LETTER FROM THE EDITOR ..................................................................... 3
KEY FINDINGS ................................................................................ 4
INTRODUCTION................................................................................ 6
METHODOLOGY ............................................................................... 7
ADVISOR DEMOGRAPHICS
1: Advisors by Type ............................................................................ 10
2: Business Classification by Location .............................................................. 11
3: Travel Sales Experience ....................................................................... 12
4: Advisor Age ................................................................................ 13
5: Years in Business, Advisors’ Age ................................................................ 14
6: Agency Annual Gross Sales .................................................................... 15
7: Annual Gross Sales by Years in Business ......................................................... 16
AFFILIATIONS MATTER
8: Agency Affiliation by Type ..................................................................... 17
9: Trade Association Affiliation, U.S. Agencies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
10: Trade Association Affiliation, U.S. Agencies....................................................... 21
ALL ABOUT THE FAMILY
11: Sell Multi-Generation Vacations? .............................................................. 22
12: Drivers for Selling Multi-Generation Vacations .................................................... 23
13: Travel Products Sold to Multi-Generation Clients .................................................. 26
14: Share of Multi-Generation Vacations, Share of Cruise .............................................. 27
15: Destinations Sold ........................................................................... 28
CLIENT DIFFERENTIATION
16: Primary Motivators for Multi-Generation Vacations ................................................ 29
17: Travel Party Size ........................................................................... 30
18: Prime Factors While Booking Multi-Gen Cruise Vacations............................................ 31
19: Important Factors in Selecting a Cruise Line ...................................................... 32
20: Multi-Gen Vacation Booking Payments .......................................................... 33
BOOKING ANALYSIS
21: Top Cruise Lines Booked by Agencies ........................................................... 34
22: Importance of Loyalty Programs in Cruise Bookings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
23: Challenges in Selling Multi-Generation Vacations .................................................. 36
24: Supplier Support ........................................................................... 37
PREFERRED TRAINING OPTIONS
25: Advisor Training, Preference by Format .......................................................... 38
26: Preferred Training Programs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39
Conclusion .................................................................................. 42
TABLE OF CONTENTS