FN ISI Export Format VR 1.0 PT J TI Sales Concept for the Swiss Youth Hostels AF Ziegler, René AU Ziegler, R AB Leisure and business travellers still represent the main customer segments in the hospitality industry. Nevertheless, many hospitality companies have started to target special market segments to make sure that their occupancy rate remains at a consistent level. One of these special market segments is the so-called «Foreign Individual Travellers» (FIT), which signify an important trend within the individual travel segment. The key objectives of this Bachelor thesis are to investigate the nature of FITs and to figure out how the Swiss Youth Hostels can best reach this new segment. The first part of this paper deals with the identification of exisiting and potential FIT markets, as well as with the characteristics of FITs. In the second part, different sales concepts are presented, which target the FIT segment. Moreover, travel intermediaries are brought into focus regarding their function as distribution channels. In this case, they play a crucial role, since they can facilitate the Swiss Youth Hostels to reach the FIT segment efficiently. Finally, recommendations are given concerning further steps in terms of potential cooperation and sales objectives. ER