Dear Tripologists,

I saw an article by USTOA President, Bob Whitley, that I thought would be of interest to you as you qualify which tour product is right for certain types of clients.  Here is the article:

“Agents often ask me how they can determine the right tour to recommend to their clients. USTOA has created a list of qualifying questions to ask. We ran this checklist in Vacation Agent once before, but it always bears repeating.

The success of almost any vacation is decided well before the departure date. At USTOA, we seek to help you by making it easier to create the trip that is best for your clients.

Escorted tour or not?

Here are six questions to determine whether an escorted tour is right for your clients. Once you’ve answered these, move on to the following five questions to help determine what kind of tour to recommend.

1. Is convenience a major priority? If clients want to avoid long lines for museums and attractions, an escorted tour is the way to go. As a member of a tour group, travelers are assured quick access to major sites like the Louvre in Paris.

2. Do you want to learn more about the areas you’re visiting? If so, escorted tours often provide specialized local guides in areas of historic interest, in addition to a knowledgeable tour guide.

3. Is time your most valuable asset? Tour operators do all the trip planning: hotel, transportation, sightseeing and the rest. Hassles are eliminated so that travelers can simply relax and enjoy.

4. Are you looking for a more exotic, off-the-beaten-path destination where customs and language might be unfamiliar? If so, clients may prefer the security of a group tour.

5. Are you on a budget? If value is key, most escorted tours can save travelers from 10 to 40 percent versus planning the same vacation on their own. On an escorted tour, the operator has often negotiated preferential rates and prepaid these costs, which are included in the price of the tour.

6. Are you traveling alone? Single travelers might want to join a small group of compatible people. Companionship and the conveniences and benefits mentioned above are available for singles on walking, wilderness, motorcoach and many other tours.

Choosing the Right Tour

If your clients’ answers lead them to choose a tour, you can move on to recommending the right tour for them. While the traditional multi-destination tour remains a staple for first-time travelers, many of today’s escorted tours are likely to build in more leisure time, offer greater flexibility and more choices, as well as include adventurous options such as short treks, hikes, archaeological discoveries and more.

1. What’s important to you? Ask your clients what they expect from their trip and whether they’re looking for a particular level of comfort or luxury.

2. How much activity do you want? Some travelers want to see everything and check it off their lists. Others prefer a casual day or an afternoon relaxing in a café.

3. How will you fit in? Accommodations and the type of travelers on a trip should be compatible with the style and comfort level of your client. If a particular client likes things casual, check to see whether a specific tour might be too formal or vice versa. Try to get an idea of how important it is for your client that fellow group members are from a similar background or educational level.

4. Are your expectations realistic? If clients are trying to save money, you can help them decide whether it matters if their hotel room faces the back or has no view at all. Remember to tell them that they usually get what they pay for. If they’re traveling on a bare-bones budget, they can’t expect top-drawer luxury.

5. What type of vacation is right for you? Does an escorted tour, a special-interest trip with like-minded individuals, or an independent, on-your-own vacation fill the bill? USTOA has developed a quick self-test called the “Vacation Personality Quiz” that can help determine the best vacation type for individual travelers based on their personality preferences. The test is available at www.ustoa.com.  You can offer the test to your client yourself.

USTOA member companies have met the travel industry’s toughest requirements, including participating in the USTOA Travelers Assistance Program, which, among other things, requires each member to set aside $1 million to protect your clients in case the company goes out of business. Bottom line: A vacation well chosen almost always results in a satisfied customer.”