UK ski hardware

sales. Then in 2011 things changed. There appears to have been a combination of factors that have contributed to a huge amount of excess stock floating around in the market. There was an increase in online retailers, who were fighting on price and were happy to sell last year’s skis – and it appears some manufacturers were happy to sell them too. There were lots of ski sales in the 2010–11 winter ski season, the economic crisis hadn’t fully filtered through to

Lee Hardy from Scott Sports thinks so. "We’re in a more stable situation now, more consistent. It’s definitely better than the last 3 years. But we are always realistic and don’t over supply the market with stock." So what are the challenges for this year and beyond? It appears that independent retailers are finding the online world a challenge after a period of growth, and now some larger web retailers are being supplied by manufacturers, even when they don’t have a "bricks and mortar" front door on the high street. With this development in mind, will it come to a point when the manufacturers see the opportunity of going direct to the consumer via the web?

Lee Hardy doesn’t think this will happen. "Skis are a very specialist tool, and retailers play a vital role in ensuring consumers get the right product for them. If you remove that link, then ultimately the consumer will suffer, and they are obviously key to our success." Ski Trade spoke to Scott Dobson at Dynastar Lange UK, and asked him if there are manufacturers offering big discounts on equipment. He told us, "many companies have greatly reduced their stock holding so there is not the old stock availability." And when we asked him if there’s a danger manufacturers could cut the retailer out, and go direct to consumers online, he said, "some brands are doing this already. It may not cover all of the items, but it is happening. But we support our retailers by giving them the best margins possible, and keep excess stock levels down so that there’s no excess stock in the marketplace." It remains to be seen if the balance between brands and retailers remains the same in future, or if demands from consumers drive the market in other directions.

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Emma Jane Carney | Hotel Chamois d’Or

Chalets, Chalet Hotels, and Hotels. What’s the Difference? guests with a chalet-style service.

"It’s a question that our guests ask us a lot. What differentiates a chalet from a chalet hotel, and a chalet hotel from a hotel? Here in a winter resort, the answer is "plenty"! The Hotel Chamois d’Or in Les Gets, France, is a full service hotel, refurbished in winter 2013. Although

we have a minimum stay length of 3 nights, we often take advantage of 1 or 2 night enquiries to fill the white space in our booking inventory. Our 60-cover restaurant is also popular with nonresidents, whilst our hotel bar has quite a local following too. We believe this makes us a hotel by definition, while at the same time we like to welcome our

Collecting important guest details relating to dining times, food likes and dislikes, children’s names and ages, drinks preferences, and special occasions are really important to us. At the same time we need to maximise our revenue streams, and be as flexible as we can in order to accommodate as many of our enquiries as possible. Balancing this flow of guest information, with the importance of generating revenue is quite a challenge at the best of times. So to aid this process, we decided to implement the ChaletManager property management system in the middle of the winter season. I genuinely felt that we were missing the opportunity to convert valuable enquiries into confirmed reservations with our old system. Our manual spreadsheet worked most of the time, but in hindsight, the margin for error

was quite large. In the throes of winter, a deposit payment could easily go unrecorded; a provisional reservation unchecked; or a batch of enquiry emails could go unchased. I’d imagined that ChaletManager was just for chalets, but I was wrong. The system gives us every opportunity to function as a hotel, without any compromises. Loading all of our reservation data from our manual system into ChaletManager was a daunting task that required some strategic planning. We decided to load all bookings into the system first, so we could begin to use the new system when checking availability for new enquiries; we then subsequently loaded all individual booking information, guest details, and payments as a second stage. To put that into context, we’re a 15-bedroom hotel running at an occupancy level of 89%, with an average stay length of 4 days. That’s quite a few individual reservations; and it took a total of 50 hours to get everything up to date.

It was time well spent in my opinion, and the efficiencies that have come from the new system have resulted in more bookings. ChaletManager is planning a number of new features in 2014, and as a hotel, we’ll be able to make full use of all of them at no extra cost to our operation. Guests will be able to process their own deposit and balance payments through the "MyBooking" function. The new staff management feature has a staff rota application. The most exciting add-on for me is an improved "Reports" function, which means the reports that I use most to communicate guest information between the hotel’s departments will run automatically. I’m genuinely excited to get stuck into these updates when the spring comes!" ChaletManager chaletmanager.com Hotel Chamois d’Or hotel-lesgets.com