Travel Niches: Grandtravel
by John Hawks

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To tap into this growing market, you must take one initial step: Flip through your client database and pull the list of past customers (and prospects) whom you know as grandparents. Of course, you can always cast the net for new potential customers, too.

Then, think about the different types of grandtravel, so that you can steer these clients in the right direction. Some grandparents prefer a once-a-year getaway with all of their grandchildren, while others want individual weekend trips with each grandchild (even allowing the grandchild to have a say in where they go and what they do). That means you must be prepared to offer individualized packages as well as family-size trips.

Next, review the products offered by your preferred suppliers. Which cruise lines have kid-friendly programs on board? What tour operators have a track record of young children on their motorcoaches? What car rental deals can you get in your area for grandparents driving with grandchildren in the vehicle?

Involve the grandkids in the trip planning, if possible. After all, it's their vacation, too. And, both your and the grandparents will be surprised at how smoothly the trips will go if the children feel invested from the beginning. (Parents can be a blessing, too, because they know the likes and the limitations of both the grandparents and the grandchildren.)