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DESTINATIONS SELLING TIPS | TOURING & ADVENTURE ‘Emphasise value for money’
Hayley Morris leads a team of area sales managers who actively engage with Titan’s trade partners. They look after account management for head office’s trade relationships to help agents secure sales.
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Hayley Morris head of trade, Titan Travel
How to sell: This is a discerning market. They’re experienced travellers and know what they like. Value for money is important – it’s not about getting something for the cheapest price, but getting the most from the money they are spending.
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‘Ask about birthdays or anniversaries’
Matt Herbert is responsible for leading the product teams and developing and implementing strategy across the Leger Holidays and Shearings brands.
We grade our trips, so people can see how active they are and make a decision based on that. What’s hot: Our Far East and Southeast Asia tours have been hugely popular in the past year. Destinations such as Japan work perfectly as a tour because there’s so much to see, so having an expert guide who speaks the local language is invaluable. Other popular destinations include the US, Canada, India and Australia. Seasoned travellers are seeking out new and unique destinations. We’ve observed an
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Matt Herbert, production manager, Leger Shearings Group
How to sell: Mature customers might want to take that big holiday they’ve always dreamed of to celebrate an anniversary or significant birthday. Agents can give them confidence to
book by providing details of which cities they’re going to visit, where they’re going to stay and what meals are included. Find out the customer’s must-haves and nice- to-haves. Do they want to fly out to a certain place, or do they want to join a coach in the UK? An agent might not know everything about an operator’s offering or adaptations for mature travellers, so check our website or call to see what suits your client’s needs – our experts don’t mind answering questions.
What’s hot: ‘Grand Explorer’ holidays – such as Spain and Portugal and Highlights of Eastern Europe – have taken off. Since Covid, people have more to spend because they didn’t go away for a couple of years. Agents can hone in on that. Top tip: I ran agencies in a previous life, and I used to say: “You need to get excited about what [the customer] is excited about.” Booking is the first part of the holiday. Sometimes, we see customers that are multi-bookers within the year, often booking both longer and shorter tours.
increasing trend among customers reserving once-in-a-lifetime experience tours, featuring extraordinary activities and remarkable sights. Top tip: Clearly outline all the elements included in the tour package, such as meals and excursions. It’s also important to make the point that they’ll be travelling with fantastic tour guides who really know the region and will be able to show them the best of it. Don’t forget to reassure customers that there is downtime built into the itineraries for them to spend as they choose.
travelweekly.co.uk
4 JANUARY 2024
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PICTURE: Shutterstock/mapman
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