Tapping into the changing mature travel market

Recent research by Viking Cruises shows 18% of over-65s regularly travel with children and grandchildren, with one-in-three holidays now multi-generational.

Premier Holidays product manager John Parker notes such parties often spend part of their holiday separately then meet up again. “A tailor made itinerary ensures that this all flows smoothly.”

Shearings also stresses the importance of flexibility – an extended family heading for Disneyland Paris may arrive by a combination of coach, Eurostar and self-drive.

In the same vein, Costsaver’s packages include a range of Optional Experiences, while Fred Olsen courts mixed-ability parties with, for instance, over 30 excursions on its Jordan, Oman and Abu Dhabi fly-cruise including a seaplane flight and kayaking.

Saga commonly has adult children travelling with parents who are in their 70s and 80s, and recommends river cruises for this demographic.

“There’s a relaxed pace of travel for the primary customer, and the middle-aged guest can essentially do a range of city breaks,” explains Powell. Shearings’ river cruise partner A-Rosa allows one under-15 free per paying adult, which is ideal when grandchildren are coming along too.

Conversely, solo travellers are a large sub-section of the mature market – 20% for Saga, which is making 100 of the balcony cabins on its new 999 passenger ocean liner Spirit of Discovery singles. Backwaters Tours, meanwhile, has new no single supplement cruises on eco-friendly vessels departing Folkestone.

Understanding individual fitness levels is also important. Some operators grade holidays accordingly. Collette offers optional ‘tours within a tour’ by coach, foot, bike, Jeep or horseback.

InsideAsia recently added a Japan itinerary with wheelchair- users in mind. It also suggests tours with a steady pace and extended stays in one place like its Soulful Pursuits in Laos and Cambodia.

Headwater recommends e-bikes for a power-assisted boost. “Great news if holidaying with younger friends or family, or you don’t want the grandchildren to leave you behind,” says head of product Christian Locke.

Reducing travel hassle, The River Cruise Line offers over 100 regional coach pick-up points plus Eurostar, while Inghams offers 23 regional airports. For mature travellers reluctant to fly, coach travel is not the only option.

“People are often surprised just how far you can travel in Europe by rail,” says Tim Fleming, sales and business development manager for Arena Rail Holidays, whose range includes Slovenia, Hungary and Morocco.

Care-free cover

Mature market specialists often offer insurance covering pre-existing medical conditions. Saga, for instance, recently took a couple in remission from cancer to India. Shearings points out that such policies may be £200 instead of £80, but on a £3-4,000 holiday, it is unlikely to be a deal-breaker.

With landmark birthdays and anniversaries a feature of later years, on-the-ball agents can land some lucrative bookings.

“People start making bucket lists from middle age,” says Atkins, “you get ‘for my 60th birthday I’m going to go across America’.”

Western America by private jet and the Holi festival in India are special inclusions in Shearings’ new Worldwide brochure. Premier sees many newly retired clients celebrating with a ‘holiday of a lifetime’ over three to four weeks, with New Zealand particularly popular. At sea, Scenic Eclipse, has onboard helicopters for clients celebrating special occasions.

APT’s bookings from older travellers range from European river cruises to Australian wilderness adventures. Questioning is key, stresses head of sales and commercial Angela Waite. “The mature audience comprises many different age groups, motivators for travel, needs and desires. The biggest trap that agents can fall into is to make presumptions.”

Shearings’ Atkins agrees. “This generation is savvy and well-travelled, they want good service and have a firm politeness about them,” she advises. “If agents can build a good relationship, engage with them, not assume they don’t do Facebook, and know when a big birthday is... it will pay off. The UK short trip may not excite the agent but next time that might be a trip to America.”

1. Create coach converts using events and short breaks as hooks to illustrate their comfort.
2. In the UK, apartments are perfect for multi-generation families.
3. Look for tours with personalisation for the well-travelled, so if they’ve already seen the Colosseum, they have an alternative.
4. Over-50s will happily spend more to fly from regional airports, recent Saga research has revealed.