travel agent professional sept. 2011

Travel AgentProfessional

September 2011Issue 11

A Cornucopia of English GardensBy Paull Tickner

The Affluent TraverlerBy Mitchell J. Schlesinger

September 2011

• Over 8,000 locations in 130 countries• Chau� eur and transfer services• Prestige and sports car rentals• Motorhome rentals

• First, business and coach class• One ways and open jaws• Group rates• Package savings with land

• No minimum stay requirement• Taxes and gratuities included• Package with airfare and car• Call center support

Worldwide 3, 4 & 5 Star HotelsWorldwide Car Rental Services Scheduled Airfare to Europe

Auto Europe is a One-Stop Shop for All Your Travel Needs!

1-800-223-5555 • www.autoeurope.comwww.autoeurope.com

http://issuu.com/action/page?page=16







1

Travel Agent Professional TAP

2011

Ad In

dex

64 A Cornucopia of English GardensBy Paull Tickner

Creator of Special Interest Britain

68 Six Hours of Work... What Do You Sell ?By Les-Lee RolandOwner of The Package Deal

10 Something DifferentBy Sue Sh apiro, PresidentShapiro Travel Resources

12 I Get a Kick Out of YouBy Scott KoepfVice President of Sales Avoya Travel/American Express

16 The Affluent TraverlerBy Mitchell J. SchlesingerVice President, Sales & Marketing Voyages to Antiquity

ShowcaseExpedia CruiseShipCenters................................19Travel Planner Int’l.............................................21

September

http://www.AutoEurope.com

http://www.joinavoya.com/default.cfm?ref=115

http://www.leisurepops.com/

http://www.royalcaribbean.com/

www.sabretravelinetwork.com/tmu

http://www.myhosttravelagency.com

http://us.voyagestoantiquity.com/

Auto Europe................................IFCAvoya Travel/AVC.........................13Leisure Pops ...........................15, 17Royal Caribbean Line ...................BC

Sabre .............................................5Travel Planners Int’l......................11Voyages to Antiquity ......................3

Travel AgentProfessional

September 2011 Issue 11

Travel Agent Professional has its roots in Home Based Trade, the firstmagazine of its kind, started by Joel Abels in 2004. Joel and Lenore Abelsran Travel Trade for nearly half a century – it was started by her grandfa-ther, John S. Lewis, and her father, Sidney Lewis, in 1929, and they tookthe publication over after her grandfather’s passing.

Under Joel’s direction, the company grew to be one of the travel agentindustry’s leading publications, reaching more than 45,000 agentsthroughout North America. It spawned a famous series of trade showsand three monthly magazines – Cruise Trade, Tour Trade and Home BasedTrade.

The Abels also garnered enormous respect – Joel received the NealAward, called “the Pulitzer Prize of the business press,” for his hard-hit-ting editorials.

On a personal note, after working with Joel for over a decade and stay-ing with him until the end, I grew to truly care for and respect the man.He was like a second father to me. Joel was old school, he stood by hisword and believed in his work. There will never be another.

While nobody can replace this industry legend, we’re hoping thatthis new publication, which reunites the original Home Based Tradeeditorial board, will be able to carry on his passion for travel andthose who sell it.

Ann M. Hoek

Travel Agent ProfessionalP.O. Box 120202

Staten Island, NY 10312E-mail:

[email protected]:

718.227.7541

Ann M. HoekPublisher/Creative Design

Bonnie WallingEditor

Meet Our Editorial Board

Mitchell J. SchlesingerVice President, Sales & Marketing

Voyages to Antiquitywww.voyagestoantiquity.com

Mary BrutscherFormer Host Agency Owner & Travel Educational [email protected]

Rusty Pickett, ECCShellback Cruises

www.shellbackcruises.com

Les-Lee RolandOwner of The Package Deal

Scott KoepfVice President of Sales

Avoya Travel/America’s Vacation Center

www.joinavoya.com/default.cfm?ref=11583

Sherry Laskin, ACCTravel Writer/NACTA Webinar Moderator

www.cruisemaven.com

Sue Sh apiro, PresidentShapiro Travel [email protected]

www.shapirotravelresources.com

Paull Tickner,Creator of Special Interest Britain

[email protected]

ContributionsLee Rosen, CEOLeisure Pops

www.leisurepops.com

Joel M. Abels Legend In the Travel Industry

April 1927 to January 2007

September 2011

This online magazine is dedicated to the memory of Joel Abels, Travel Trade's editor andpublisher. Joel and his life's work may be gone, but with your help it can live on.

