Selling Travel September 19

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78 OVER 50s TRAVEL ABOVE: Demand for India is rising, according to Newmarket Holidays and Saga and they don’t want to just fly-and-flop, some are taking family from Australia and the UK and meeting in-between,” Dudley from Ponders Travel says. “I’ve done a trip round Burma for one family. They’re often big bookings and interesting to do.” The Far East, Caribbean and Disney prove popular, she says, as do villas with private pools, though escorted tours are less common with children involved. Destination hot list Long haul is booming for Newmarket Holidays (newmarketholidays.co.uk) as continuing Brexit uncertainty prompts clients to look beyond the Eurozone. India, Canada, Vietnam and South Africa are performing particularly well. “We’ve added further dates to our Indian programme to keep up with demand; the same for Kenya and South Africa. We’ve also added beach extensions to some tours,” says Head of Trade Sales, Richard Forde. “We’ve released 2021 dates earlier than ever and customers are booking further ahead.” New, longer-haul destinations are also trending for Saga driven, Powell believes, by both a change in client mind-set and the weaker pound against the Euro. Significant demand for India and Uzbekistan has been sparked by TV coverage the last year. Croatia, Italy and Scandinavia are selling well for Leger and it has over 25 new breaks for 2020. Also doing well are Romania and Greece, perhaps perceived as less pricey than other Eurozone countries, and longerhaul Costa Rica and Peru, fitting the more adventurous mature market trend. Tricks for the trade “The main thing we’re always talking to agents about is how exciting this demographic should be for them,” says Saga’s Powell, pointing out that baby boomers typically have greater disposable income and time to travel. “It’s important agents recognise how the average 60-year-old has changed in the last 20 or 30 years,” he adds. “These guests are willing to research their holidays extensively and they’re comfortable shopping around, but they value service and reliability above everything else - price often isn’t the determining factor.” With over-55s the second biggest users of Facebook, Powell encourages agents not to overlook social media for marketing. “They are engaged with it and can be influenced heavily by trends online and on television – use this to your advantage!” he says. Riviera’s Morgan points out escorted tours and river cruises are easy, good value sells, which meet the mature market’s desire for stress-free holidays. He adds: “There’s no hassle for agents and the all-in nature means it’s good for commission.” Newmarket’s Forde recommends agents keep up with mature travel trends by asking operators what is currently selling well; “it may be something you had not thought of”. It’s a case of recognising the value of, and embracing, this market. sellingtravel.co.uk
A huge thank you! We’re delighted to be finalists in the following Selling Travel Agents Choice Awards 2019... Tour Operator for Short Haul Escorted Tours Senior Travellers Solo Travellers Ocean Cruising – short haul It’s fingers crossed for now, but one thing’s already certain… we’re looking forward to working with our current agents, and hopefully many more, in the weeks and months to come. Book online at sagaagents.co.uk, call FREE on 0800 074 8021 or contact Trade Support FREE on 0800 068 8732 Visit our online training platform at sagaexperts.co.uk Find us on social media Saga Trade Team
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