Family travel
of Valerie Wilson Travel. “Sometimes you can’t put a price tag on peace of mind, convenience and quality time. All the same, family travel can be expensive — incidentals like meals can add up fast — so you need to plan for and spell out all the costs.” Perhaps unsurprisingly, the logistics of
family travel can require more consideration than a typical itinerary. Ramsey says that his high net-worth clientele expect precise planning — and a smooth journey. “One of our biggest challenges tends to be flight arrangements for multigenerational groups. It's not unusual to have client arrivals at 10 different gateways, which must then be coordinated to ensure everyone gets to the right place at the right time,” he says. Wilson Wetty favors pre-booking
excursions and day trips over a ‘go with the flow’ mentality. “I always tell my clients that winging it adds stress, cost and possible disappointment,” she says. “If someone wants to go sailing one day, it’s best to hire the boat in advance, because that way, we’ve vetted the vendor and can book with confidence.” After all, safety is of considerable concern in this market. When it comes to making memories, the desire is for positive ones. “Parents are generally hyper-focused on
safety, so they may be more cautious about traveling to places that have recently experienced acts of terror or been hit with Zika,” says Jenss, adding that one way for agents to reassure and protect their clients is to use reputable tour operators and suppliers. Wilson Wetty finds that when it comes to
addressing health or safety concerns, communication is key. “Te best advice I give our advisors is to stay connected and talk things out with their clients. Tey want to know they have a resource and advocate [in their] travel advisor,” she says. Family travel is expected to keep growing
— 87 percent of those surveyed by the FTA believe that within the next three to five years, it will make up more than 50 percent of their business. Forecasts include even more experience- and culture-based tourism, and steeper competition between products and services as a result. “Te biggest changes in family travel over the last decade have to do with the dramatic increase in choice,” says Jenss — plus, according to Ramsey, a growing desire to reconnect. “Families are recognizing that shared experiences are far more important than material objects,” he says. “Travel is a better investment than owning a third vacation home or a newer Bentley.”
5 things to know
Rainer Jenss, president and founder of the Family Travel Association, highlights the key points that agents need to be aware of when they‘re selling family vacations.
Family travel is bigger than ever This is a $200 billion market and it’s growing fast. This is largely thanks to grandparents who are living longer and want to give their families memorable experiences, as opposed to a more traditional financial inheritance.
It’s already established itself as the biggest niche Forty percent of agents specialize in family travel today, compared with those who focus on luxury (23 percent), honeymoons (13 percent) and adventure travel (11 percent).
When you make a family client happy, you can have a customer for life Family vacations are likely to become annual or bi-annual events, and can lead to extended family recommendations, reunion trips and milestone celebrations.
Think beyond theme park packages and all-inclusives There are so many incredible vacation products, destinations and choices for families to consider, especially those who want travel to be as transformational as it is recreational.
Don’t overlook vacation rentals The rising popularity of vacation rentals has opened up new doors for families, even making high-end destinations like Europe more affordable. Agents need to embrace working with vacation rentals and consider charging service fees for bookings and services that save parents valuable time and money.
44 |
asta.org
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92 |
Page 93 |
Page 94 |
Page 95 |
Page 96 |
Page 97 |
Page 98 |
Page 99 |
Page 100 |
Page 101 |
Page 102 |
Page 103 |
Page 104 |
Page 105 |
Page 106 |
Page 107 |
Page 108 |
Page 109 |
Page 110 |
Page 111 |
Page 112 |
Page 113 |
Page 114 |
Page 115 |
Page 116 |
Page 117 |
Page 118 |
Page 119 |
Page 120 |
Page 121 |
Page 122 |
Page 123 |
Page 124 |
Page 125 |
Page 126 |
Page 127 |
Page 128 |
Page 129 |
Page 130 |
Page 131 |
Page 132 |
Page 133 |
Page 134 |
Page 135 |
Page 136 |
Page 137 |
Page 138 |
Page 139 |
Page 140