4

By

P

au

ll

T

ic

kn

er

A Cornucopia of

English GardensBy Paull Tickner

Just as the famous Oberammergau Passion Play takes

place in Bavaria, Germany once every 10 years (next

performance 2020), the Floriade World Horticultural

Expo does the exactly the same in Holland. The good

news for garden lovers is that Floriade takes place in the

Dutch city of Venlo between April 5 and Oct. 7, 2012.

If European gardens, stately homes and castle tours are

on your agenda, this is probably old news to you.

However, I’m coming across a number of travel agents

who share my enthusiasm for a two-country combina-

tion which, at the end of May, brings together Floriade,

the Keukenhof gardens and the Chelsea Flower Show.

As many gardeners are too busy to get away in the

spring, there’s also a Hampton Court Flower Show and

Floriade program at the very beginning of July.

In both cases, there are visits to places like the Palace of

Het Loo (the Dutch Versailles) and award winning

English gardens like those at Sissinghurst Castle, Pashley

Manor and romantic 13th century Hever Castle.

For creative garden tour planners wanting to offer value

added tours to master gardeners, specialist garden clubs

and societies, the season actually runs from February-

September each year.

September 2011

Paull Tickner, creator of Special Interest Britain, is affiliated with theGreatdays Travel Group. For over 30 years, he has been developing andoperating customized niche travel programs for the United Kingdom andIreland. For more information, visit his Web site at www.greatdays.co.ukand E-mail him at [email protected] Image by: Penshurst Place & Gardens(continued on page 6)

September 2011

FEBRUARYOrchid societies may well say yes to a tour that fea-

tures the annual Kew Gardens TropicalExtravaganza, with visits to other notable collec-tions near London. Off season air fares and hotel

rates are very competitive at this time of the year

and when you add in some shopping time and an

evening at the theatre, you can see how this idea

could sell. At this time of year, many Cotswold gar-

dens are covered in snowdrops and you could offer a

2-night extension that includes Snowdrop Sunday, an

English afternoon tea and a pub supper.

MARCH/APRILThe place to go is Cornwall, where the warmingeffects of the Gulf Stream and the micro climates in theCornish river valleys combine to create sub-tropicalconditions and magnificent displays of camellias, rhodo-dendrons and magnolias. Garden lovers can fly intoLondon and let the train take the strain out of the jour-ney to the far southwest of England. This idea may wellappeal to gardeners who are unable to travel in Maybecause they are flat out busy in their own gardens!

From April 16 to 22, 2012, we’ll be celebrating NationalGarden Week, when all sorts of events and happeningswill be taking place all over the UK and Ireland.

MAYSpringtime in England is a very nice thought you canmake a reality for your clients by sending them tothe Spring Show at Great Malvern. There, theCotswolds and Herefordshire’s undiscovered gardensand “Black and White” villages make an excellentcombination.

Later in the month, the south of England gardens likePashley Manor, Hever Castle, Penshurst Place and theGreat Gardens of West Sussex make memorablepre- or post-partners for the Chelsea Flower Show,especially when you include smaller, privately ownedproperties that open as part of the NationalGarden Scheme.

6Image by: Royal Botanic Gardens

Image by: Penshurst Place & Gardens

Image: Public Garden, Penzance, Cornwall

Travel Agent Professional

SEPTEMBERThis is a good time of the year for a Stately Homesand Gardens tour. You can base it around a verygood autumn show at Great Malvern (due west of

the Cotswolds) and there’s another in Harrogate,

Yorkshire which enables you to bring together places

like Newby Hall, Ripley Castle, Fountains Abbey,

Castle Howard and a day in the Viking city of York.

Don’t forget, you can take the overnight ferry from

Hull to Rotterdam for a Floriade grand finale in

Holland.

JUNETake my advice and head for the Cotswolds (where I

live) for a number of garden tours. These can be

enhanced by a private tour of the period gardens at

the Shakespeare houses, jousting and other living his-

tory displays at Warwick Castle, a curator led tourof Compton Verney art gallery, which is set in theWarwickshire countryside and an evening theatre

performance courtesy of the Royal Shakespeare

Company.

JULYWith your jet lag parked in the Cotswolds, your group

will be able to deal with a full day at the HamptonCourt Flower Show. Although air fares will be higherat this time of the year, you will be rewarded by better

weather and gardens both large and small that present

astonishing displays of summer color.

