Air Sales and the Travel Agency Distribution Channel

This paper, based on key research and insights from Phocuswright's 2018 U.S. Travel Agency Distribution Landscape: 2016-2021, explores prospects for travel agency sales of air products within the context of the overall vitality of the agency distribution channel. Produced in partnership with Airlines Reporting Corporation (ARC), this publication presents a detailed picture of the current state of travel agency air sales, including differences in how corporate and leisure agents, and independent contractors, sell a spectrum of air products.

We also shed light on changes in the travel agency business model and ways of conducting business, cover some of the challenges agents face, and outline the potential impact these issues could have on air sales in the future.