NACTAS annual demographic study of
independent agents found that the overall percentage of agents
reporting annual sales of less than $50,000 increased from about
33% in 2004 to 44% this year. Full-time agents (those whose only
source of income is travel) are faring somewhat better, with 28%
selling less than $50,000 but with 40% selling between $100,000 and
$500,000 a year. Overall, just 32% sell in the higher category.
CRUISING continues to make gains as a
proportion of Nacta member businesses, the survey found.
Traditionally a leader in the independent agents business mix,
cruises this year account for 53% of sales, up from 50% in 2003 and
52% in 2004.
SALES continue to fall, however, the study found. Agents
surveyed said tours comprise 23% of their business mix, down from
28% in 2003 and 26% last year. Nacta agents report they sold an
average of four groups in the past year, with the group business
being overwhelmingly cruises, 54%, followed by tours,
SUPPLIER RELATIONSHIPS continue to be a powerful
motivation for independents. Overall, 64% of sales are to preferred
suppliers. For full-time agents, its higher -- 67%, the survey
found. Special offer incentives, education and fam trips top the
reasons for using suppliers, with the traditional incentive --
override commissions -- falling to sixth place.
FAM OF THE
valid: Through Dec. 20 for a three-night stay.
Sponsor: Coconut Bay Resort & Spa,
Vieux Fort, St. Lucia.
Rates are free for a three-night, all-inclusive stay.
Noteworthy: Accommodations must be booked
by Sept. 30 for stays through Dec. 20, excluding the Thanksgiving
holiday blackout period.
Contact: (758) 456-9999; fax: (758)
456-9900; e-mail: [email protected].