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rt What We Will Cover

• Who This Training Program Is For• Starting Out As A New ITA• Basic Procedures With ATC• Basic Procedures With Travel Suppliers• Basic Procedures With Travel Clients• General Travel Terms And Concepts• Packaging Travel With Suppliers• The ATC Web Site• Cruises• Tours• Air• Suppliers For The Beginner• Commissions And Spiffs• FAMs And Reduced Rates• Accreditations And Specialists• How To Seek Help

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rt Who This Training Program Is For

• New Agents That Have Enrolled With ATC And Have No Previous Experience In The Travel Field

• If You Learn What Is Presented Over The Next Several Hours, You Will Be Able To Begin Booking Travel

• Become A Note Taker For Everything You DoIn Travel

• Accurate Details Are Of Paramount Importance

• When Dealing With Suppliers RecordDate/Time, Name And Number Called

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• Avoid The “I Can’t Do It Until I Know The Ropes” Syndrome

• We Will Show You “The Ropes” Right Here

• Follow 2 Simple Rules:• If You Don’t Know - ASK!• Never Circumvent The Company Procedures

• Responsible Communication Is The First Order Of Business

• There Is No Valid Travel Project You Can Not Handle With The Backing Of ATC

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rt Basic Procedures With ATC

• Rule #1 Under All Circumstances, ALWAYS, Inform ATC When A Booking Is Reserved, Confirmed, Changed, Partially Or Completely Paid For, Cancelled, Refunded, Or In Any Other Way Altered

• Rule #2 Never, EVER, Accept Cash Or Checks Payable To You, The ITA For A Booking Involving ATC As The Travel Agency

• All Payments Must Be To Either ATC Or A Travel Supplier• Cash Is Not Accepted By ATC – Cashier’s Checks And Money Orders Payable To ATC Are

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• Rule #3 Never Represent Yourself As An Employee Or Corporate Representative Of ATC

• ITAs Are Independent Contractors Authorized To Book Under ATC’s Name In A Contractual Agreement• Do Not Attempt To Negotiate On ATC’s Behalf Or Solicit Training, Or FAMs And Special Rates, Without Written Permission From ATC

• Rule #4 Read And Know The Detailed Procedures And Rules In The ITA Manual

• Failure To Comply With Any Rules May Result In The Suspended Or Lost ITA Status

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rt Basic Procedures With Travel Suppliers

• Rule #1 ITAs, As Authorized Independent Agents Under ATC’s Name And Earned Accreditations, Are Required To…

• Respond To All Supplier-To-ITA Communications In A Timely And Accurate Manner• Be Professional And Polite In All Dealings With Suppliers

• Rule #2 If The ITA Finds A Situation With A Supplier Is Approaching Any Form Of Confrontation, The ITA Is Required To Contact ATC For Instruction On How To Proceed

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• Rule #3 Never Have Confirmations Or Documents Sent To You Except With Express Permission From An ATC

• Rule #4 Never Attempt To Have The Supplier Change The ATC Address Or Phone Numbers

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rt Basic Procedures With Travel Clients

• Rule #1 Never Collect Fees From Clients Under ATC’s Name Except As Permitted By The ATC Procedures

• Rule #2 Always Make It Clear That You Are An Independent Travel Agent For ATC

• Rule #3 Carefully Review The Section Of The Manual On Dealing With Client Issues

• Feel Free To State That ATC Is An Experienced Travel Company Operating Since 1991 Servicing Thousands Of Independent Travel Agents Across The Nation

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rt General Travel Terms And Concepts

• Profitable Travel Products Are…• Tours• Cruises• Meetings (Not Covered In This Seminar)

• To Self Package Or Not• Not Recommended For The Beginner

• Requires Knowledge Of Air• Risk Of Scheduling Issues And Resulting Problems

• Let The Supplier Make The Process Easy For You And Create A From Home - To Home Package

• Travel Insurance – Always !

