Meet Vijay Kalra: Vijay Kalra, Director of Discover India

How would you define the incentive market in India?
V. K. - In all cases, it's a high-contribution market, whether it's the British, the Germans or the French. We handle around 10 corporate groups a year and around fifty leisure groups, averaging around 60 people. But we can go up to 400 people.

What's your latest example?
V. K. - A French corporate group from the insurance sector to be precise. It was in Rajasthan, but it could just as easily have been in Goa. 300 people and 11 buses belonging to our own fleet: they stayed 7 days for the secondary group and 9 days for the others.

And what about Goa?
V. K. - The last time, it was a group of 250 people with, in combination, the north of India, including the Taj Mahal and Goa. We even chartered a plane for a personalised transfer.

What was the programme in Goa?
V. K. - Panaji, Velha Goa, tuk-tuk and scooter rides in small groups through rice paddies and coconut groves, lunch on an island preceded by an Olympics, a white party and a hippy party with wigs, necklaces and flowery tunics. For this, we transformed a room in the hotel, the Hyatt, into a nightclub.

How is the market doing?
V. K. - Goa has always attracted visitors. Ever since the hippies in the 60s and 70s. As far as incentive groups are concerned, it's only been since the 90s. It's a question of fashion... The BRICS summit two years ago gave the destination real visibility. We're seeing exponential growth throughout India as infrastructure improves.

What would your advice be?
V. K. - Combined flights! Goa-Bombay, for example, Bombay being an easy gateway, served by all Western airlines.