Last year Travel and Hospitality marketing firm MMGY conducted a comprehensive study, 2016 Portrait of American Travelers, explaining American travel perceptions and attitudes through five micro-segments uncovered in their findings.
One micro-segment, which MMGY coined as the “Jet Sweaters” , are a mixed generational group made up of amateur adult athletes who enjoy traveling for athletic pursuits. With an estimated 6 million households traveling to participate in some form of event, this travel group has taken an average of 3.5 vacations.1
For active travelers it isn’t just about medals, it’s about traditions. These sporting events have created strong bonds around common interests and off-the-course travelers can be found reconnecting with old friends, building new relationships, and enjoying nightlife or other recreational activities.1
Travel insurance,however, is a tricky line item for athletes and active travelers, with many believing there is too much exclusion for any policy to fit their needs. For example, high costs of equipment (into the thousands) exceed any reimbursement benefit they could possibly receive if it gets lost or stolen. And while it’s great to know they could be medevaced from Peru to Boston, not being covered because the incident occurred outside of the policies altitude range can be a deal breaker.
While travel insurance for an active traveler does come with its share of asterisks, it can cover much more than what happens from the start to the finish line. Here are two simple ways you can introduce the value of travel insurance for your customer’s next adventure:
Start with the exclusions
It can be frustrating to build an idea of how travel insurance could benefit a hiking tour with a few college buddies to suddenly discover that what your customer thought would be covered isn’t.
To be clear, Allianz Global Assistance terms, conditions, and exclusions state: “Travel insurance does not cover amateur or professional sports and activities, or high-risk activities. All extreme, high-risk sports including but not limited to: bodily contact sports; skydiving; hang gliding, bungee jumping, parachuting; mountain climbing or any other high altitude activities, caving, heli-skiing, extreme skiing, or any skiing outside marked trails; scuba diving (unless accompanied by a dive master and not deeper than 120 feet); operating or learning to operate any aircraft as pilot or crew.”
Developing an understanding of what can’t be covered by a policy upfront will help eliminate any confusion later on in the planning process or if a policy is indeed purchased. It also gives an opportunity to highlight the benefits that are specific to your customer’s itinerary and other travel needs.
Follow up with specific benefits
Travel Insurance may not cover a cycling injury during the final mile of the Tour de France, but if your traveler has spent more time in a German doctors office with a stomach bug than on the course, the Registration Protector could cover up to 100 percent of insured registration costs, subject to certain conditions and limitations, up to the maximum coverage amount of $10,000.
It’s hard to participate in the Ironman triathlon if they’re running in circles at Miami International Airport. Travel insurance can possibly assist your customer if there have been significant delays in their flight due to severe weather like hurricanes or severe thunderstorms.
Your travelers’ adventure packed weekend of climbing in the Red Rock Canyon is prepared to go off without a hitch. Until they are so sick they can’t even climb out of bed. Travel insurance could help protect your customer’s non-refundable financial investments if they have to cancel their trip for a covered reason.
Family Member Emergencies
If your customer is excited to go hang-gliding after a night out on the town in St. Martin, but their parent falls ill in Portland causing them to return home immediately, travel insurance could provide some assistance. A medical emergency of an immediate family member, like a parent, child, or spouse can be considered a potential covered reason.
Lost or Stolen Documents
Losing the amateur basketball league championship is nothing compared to finding out they’ve accidentally misplaced their duffle bag… and their travel documents. With travel insurance, your customer could receive assistance if they find that their important documentation has been lost or stolen.
For active travelers it may seem like travel insurance for sports packed expeditions is just another upsell, but it’s the little details within the benefits that give your customers peace of mind.
As always, if you or your customers have questions about how travel insurance can benefit their excursion contact our award-winning customer service team today at (800) 284-8300.
1 MMGY 2016 Portrait of American Travelers