There’s also another rose tinted program that brings

together three countries — Ireland, Wales and

England — and three internationally renowned RoseFestivals/Flower Shows in Dublin, Belfast and atTatton Park near Manchester.

7

Image by: Ripley Castle Estate

Image: Warwick Castle

September 2011

By

L

es

-L

ee

R

ol

an

d

Les-Lee RolandOwner of The Package Deal

8 Six Hours of Work. The cruise lines really know how to

market. Not just to the consumer,

but to the agents.

Being in the business for over 20 years, I remember howthey courted us to sell cruises. We were told how to convince a

client that taking a cruise was easier and more enjoyable than

booking a land package. We were told how to take a piece of

paper and divide it into two columns. One for land and one for

a cruise. Then list all the costs for the land package — the basic

price, transfers, tips, meals, drinks, entertainment, etc. Then list

the costs for a cruise — meals included, entertainment included,

and so on. The bottom line would show that the cruise is less

costly. Plus, do not forget, unpacking one time.

We all rushed out to sell the cruises, fill these ves-

sels. And at that time, we were just being introduced

to the 70,000-ton, 2,400-hundred passenger vessels.

Well, if I had to do the math today, the columns

may show different totals. Plus, I know that I spend

more time and effort in selling a cruise than a land

package with one of the major suppliers.

In fact, I remember the head of a major cruise line

stating that they didn’t want to deal directly with

the public, they wanted travel agents to take the

bookings. If a civilian called their reservation in

directly, they would offer to turn the booking over

to an agent in their area.

Why? Because they found that it takes an averageof six hours from start to finish to complete a

booking. If a client booked a cruise six months

away, they would get phone calls throughout that

time to answer questions . That should be the job

of the travel agent, to take those calls.

Now, I find that the 6-hour span is probably a little

low on many bookings. If clients want a European

cruise for example, it may take over six hours.

First, I do the research to see which ship and sail-

ing dates will work out the best for them. Some

like bigger and newer ships, some want smaller

ones, and I call this the Goldilocks theory…to find

the one that fits just right.

It would be so simple if the clients would just

take the air and pre- and post-trips with the

cruise line. But past cruisers become savvy and

want to know the cost difference if we book the

air separately. Easy to check on the GDS, but then

call the consolidators and check rates. And now

some consolidators have lost their contracts for

Eastern Europe. OMG, what’s happened to my

profits on air?

Transfers are another story. Have you checked the

cost of private cars or shuttle buses in Rome to the

port in Civitavecchia this year? Sure, the train is the

most economical, but not suitable for all clients,

unless they can handle language problems, lifting the

luggage on their own, have the correct currency —

and even then, they still may need a taxi from the

depot to the ship. How much time spent on this?

The pre- and post-cruise package is always a

money maker. What’s the cruise line charging —

are you serious?? And then, the clock starts ticking

as I check out other options. Insurance? Hey, that’s

the easy part. I have my regular suppliers.

Then comes the question I dread the most — “Les-

Lee, can you recommend shore excursions that are

less expensive than the ones offered by the cruise

line?” At that point, I have to check the many offerings

and make a comparison in each port. I always have my

select group of suppliers, plus private drivers I have

used in the past. So I lay out the options, educating

the clients on what they should not miss seeing.

If it’s a Baltic cruise, there is an extremely reliable

and easy company that provides everything in St

Petersburg or even Berlin, DENRUS. They’re easy

to book, and they pay commissions immediately

— with something we rarely see anymore, a hand-

written check.

Sometimes, I have a client that has some personal

requests. Like the executive who wanted to write

off the trip by visiting various car dealers. “Les-

Lee, find me a couple of showrooms or factories I

can check out while my wife goes shopping.“ The

clock is ticking, ticking, ticking.

What about options on board? Now they can book

the spa, the optional dining, and, on those mega

ships, the entertainment. Even if they choose to

book these on their own, they still have questions

for me. “Les-Lee, which shows have you seen, what

do you recommend?“ They’re booked for August,

but they call in June to check out the weather

report. They call whenever there is the beginning of

a storm brewing in the Caribbean to ask if this will

affect their flights four weeks in the future.

And the coup d’etat — the online check-in. The

boarding passes that we are told are mandatory.

(Some cruise lines don’t even look at them). I

admit that I haven’t cut the umbilical cord with

many of my clients, they rely on me for doing it all

for them. I should invest in STAPLES since I buy so

much paper and ink from them. And if it is a group,

well, there goes the evening out with my husband!

