Selling Escorted Vacations Flashcards
Escorted vacations are getting shorter in response to current trends.
True or False
True
Escorted vacations are designed for older, inactive travelers.
True or False
False
A vacation package that includes the services of a professional tour director or escort from arrival to departure points on an itinerary is known as a(n)
a. escorted vacation
b. excursion
c. independent tour
d. hosted tour
Escorted Vacation
When selling escorted vacations, you should emphasize features of the tour rather than the entire vacation experience.
True or False
False
For database marketing to help you identify prospects for escorted vacation sales, you must
a. seek co-op funds for your escorted vacation supplier
b. send direct mail
c. write a press release
d. keep detailed records of your clients
keep detailed records of your clients
Which of the following is a common misconception of escorted vacations?
a. superficial itineraries
b. good value
c. variety of cuisine
d. opportunity to meet other travelers
superficial itineraries
Escorted vacation clients tend to be loyal and knowledgeable.
True or False
True
Knowing the destinations (and their seasonality) on an escorted vacation itinerary is an important part of
a. identifying your client’s needs
b. handling of objections
c. making a recommendation
d. following up
Making a recommendation
Escorted vacations provide a good opportunity to market and sell to groups.
True or False
True
Escorted vacations appeal to consumers because they offer
a. limited sightseeing
b. good value
c. little exposure to local culture
d. no interaction with other travelers
Good Value
A prearranged journey to one or more destinations that typically includes transportation, accommodations, sightseeing, and other components—plus the services of a professional tour director or escort from arrival at the first destination to departure at the final stop on the itinerary
Escorted Vacation
Short tour (hour, half day, day) of a limited area, such as a city sightseeing tour. Sometimes it may be an offsite activity, such as a cooking class or workshop.
Excursion
Prepaid, prearranged travel program that includes accommodations and other component such as transfers, rental cars, sightseeing excursions, meals, and/or admissions to attractions; may also include air transportation.
Independent Tour (Vacation Package)
Independent vacation package that includes air transportation, accommodations, and a rental car.
Fly/Drive
Customized tour program with components selected to meet the specific requests and needs of the individual traveler.
Foreign Independent Tour (FIT)
Hybrid product between an individual vacation package and fully escorted tour, in which a representative of the tour operator is available to meet with tour participants at specified times; different hosts may be available at each destination.
Hosted Tour
Key benefit of escorted tours.
Only the escorted vacation provides constant access to the information and assistance of a full-time tour director and the security of traveling with an escorted group.
Top 4 reasons why travelers select escorted tours.
1) friendships
2) the tour director
3) value
4) unique experiences
Sell this unique benefit to your clients who express a desire to meet interesting people and foster new relationships on their vacation.
Friendships - Escorted tours provide an opportunity to make new friends.
For one package price, your clients can enjoy quality accommodations, comfortable motorcoach transportation with professional drivers, knowledgeable tour managers, and other extras, such as licensed city guides, sightseeing tours, and daily meals.
Value - your clients can realize more significant savings than if they were to purchase each of these components separately.
With a single purchase decision, your clients know that their travel arrangements are already in place—and that they can expect the kind of comfort and service that will allow them to simply relax and be taken care of during their vacation.
Convenience - one-stop shopping and worry-free, hassle-free travel will appeal to your clients. The comfort of knowing everything has been arranged in advance contributes to your clients’ peace of mind.
Tour directors typically speak many languages, enabling them to provide travelers with assistance and firsthand knowledge in every country visited.
Security - the security and safety of group arrangements and experienced tour guides who know all the local customs
USTOA’s $1 Million Travelers Assistance Program
In the event that a USTOA active member company declares bankruptcy, USTOA’s Consumer Protection Plan will cover travelers’ deposits and payments for up to $1 million, ensuring your clients’ protection.
Your clients will enjoy plenty of variety on their escorted vacations, including:
The opportunity to visit a variety of must-see sights and unique cultural attractions, gaining the insight they need to truly experience foreign cultures.
A variety of local entertainment and cultural experiences, often included in the package price. Some tour operators provide off-the-beaten-path experiences that can’t be found elsewhere.
Advice and direction on the best places to shop for bargains—and how to avoid tourist traps.
A comfortable balance of planned sightseeing and free time to explore independently. Tours can vary greatly in activity level, providing the perfect option for almost every traveler’s level of comfort.
Breakfasts, gourmet dinners, and great local dining experiences.
Well-planned and varied itineraries that allow clients to enjoy their vacation to its fullest extent, with no time wasted trying to find things to do or sights to see.