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rt General Travel Terms And Concepts

• A Few Industry Terms• IT/FIT• Escorted• Group• Record Locator• Confirmation Number• Contract• Gateway• City Code Or Airport Code• Segment• Net• TC• Amenity

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rt Packaging Travel With Suppliers

• Know Generally What Your Client Wants• Qualifying Questions Are In The Manual

• Don’t Start With Booking Engines!• Booking Engines Are For Agents That Have Experience, Both With The Destinations And With Packaging• You Need To Use The Experience Of The Tour Or Cruise Supplier To Help You Get Started So Call !

• Don’t Be Afraid To Call• Say That You Are New To The Destination Or Cruise And Would Like The Reservationist’s Help And Advice With Your Client

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rt The ATC Web Site

• The Communications Center From ATC To You

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rt The ATC Web Site

• After You Have Access To The Site Check Your Email Address – This Is Vital

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rt The ATC Web Site

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• Ensure All Other Contact Information Is Correct In Addition To Your Email

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rt The ATC Web Site

• The Forms Area Has All Travel Booking Forms In PDF Format

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rt The ATC Web Site

• The Travel Reference Area Lets You Lookup Hundreds Of Travel Suppliers

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• In The Information Center You Can View All The Supplier Faxes Received During The Day

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rt The ATC Web Site

• The Email Directory Lets You Send Messages To The Right Department Quickly

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rt The ATC Web Site

• And The Approved Booking Engines Are Available As Well

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rt Cruises

• ATC’s Most Active Travel Market Sector

• CLIA – An Important Program For Beginning ITAs

• Carnival Is The Biggest Cruise Supplier For ATC

• Several Innovative Programs Unique To Carnival

• Incentive Certificates• Gift Certificates• Fund Raising Program• Golf Program

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rt Cruises

• In Order To Effectively Sell Cruises You Need To Be Able To Categorize The Various Lines And Offerings

• This Is Difficult Because Of The Variety Of Factors That Go Into Each Cruise - They Are More Like “Flavors”

• How Do You Describe A Flavor?• By Comparing It To Other Flavors

• So How Do You Describe A Cruise When Starting Out And Haven’t “Tasted” Any?

• Here Are A Few Pointers

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rt Cruises

• First Read The Recommended Client Questions In The Manual• If That Doesn’t Result In The Client Telling You Which Line And Itinerary They Want Then Use These Simplified Categories• Based Upon The Price Per Person Per Day Your Client Is Prepared To Pay…

• Over $400 - Luxury• Silversea, Seabourn or Radison

• Mostly Mid Sized Ships• Quiet, Refined Environment

• Crystal• Mid To Large Ships• Still A Refined Environment With More People And Entertainment

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• Over $300 – Upper End• Celebrity

• Large Ships• Quiet, Refined Environment

• Over $200 – Mid To Upper End• Windstar, Royal Olympic

• Mid Sized Ships• Many Destination Activities

• Princess• Large Ships• Many People, Much Onboard Entertainment

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• Over $100 – Standard And Premium• Carnival, RCCL, Holland America, NCL, Orient

• Mid To Large Ships• Many People And Much Onboard Entertainment

• Specialty Cruises Are A Growing Market• Small Ship Cruise Lines

• Very Destination Intensive• Vary From Standard To Luxury• From $150 And Up• Cruise West Is ATC Preferred

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• River Cruises• Usually Booked Through Tour Operators• Vary From Standard To Luxury• Europe, S. America, USA, Asia• From $150 And Up

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rt Cruises

• Understanding Cruise Pricing• Typical Components

• Cruise Fare• Taxes• Port Charges• Pre-paid Gratuities

• Optional Components• Transfers• Excursions• Cruise Air• Pre And Post Packages

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rt Cruises

• Understanding Cruise Pricing• Group Cruises

• On Your First Group Booking, Two Words Apply - “Call ATC”• General Considerations

• All Payments Are Made Through ATC• TCs• Amenities• Optional Meeting Facilities• Price Protection• Deposit Due Dates And Cancellation Penalties

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• Good Things About Cruises• Highly Profitable• When You Have Gained Some Experience They Are Very Easy To Sell And Configure• Well Adapted To Groups• Very Large Market

• Bad Things About Cruises• Cruise Ships Wait For No One – Missed Connections Or Connections That Are Too Tight Can Be Disasters

