With the resumption of mass travel still uncertain at the moment, Trafalgar says organizing groups for next year and beyond is a great way to plan for the future while creating momentum in the present as the world, and travel retailers, wait for COVID-19 to be contained.

Anita Emilio, VP Sales for Trafalgar and Costsaver Canada, says group business is surging at the moment, despite departures being suspended until February of next year, as customers yearn to travel again in 2021.

“It’s our shining star,” she says of the tour operator’s group department, largely because of the desire of consumers to start travelling again.

To that end, Trafalgar is offering a $99 deposit promotion until Dec. 17 that allows clients to cancel their trip without penalty within 30 days of travel, with Elizabeth Raposo, groups manager for Trafalgar/Costsaver Canada, noting, “That’s not a lot of money to lock in to a tour.”

Another initiative launched by Trafalgar to capitalize on the interest in groups (as well as consumer demand for safe travel) is private group or ‘travel bubble’ offerings for family and friend groups of 12 or more.

Available on Europe and Britain and North America itineraries with dates through 2022, the private tours are offered for a scaled surcharge depending on group numbers.

Trafalgar/Costsaver also continue to offer scheduled departures and custom groups, but no matter the choice, both Emilio and Raposo say there are a few tips and tricks to help the process along and close the sale. They include:

• Start planning as early as possible – “time is your best friend” in getting the itineraries and dates clients want

• Understand the interests of the members of the group you’re pitching (i.e. if it’s a club or association, etc.)

• Play up travelling only with other Canadians (where applicable) – especially on Canadian domestic itineraries

• Similarly, for custom tours, note small group sizes and the ability to travel with “people you know”

• Private tours fit best for family and friends

• Be “suggestive” to individual travellers to expand their circle and create a small group of people they’re comfortable with (“sometimes they even know that’s an option”)

• Trending destinations include domestic travel, especially Canadian east coast itineraries, plus Ireland and Scotland

• Try to sell destinations you’re passionate about – “If you’re excited about it, it’s a sure-fire way to get everybody onboard”

• Take advantage of group discounts, EBBs, and special offers, such as free places for a group leader.

While Trafalgar has a full suite of health and safety measures framing each tour, Raposo says most people take for granted that they will be in place and don’t necessarily dig deep on the issue.

All things considered, and with the ability to make considerably larger commissions than for individuals, Emilio says, “Going after groups is a fast and easy way for travel agents to rebuild their business.”

And now is a good time to do it, she says hopefully – “Because we feel that when the floodgates open, the floodgates are going to open!”

And Trafalgar, she adds, is “ready to go. We’re just waiting on the world!”