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The results of ASTA’s Financial Benchmarking Report found that, despite the economic slowdown, revenue as a percentage of sales remained steady in the 10-percent range for all respondents — even in 2009, during the immediate aftermath of the crisis.
“While agencies of all sizes were able to stay relatively stable when it came to their sales and revenue ratios, the industry, as a whole, was forced to make changes in how it conducted business in response to industry shifts and downturns,” said Chris Russo, ASTA president and chair.
The study found that the commission model remains strong for leisure agencies, especially for cruise and tour sales. Unlike tours, cruise has also seen the average revenue derived from service and consulting fees rise, which suggests that agents are augmenting their commission revenue with fees.