Who are the Buyers

Domestic

• Group Travel Organisers (GTOs) – often their clients are retired and run social groups for their members.

• Coach operators – selling coach tours to the domestic market either directly to consumers or via Group Travel Organisations.

International

• Tour operators sell directly to consumers or through an international network of travel agents or smaller operators using their services, which can also be Destination Management Companies (DMCs).

• Destination Management Companies (DMCs), or Wholesalers develop and supply their own inclusive tour packages and accommodation, which are sold through retail travel agents to clients with other package elements.

• Online Travel Agencies (OTAs), run large scale online platforms, e.g. Get Your Guide, Trip Advisor or Viator and those who sell product directly to consumers.

• Sightseeing companies sell to the public via hotel concierge and online travel agencies. They work in the same way as a tour operator and only operate online.

• Ground Handlers organise all arrangements for international travellers from when they arrive in the UK, until they leave.

• Travel Agents organise travel and accommodation for visitors and sell services on behalf of suppliers, for example airlines, accommodation providers, transport, and packages.

• Meetings, Incentive, Conference and Events (MICE) often include Corporate Groups

Fully independent travellers (FIT)

• Like the freedom of planning their own arrangements

• Arrange some core holiday components prior to arrival

• Organise the bulk of their itinerary independently without the assistance of a group tour, pre-arranged schedule or other group setting

• Rely heavily on word of mouth, the internet and social media when planning their trip

Group inclusive tour/ travellers (GIT)

• Pre-purchase the bulk of their holiday before leaving home via distributors

• Prefer structured itineraries

• Have highly organised and pre-booked tour arrangements

• Use distributor’s preferred products

• Common in less mature markets and with certain segments such as educational groups

• Small groups are typically 12 to 15 people

• There is an increase in demand for sustainable travel

Partially packaged travellers

• Pre-book ‘skeleton package’ of airfares, transfers and accommodation prior to arrival

• Search for competitive rates

• Optional themed extras such as car hire and tours are offered at the point of sale to appeal to different segments