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• ATC’s Second Most Active Travel Market Sector

• Many Specialist Programs Are Available

• The Largest Tour Suppliers For ATC…• Funjet• GoGo Worldwide• Apple Vacations• Happy Vacations• Blue Sky Tours

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• Types Of Tour Suppliers• Retail• Wholesale

• Understanding What They Are• Essentially Travel “Contractors”• Few Actually Own Any Facility

• Selecting A Tour Supplier• The Tour Company Industry Is Un-Regulated So You Need To Be Careful• USTOA• As A Beginning ITA Either Use Our Recommended Suppliers Or Call ATC

Tours

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• Tours Are Easier For The Beginning ITA To Sell

• Call One Of Our Recommended Tour Suppliers With Your Client’s Request And Let Them Help You With The Process Of Determining The Best Package (This Doesn’t Work With Cruise Lines Because They Are Selling Their Own Product)

• Note: This Does Not Mean You Should Put Your Client In Touch With The Supplier

• You Are The Agent

Tours

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• Understanding Tour Pricing• Usually Very Straight Forward

• Most Invoices Come Down To A Total Per Person Cost

• General Considerations• If A Supplier Accepts CC Payments Directly From Your Client That May Be Done

• Other Types Of Direct Client To Supplier Payments Should Be Cleared Through ATC

• Be Careful That The Supplier Is Not Quoting “Net”

• Not Permitted• This Is Non-Commissionable And May Not Include Other Cost Factors

Tours

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• Good Things About Tours• Profitable• When You Have Gained Some Experience They Are Moderately Easy To Sell And Configure• Well Adapted To Groups• Large Established Market• Well Adapted To Becoming A Specialist In AGiven Destination/Travel Type

• Bad Things About Tours• Un-Regulated Industry Sector So Caution Has To Be Exercised In Which Suppliers Are Used

Tours

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•Terms You Should Know

Domestic InternationalScheduled ConsolidatedCharter ClassCity Code City PairRestrictions SegmentNon-Stop DirectConnecting Open JawCircle WaiverExchange Fee Transaction FeePCC NetBulk PAX

Air

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• Air Can Be The Most Complex Type Of Booking

• Scheduled Air• Can Usually Be Booked On ATC’s Sabre OrApollo Engines

• You Can Price Check On Internet BasedSites Like Orbitz.com But Be Aware The PriceYou Can Obtain May Be Higher Or Lower

• Generally Speaking 8 Or More PAX BecomeA Group Air Booking

• Minimum Transaction Fee Per Booking Is $20

Air

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• Consolidated Air• Can Only Be Booked Direct With Consolidators

• Highly Restrictive. Read The Fine Print

• Be Careful To Obtain Net With All Taxes

• Be Aware Some Consolidators Charge ForUsing Credit Cards

• ATC Fee Per PAX Is $35

• Always Use The ATC Consolidated Air FormAnd Price Your Booking Using The CalculatorOn The Back

Air

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• Hawaii• Tours

• FUNJET 800-558-3050• APPLE-800 727-3400• PLEASANT 800-2• BLUE SKY 800-678-2787• ALL ABOUT-800-274-8687• CLASSIC CUSTOM 800-221-3949• HAPPY 800-877-4277

• Cruise Lines• NCL

Suppliers For The Beginner

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• Mexico• Tour

• ADVENTURE 800-999-9046• GOGO 800-229-4999• APPLE 800-727-3400• FUNJET 800-558-3050

• Cruise Lines• Carnival• NCL• Holland America• RCCL• Crystal• Windstar• Royal Olympic• Cruise West

Suppliers For The Beginner

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• Caribbean• Tour

• APPLE 800-727-3400• HAPPY 800-877-4277• AIR JAMAICA VACATIONS 800-LOVEBIRD• GOGO 800-229-4999

• Cruise Lines• Carnival• NCL• Holland America• RCCL• Crystal• Windstar• Royal Olympic