You can add the meetings to put everything

together for them to the time total, as well as the

time spent doing the accounting in my computer

— monitoring commissions from the cruise line,

hotel, air, insurance, tours. Six hours? I don’t think

so. It’s more than that for this itinerary.

Now, let’s regroup and go back to the basic land tour

— like for example, Insight Vacations. Sure, the air still

has to be addressed, but transfers are never a prob-

lem. Pre- and post- are easier and their rates are more

reasonable than those from the cruise lines — why?

And excursions! Ha! It’s all spelled out right from the

beginning. You know the options, and it’s easy to quote

the rates. Some companies even pay commissions if

we pre-book them. Remember, I said “some.”

Somehow, we just don’t have to answer nearly as

many questions with a land tour. And their docu-

ments arrive in envelopes, a novelty.

The only problem is the packing and unpacking.

But no formal nights — that’s a good trade off.

.. What Do You Sell ? 9


10

September 2011

By

S

ue

S

ha

pi

ro

Something Different

Good travel agents are always

looking for “something different” for

their clients. After all, that’s what

distinguished a professional agent

from an average one.

Recently, I ran across a very different New York City tourthat many clients would enjoy if they knew about it.

Stephanie, an English teacher in the city, knew that Brooklyn

was a hot destination, as were ethnic restaurants. She had the

great idea to combine the two. Hence, Brooklyn Eats Food

Tours was born.

Now, as a brand-new product, it’s still very much a work in

progress, but the concept is terrific. Clients are picked up in a

small bus at Battery Park and taken to Brooklyn for three

hours of sightseeing and delicious eats - appetizers in one

restaurant, main course at another and dessert at a third place.

On our tour, we started at Tanoreen, a Middle Eastern spot in

Bay Ridge run by a mother and her daughter. A delicious

mezze of humus, babba ganoush and a dozen other dishes

were offered with hot pita bread. After a sightseeing stop at

Coney Island Pier, it was off to Pacifica, a dim sum place in

Boro Park that was mobbed with locals on a weekday for

lunch. The wonderful food certainly justified the crowd. Our

last stop was Karloffs in Caroll Gardens, for Russian pastries.

Think about a tour like this for spouses accompanying con-

ventioneers or out of town visitors. It would also make a

great bachelorette party.

For more information, visitwww.broolyneatsfoodtours.com

Sue Sh apiro, PresidentShapiro Travel [email protected]

www.shapirotravelresources.com

AnythingGoes

By

S

co

tt

K

oe

pf

September 2011

There comes a time in our career whenwe need to discover what business we are really in.Based on the ever increasing amount of informationwe try to absorb, it seems we have to move from onemindset to another in rapid succession. We needmore product knowledge, more sales techniques,more ways to make social networking work, and anunlimited stream of advice and suggestions as towhere we should spend our time. It seems that thekey to success is based on switching directions fasterthan the rest of the travel agents we compete with. Ibeg to differ.

In the campy musical Anything Goes, one of ColePorter’s most famous songs stops the show as theheroine finally ‘gets it’. Reno Sweeny (who was recentlyportrayed brilliantly by my youngest daughter, Cassie –sorry, proud daddy moment) has had a full life of expe-riences trying to find what will excite and move her.Just like many travel agents, she jumps from thrill tothrill trying to find what will ‘work’. So after trying manythings she finally comes to the following conclusion:

I Get a Kick

Out of You

12

Scott KoepfVice President of Sales

Avoya Travel/American Express

www.JoinAvoya.com

(continued on page 14)

14

September 2011

My story is much too sad to be told, But practically everything leaves me totally cold

The only exception I know is the case When I’m out on a quiet spree Fighting vainly the old ennui And I suddenly turn and see

Your fabulous face.

I get no kick from champagne. Mere alcohol doesn’t thrill me at all,

So tell me why should it be true That I get a kick out of you?

I get no kick in a plane, Flying too high with some guy in the sky

Is my idea of nothing to do, Yet I get a kick out of you.

Ms. Sweeney realizes her happiness will come

from only one thing. It is the same for us. No

new trend, no fancy sales technique, no astound-

ing product enhancement nor promise of new

avenues of marketing bonanzas should replace

our complete focus and dedication to our clients.

I am not suggesting we stop learning about our

industry and the products in it but we need to

always keep the focus on our clients.

I must admit I had to go to the dictionary to look

up ‘ennui’ to discover it is “a feeling of utter weari-

ness and discontent resulting from satiety”. Or in

other words, too much same ole same ole! Now I

will admit that in the travel industry, our ennui

looks exciting and thrilling to most, which is part of

the problem. If we had a boring and stagnant indus-

try it would be easier to focus on our clients.

