expert ASK THE


OBe prepared to overcome misconceptions: people


often think touring is for older travellers and adventure for younger ones, but there are tours suitable for all activity levels, age ranges and interests.


OKnow your client: find out their interests, hobbies or must-see attractions and match the tour to them.


ODon’t sell on price: these experiences are amazing and therefore they cost more money. Make the features of the tour, the exclusive


experiences and comfort the key points.


OBe clear on what’s


included: each brand includes different elements, such as meals or entry to attractions, so familiarise yourself with these and explain them clearly.


OLearn and earn: watch the New to Touring and New to


Adventure videos on the Atas Facebook page, engage with Atas members directly, or email me on claire.brighton@ touringandadventure.com


Claire Brighton, director, Atas


or chauffeur-driven transfers to the airport (included with Travelsphere and Titan tours, among others) a bonus, while for solo travellers, it opens up destinations that could feel daunting to explore alone. Just You managing director Alastair Campbell says:


“The great thing about solo holidays is customers will be travelling with like-minded people who share their passion for travel and sense of adventure.”


CHALLENGE THE MISCONCEPTIONS Like someone who declares they don’t like cruise despite never having stepped foot on a ship, clients can come to the touring and adventure market with certain preconceptions. Yet with such a sea change in the sector in recent years – out with umbrella-wielding guides, in with local dining and genuine interaction – it’s time to get rid of any outdated ideas. “Adventure travel can create a sense of


apprehension with agents,” says Joanna Reeve, interim head of industry sales for Intrepid Travel. “Do you have to be super-active? Is accommodation basic? Do I have to know about far-flung parts of the planet that I’ve never heard of? There are tours that include these things, but in essence, adventure travel is about authentic experiences and connections, and certainly doesn’t limit itself to action-packed itineraries. It’s accessible for families, groups of friends or individuals looking to get under the skin of a country.”


A two-night stop on an itinerary means customers have a free day – great for those who don’t want to be with the group the whole time


Even when an itinerary is packed with incredible experiences, some clients worry they’ll have to stick to a tight schedule. But Kathy Clifford, global head of sales at youth brand Topdeck, says: “Our trips have stacks of free time, so customers can have the trip their way. Any time you see a two-night stop on our itineraries, that means customers have a free day, when their trip leader can give them tips on what to do or see. This is great for customers who might think a group tour is too rigid or who don’t want to be with a group the whole time.” For some clients, the sticking point comes as soon as they contemplate getting on a coach, but APT head of sales Jessica Shelton-Agar offers reassurance. “The holiday is about what you experience and see, not just how you travel,” she says. “You can do as much or as little as you want. If you want the included dinner in a city, then join the group; if you have a restaurant you’ve always wanted to try, go for the dinner for two. The choice is yours!”


Speaking of coaches, they’re nothing like the school


22


30 APRIL 2020


travelweekly.co.uk


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