Suppliers For The Beginner

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• Alaska• Tour

• AIR CANADA VACATIONS 800-254-1000• ALASKA TRAVEL ADVENTURES 800-323-5757• ALASKA AIRLINES VACATIONS-800-468-2248

• Cruise Lines• Carnival• NCL• Holland America• RCCL• Crystal• Cruise West

Suppliers For The Beginner

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• Europe• Tour

• BRENDAN 800-421-8446• GLOBUS & COSMOS 800-221-0090• TRAFALGAR 800-854-0103• TAUCK 800-468-2825• DER 800-782-2424• CENTRAL 800-935-5000• COLLETTE 800-832-4656• FAR & WIDE 877-FARWIDE• AIR FRANCE HOLIDAYS 800-2-FRANCE

Suppliers For The Beginner

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• Europe•Cruise Lines

• Carnival• NCL• Holland America• RCCL• Crystal• Windstar• Royal Olympic

• Air Consolidators• SKYLINK 800-247-6659• AIR TICKETS-800-207-7300• GTT GLOBAL 800-485-6828• DER-800-782-2424

Suppliers For The Beginner

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• Africa• Tour

• ADVENTURE BOUND 800-308-2345• AFRICA BOUND 800-727-7830• INTRAV 800-456-8100• GLOBUS & COSMOS 800-221-0090• COLLETTE 800-832-4656

• Air Consolidators• GOWAY-800-387-8850• GATE 800-682-3333• AFRICA BOUND 800-727-7830• SKYLINK 800-247-6659• TRAVAC-800-TRAV-800• GTT GLOBAL-800-485-6828

Suppliers For The Beginner

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• South America• Tour

• SOLAR TOURS 800-388-7652• SUNNYLAND 800-783-7839• BRENDAN 800-421-8446• COLLETTE 800-832-4656• INTRAV 800-456-8100• UNIWORLD-800-733-7820

• Cruise Lines• Holland America• Royal Olympic

• Air Consolidators• TRAVAC 800-TRAV-800• SOLAR 800-388-7652• GTT GLOBAL 800-485-6828• INTRAV-800-456-8100

Suppliers For The Beginner

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• South Pacific Incl Australia/New Zealand• Tour

• BRENDAN 800-421-8446• GLOBUS & COSMOS 800-221-0090• INTA AUSSIE:800-531-9222• SWAIN AUSTRALIA 800-227-9246• NEWMANS 800-421-3326• DOWN UNDER-800-642-6224

• Air Consolidators• DOWN UNDER 800-642-6224• AIR TICKETS 800-207-7300• TRANS AM:800-800-822-7600• GOWAY 800-387-8850• GTT GLOBAL-800-485-6828

Suppliers For The Beginner

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• Asia• Tour

• PACIFIC DELIGHT 800-221-179• FESTIVAL OF ASIA 800-533-9953• TAUCK-800-468-2825• GLOBUS & COSMOS 800-221-0090

• Air Consolidators• TOKYO TRAVEL 800-227-2065• AIR TICKETS 800-207-7300• TRANS AM 800-822-7600• FESTIVAL OF ASIA 800-533-9953

Suppliers For The Beginner

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• ATC’s Operating Policy Is Very Simple

• Endeavors At All Times To IncreaseCommission Income From Suppliers To IncreaseThe ITA’s Income

• Any Direct To Agency Override Offer IsRequested To Be Converted Into IncreasedCommission

• ITAs, In Turn, Agree To Split All Commissions,Including Agent Spiffs, Sold TCs, etc., With ATC

Commissions And Spiffs

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• FAM Does Not Stand ForFun And no Money

• These Are Educational Excursions Underwritten By Suppliers

• Rules • Must Be Approved By ATC• Approval Based Upon Booking History• Exceptions Are Specialist FAMs And Reduced Rates

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rt Accreditations And Specialists

Accreditations• IATAN

• $5000 In Commissions• 6 Month Waiting Period (3 For CLIA ACC/MCC)

• CLIA• Complete One Classroom Or Internet Lesson And Pass Test

Specialist• Marriott Specialist

Organizations• ASTA• CTO

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rt How To Seek Help

• Your Upline

• Other ITAs

• ATC

• TAC

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