Alpine appeal: matching clients to the right resort is a key to their enjoyment and your ski sales. (Destination: Europe).

Travel Agent, February, 2003 by Folmer, Fred

The allure of skiing in Europe is self-evident: charming Alpine villages, delectable cuisine, long mountain descents and some of the most spectacular scenery anywhere draw advanced skiers and novices alike. Europe is particularly appealing for those who want to combine a ski trip with distinctive Alpine style and culture. Consequently, this market can be very lucrative for agents; according to Daniela Gugliotta, director of marketing for tour operator SkiEurope, 11 million people went to winter resorts last year. "The winter market has great potential," she says.

A key point to remember when selling ski vacations is that winter resorts in Europe vary greatly in terms of facilities and atmosphere. Language and cultural differences play a significant role in...

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