Hello agents! Here’s your travel trade roundup — the headlines and updates you need to know this week to stay ahead and make the most of every booking. There’s a definite mood shift across the industry: consumer caution is more noticeable, business travel remains sluggish, and suppliers are sharpening their focus on training, value and niche experiences. If recent weeks felt busy with leads, this one may feel more about re-calibration. That’s good news in disguise — when demand softens, consultants who are nimble, well informed and customer-centric can really stand out.
2. Industry Snapshot
- Business travel remains weak: The Department for Transport reports that domestic business travel numbers are still significantly down compared to pre-pandemic levels, and there’s no expectation of meaningful improvement through the rest of this year.
Implication: If you rely on corporate or frequent business bookings, you may need to reallocate effort to leisure or other segments, or offer hybrid/corporate-plus-leisure products to capture off-peak demand. - Mercury Holidays launches new agent training via OTT: They’ve rolled out a course of five lessons covering everything from their product range (beach, cruising, escorted tours etc.) to tools and incentives for travel agents.
Implication: Excellent chance to get up to speed with a major UK operator’s offerings. Use this to deepen product knowledge, boost confidence in recommendations, and signal to clients that you’re informed and trusted. - UK Cruise Growth Plan unveiled: The UK government and cruise industry have published a framework designed to support long-term growth in the cruise sector, including investment in port infrastructure, skills development, sustainability, and integrating cruise into national tourism strategy.
Implication: A rising tide lifts many ships. For consultants, this means more product opportunities in cruise, possibly new itineraries, better shore-side facilities, and increased marketing or partnership support. Be ready to promote cruising as a compelling, sustainable option. - FCDO updates for several destinations: Recent advisories include travel risk/insurance updates for parts of Kenya, Ghana, Indonesia, Peru, Ecuador and others. Protests, demonstrations, safety concerns or health notices are being added or updated.
Implication: Always check FCDO advisory before confirming bookings; make clients aware of risks. For those who specialise in destinations with updated advice — adjust itineraries, provide clarity, possibly suggest alternatives.
3. Consultant Opportunity
One actionable trend this week is the strengthening of product knowledge & agent training as differentiators. With Mercury Holidays offering structured courses via OTT covering multiple product types, consultants have an opportunity to use that training not just as learning, but as a sales boost. If a client asks for something you’re less familiar with (river cruises, multi-centre, or escorted tours), you’ll be able to speak confidently, suggest value add-ons, answer questions, and compare options clearly.
Use that to build credibility.
Also, the UK cruise sector growth plan signals that cruise product lines may receive more investment and become more appealing. Consultants can position cruise holidays more proactively — emphasising port experience, sustainability credentials, shorter cruises for first-timers, themed cruises (e.g. wellness, nature, local culture) etc. Promoting cruise earlier in the customer journey (e.g. showing up in initial inspiration phases) could yield higher conversion as demand stabilises.
4. Skill of the Week
Handling price/value objections & upselling with confidence
Often when clients hesitate, it’s because they perceive cost (or perceived cost) as not matching value. Here are practical ways to address that and even upsell when appropriate.
- Listen first, empathise: “I understand — a holiday is a big decision and you want to make sure every pound counts.” Validating the client’s concern builds trust.
- Highlight unique benefits: Use specifics: “This option includes private transfers, no hidden fees, better cancellation terms, and a premium hotel in the centre of [destination] — you’d likely pay extra for those if you booked separately.” Compare apples to apples: show standard vs what you’re offering.
- Offer tiered upsells: When presenting options, give a base version and then a “plus” version. E.g. “Here’s the beach stay you asked for, and here’s an upgrade that gives you better beach access / room view / breakfast included / excursions built-in — the added cost is [£X] but many past clients have found the upgrade pays off in comfort and experience.”
- Turn objections into questions: If the client says “that’s too much”, ask, “What would you expect the holiday to include to feel it’s worth it?” or “Which of the features here are most important to you: location, meals, excursions, ease of travel, or luxury?” That helps you tailor.
Sample phrasing:
“I totally get that budget is key — what if I showed you two versions: one that meets your essentials, and one with a little more comfort, possibly extra perks? Then you can see which feels right.”
“With this option, although the cost is slightly higher, what you’re getting includes [premium dinner, guided tour, better airport access] — many clients tell me it makes a big difference, especially on longer stays.”
This skill helps you avoid discounting unnecessarily and instead frame the value, which protects your margin and builds reputation.
5. Motivation Boost
“Every time you sharpen your knowledge, you deliver something your client can’t find online. That’s where your power lies.” — Jamie Wake
A consultant recently told me they converted a hesitant client simply by walking through a video of the resort with them over Zoom, emphasising small things (sunset views, service quality, proximity to local culture) — the client had been tempted by an online-only price, but chose to book via the agent because they felt informed, seen, and reassured. That wins repeat business.
Stay inspired: customers still want memorable holidays. In quieter moments, those who prepare, who know their products well, who anticipate questions — those consultants win more than others.
6. This Week’s Blog Posts
Boost your knowledge and sharpen your skills with this week’s fresh insights from the Independent Travel Consultants blog:
How to Network Online as an Independent Travel Consultant
16 September 2025 — A guide to building your client base and professional reputation via online networking. Covers choosing the right platforms (LinkedIn, Facebook groups, Instagram etc.), engaging meaningfully, collaborating with peers, and converting contacts into bookings.
What Makes a Great Travel Consultant Bio? With Examples
17 September 2025 — Tips and real bio examples to help travel consultants craft a compelling introduction. Includes how to show personality, what to emphasise (specialisms, values, protection, credibility), and how to avoid generic or forgettable bios.
Getting to Know Protected Trust Services (PTS) and What It Means for You
19 September 2025 — Explains what PTS is, why financial protection matters, and how travel homeworkers benefit from membership. Useful for new consultants to demonstrate professionalism and trust.
Simple SEO Tips for New Travel Homeworkers
20 September 2025 — Practical SEO strategies for consultants who work from home. Covers keyword research, optimizing website elements (titles, headings, alt text, site speed), local SEO, content planning, and measuring results.
The Power of Follow-Up: Don’t Let That Enquiry Go Cold
21 September 2025 — How to turn enquiries into bookings through effective follow-up. Includes a structured plan, personalisation, varied communication channels, and balancing persistence with respect. Excellent for converting leads that might otherwise slip away.
Remember, our blog is a growing library of tips and insights — if you missed a post, take a look back through previous articles for even more guidance to support your business. And if you’ve got a story, strategy, or success you’d love to share, why not write an article for the blog? Your experience could inspire and empower other consultants across our network.
7. See you Next Week
That’s it for this week: a mix of caution and opportunity. Keep your ears open, leverage training, lean into product knowledge, and don’t shy away from value-led offerings. Staying informed equals stronger sales.
With you, every step of the journey —
Ava Wake