Reports indicate that more than _____ of leisure travelers want an all-inclusive vacation that includes air transportation, accommodations, food, transfers to the hotel or resort, and some recreation.
two-thirds
More than ___ of all leisure travelers also want to visit art, architectural, and historic sites, and half also want to eat different and unusual cuisine.
half
Historically, escorted vacations would last two or three weeks. What is the current typical length?
Now, nine to 10 days is typical.
Is there a ready market for escorted vacations?
Escorted vacations are among the most popular vacations in the world. The growing and aging population increases the number of potential travelers who want to take a packaged tour. Benefits such as value, convenience, and security have great appeal for travelers.
Is the price of an escorted vacation right?
Tour operator buying power gives customers exceptional value. Typically, an escorted vacation provides transportation, accommodations, sightseeing, and many meals for the price of FIT transportation and accommodations alone.
Is the sale of an escorted vacation relatively easy to make?
Escorted vacations are easy to present and easy to book because all components are covered with one set of collateral and one booking transaction. You can book a five-city itinerary without having to research and book five different hotels and intercity transportation, thus boosting your productivity.
Does the supplier provide marketing and sales support of their escorted vacations?
Tour operators are generally eager to provide cooperative (co-op) marketing funds to qualified agencies. Many suppliers, such as Insight Vacations, even help agencies with their marketing plans and sales training. In addition, tour operators tend to support agencies through their own brochures and websites, referring customers to travel professionals who are in a better position to give individual attention to a traveler’s specific needs.
Is the sale of escorted vacations lucrative?
Almost all escorted vacations are fully commissionable at a minimum of 10 percent on every sale and as high as 20 percent. Some of the largest suppliers still pay commission on airfare. With overrides from your supplier, you can earn significantly more, depending on the number of passengers booked, your overall sales volume, the agency or consortium you work with, and the class of the tour sold.
Demographics
a method of classifying people based on measurable factors, such as age, sex, income, and employment
Psychographics
group people together according to factors such as values, beliefs, and lifestyle that are more difficult to measure
Often disregarded as prospects for escorted vacations, these tech-savvy individuals have travel research information at their fingertips but are too busy with their careers to plan their own travel.
Millennials (born after 1980 and Generation Z)
These travelers want something new and unique. Escorted vacations take the worry out of planning the entire trip; time is precious for many of this generation.
Millennials (born after 1980 and Generation Z)
Learning about other cultures and destinations is a major interest. They are also interested in giving back through volunteer-tourism.
Millennials (born after 1980 and Generation Z)
History sites and museums are strong attractions, after adventure and outdoor activities. They also enjoy off-the-beaten-path experiences.
Millennials (born after 1980 and Generation Z)
This market has the most potential for travel agents simply because this generation has many more traveling years ahead of them.
Millennials (born after 1980 and Generation Z)
This segment is currently the largest market for escorted vacations.
Generation X and Y (born between 1965 and 1980)
They are individualistic and independent. Many will work past what traditionally has been retirement years.
Generation X and Y (born between 1965 and 1980)
They want shorter trips and look at travel as an escape from stress.
Generation X and Y (born between 1965 and 1980)
They want to self-actualize and connect with cultures, people, and places.
Generation X and Y (born between 1965 and 1980)
For those in this generation with children at home, they want to expose them to the education and enjoyment of travel.
Generation X and Y (born between 1965 and 1980)
This generation likes adventure, outdoor activities, and off-the-beaten-path excursions.
Millennials (born after 1980 and Generation Z)
This generation is looking for vacation packages that give them more activities, freedom, choices, and spirituality.
Generation X and Y (born between 1965 and 1980)
They have become more active travelers and are more likely to buy a vacation package when they do.
Baby Boomers (born between 1945 and 1965)
Most of them are retired, or entering retirement age, and are looking for travel overseas, although they also travel extensively in the United States.
Baby Boomers (born between 1945 and 1965)
They tend to like exploring, rather than merely observing. They enjoy small group activities and a combination of travel experiences, such as leisure trips that offer physical activity, learning, and enjoying the arts and nature.
Baby Boomers (born between 1945 and 1965)
They tend to spend more time away from home and more money on their trips.
Baby Boomers (born between 1945 and 1965)
They tend to seek vacation packages involving sightseeing, cruising, education, sand & sun, and outdoor activities.
Baby Boomers (born between 1945 and 1965)
A grandmother hiking the Grand Canyon with her grandson.
Family travel
A single parent taking an escorted vacation in the Pacific Northwest with his 11-year-old, indulging in the luxury of letting someone else do the planning.
Family travel
