2011 Independent Agents Report


February 15, 2012
35 Pages - SKU: ASTA3872303
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The 2011 Independent Agents report profiles the independent agent population. There is much variability in this population. These are not all home-based, part-time cruise selling travel agents. Their profiles run a full spectrum from agents who sell a few group events a year to full-time agents with employees. They are also strong generators of new business through promotion of group travel through their social contacts.

Selling travel is the primary source of income for only 33% of respondents, but most work more than 30 hours a week. These are experienced agents with the majority having 10+ years of travel experience. A significant 35% have employees and/or ICs working for them.

These agents by and large do not use a GDS. They use supplier websites and phones to book their travel. 47% work through a host agency and either pay a flat fee or split commissions revenue. They are heavily cruise dependent, although many sell all types of travel products.

The 2011 Independent Agents report profiles the independent agent population. There is much variability in this population. These are not all home-based, part-time cruise selling travel agents. Their profiles run a full spectrum from agents who sell a few group events a year to full-time agents with employees. They are also strong generators of new business through promotion of group travel through their social contacts.

Selling travel is the primary source of income for only 33% of respondents, but most work more than 30 hours a week. These are experienced agents with the majority having 10+ years of travel experience. A significant 35% have employees and/or ICs working for them.

These agents by and large do not use a GDS. They use supplier websites and phones to book their travel. 47% work through a host agency and either pay a flat fee or split commissions revenue. They are heavily cruise dependent, although many sell all types of travel products.


Introduction
Executive Summary
Four/Fifths of Respondents Are Women
Most Respondents Are 50 to 69 Years Old
One Third Say Selling Travel Is Their Only Source of Personal Income
Hours Worked Weekly Remain in the 32-35 Hour Range Since 2004
The Largest Share of Agents Have Been in the Travel Business for 10+ Years
88% Work Out of Their Home
Combined 35% of Respondents Have Employees and/or ICs
57% of Respondents Reported Having a Cruise Niche
Largest Percentage of Agents Consider Themselves a Hosted Independent
The Majority of Hosted Agents Split Commissions with the Host
For Those Splitting Commissions – the Average Split with Hosts is 74%/26%
For Those That Pay an Annual Fee – The Largest Percentage Pay Less than $200 Annually
Most Independent Agents Do Not Use a GDS
33% Have Sales Less Than $50,000 – This Percentage has Grown Since 2008
60% Have Revenue Less Than $25,000 Annually
25% Make over $20,000 Personal Income from Travel Annually
57% Saw Increased Business in 2011
Supplier Website Most Popular Booking Methods – Large Percentage Still Use Phone for Cruises and Tours
Royal Caribbean Was Top Cruise Supplier Used
Globus Is Top Escorted Tour Supplier Used
No One Packaged Tour Vendor Has a Standout Share
Marriot Was the Top Hotel Supplier Used
Sandals Was the Top Resort Supplier Used
The Caribbean and Mexico Were Top Destinations
Average Commission for Cruises Was 13%
Commission Rates Have Fluctuated Over the Past Four Years
65% of Clients Buy Travel Insurance - Down from 88% in 2009

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