LETTER FROM THE EDITOR ..................................................................... 3 KEY FINDINGS ................................................................................ 4 INTRODUCTION................................................................................ 6 METHODOLOGY ............................................................................... 7 ADVISOR DEMOGRAPHICS 1: Business Classification, Share (%) ............................................................... 10 2: Agency/Advisor Position, Share (%) .............................................................. 11 3: Agency Annual Gross Sales ($), 2019............................................................. 12 4: Advisor’s Age, Share (%) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 5: Years of Travel Sales Experience, Share (%) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 6: Annual Gross Sales by Advisor’s Age, Years in Business and Business Type, Share (%) ..................... 15 AFFILIATIONS MATTER 7: Agency Affiliation by Type, Share (%) ............................................................ 16 8: Trade Association Affiliation, US Advisors, Share (%) ................................................ 17 9: Trade Association Affiliation, Canadian Advisors, Share (%) ........................................... 20 10: Advisor Affiliation by Consortia & Host Agency Brand: US, Share (%) .................................. 21 11: Advisor Affiliation by Consortia & Host Agency Brand: Canada, Share (%) ............................... 22 GROUP TRAVEL TRENDS 12: Sell Group Travel, Share (%) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 13: Travel With Group, Share (%) ................................................................. 24 14: Expect On-Site Coordination by Supplier, Share (%) ................................................ 25 15: Number of Groups Booked in 2019, Share (%) .................................................... 26 16: Average Group Size (# of Persons), Share (%) ..................................................... 27 17: Destinations Sold, Share (%) .................................................................. 28 18: Products Sold, Share (%) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 19: Standalone Air Booking Channel, Share (%)....................................................... 30 20: Average Time for Procuring Quotes (Days), Share (%) / Average Time for Modifications in Bookings (Days), Share (%) / Average Time for Closing Entire Sale (Weeks), Share (%) ....................................... 31 21: Preference in Booking Group Travel, Share (%) ................................................... 32 22: Booking Destination Services for Group Travel, Share (%) ........................................... 33 23: Deposit Requirement for Group Travel, Share (%) .................................................. 34 24: Lead Generation Channels, Share (%) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 25: Modes of Communication, Share (%) ........................................................... 36 26: Comfort With Technology, Share (%)............................................................ 37 27: Challenges Faced in Selling Group Travel, Share (%) ................................................ 38 28: Supplier Support to Enable Higher Group Travel Sales, Share (%)...................................... 39 THE TRAINING NEEDS 29: Advisor Training, Preference by Format, Share (%) ................................................ 43 30: Preferred Training Programs, Share (%) .......................................................... 45 Conclusion .................................................................................. 47 TABLE OF CONTENTS 5