However, to be the best, we need to realize that

our only ‘kick’ should come from our clients. In

today’s world we may not even know what our

client’s face looks like so it is even more important

for us to motivate ourselves to turn to them often

(and just imagine their face is fabulous!).

As a final note I cannot help but comment on the

prophetic nature of the lyrics when speaking of air

travel. Remember that this song was written in the

1930’s, and it appears we have come full circle!

Today we know that flying high still may not pro-

vide our clients a thrill. However, cruises, tours,

resorts and destinations will usually deliver

beyond their expectations. But no matter what

they book we really want our clients to know that

it is them that gives us a kick!

Ultimately our relentless focus on our relationship

with our clients should lead them to sing another

song from Anything Goes about us:

You’re the top!

You’re the Coliseum.

You’re the top!

You’re the Louvre Museum.

You’re a melody from a symphony by Strauss…

You’re the top!

What is LeisurePops?Leisure Pops is a point-of-

sale, merchandizing software

application that runs on an

agent’s desktop and helps

travel agents to sell more

preferred suppliers, more

add-on products and more

upgrades.

Leisure Pops runs in the

background on an Agent's

desktop and then “Pops” or

reminds an agent via a pop

up message of opportunities

to better serve their client

— as well as make more

commissions.

Lee RosenPresident, Leisure Pops

Leisure Pops: A New Application from an Old Friend

For more information go to www.leisurepops.com

• Sell more preferred suppliers.

• Sell more add-on products.

• Earn more commissions.

• Better service your clients.

The Power of Pops

By

M

it

ch

el

l

J.

S

ch

le

si

ng

er

September 2011

Mitchell J. SchlesingerVice President, Sales & MarketingVoyages to [email protected]

From a demographic standpoint, the affluent segment has its own distinct characteristics:

• It spans a wide spectrum of age and family groups. We have never been more affluent as a

society and this attainment of wealth includes a younger demographic with “new” money,

baby boomers who are inheriting in significant amounts, and seniors/retirees with a lifetime

of “old” money;

• The extent of the wealth is significant. While small in terms of percentage of the population,

affluent consumers are valued at $400 billion-500 billion worldwide. Luxury research

resources indicate that could double over the next five to 10 years;

• And because affluent consumers span demographic groups, it is even more important to fol-

low the money. In many cases, affluence creates its own indicators of where these con-

sumers live and spend dollars in a local market. While they may not be “recognizable” in a

supermarket, they certainly are in expensive housing communities, foreign car dealerships,

upscale shopping malls, specialty boutiques, country clubs etc. Following the money is an

excellent way for you to source these clients.

The Affluent Traverler

Exceptional Service +

Experiences + Value =

Exceptional EarningOpportunities

For travel agents with a strong affluent population intheir marketplace or set of clients, this represents aHUGE earning opportunity, IF you are prepared to fulfillthe “caviar wishes and champagne dreams” of the affluenttravel market. And never has the phrase “follow themoney” been more meaningful.

16


18

September 2011


It is the psychographic characteristics of the affluent segment that arechallenging and you must be prepared to meet their extensive needs:

• SERVICE is central. It must be very personalized, (but not formal), attentive, professional and

reflect the experience they will encounter on their trip. There is an expectation by each customer

that they are literally, your ONLY customer. This is how you earn their initial trust;

• The second aspect of fulfilling service expectations is your cataloging all of their personal tastes,

needs, wants, etc. This includes room locations at hotels or on cruise ships, favorite wines, dining

arrangements, activities, etc. As you plan for them, you are not asking, but confirming that this

meets their desires. It reflects a very personalized approach to service;

• Luxury travel is about experiences and emotional reactions to them. These experiences come in

two major categories. The first is the physical surroundings, at a resort, on a cruise ship etc. It

includes both the things they expect (great beds, high sheet thread counts, fancy bathroom ameni-

ties, wonderful dining etc.) and special touches and services they did not expect (neck massages at

the pool, special transfers, champagne on the beach, cold towels brought to them on a golf course),

especially at unexpected locations;

• The second category is focused on the destination and how they “experience” it. This cannot be

the standard or ordinary, but must enable them to return with “emotional memories.“ These

might include boutique lunches or dinners, tickets for performances in St. Petersburg or the

Sydney Opera House, exclusive tour events and personal interactions. The goal is for your clients

to return with memories of specific experiences . You must be cognizant to attract them with trav-

el opportunities that will fulfill these “experiential” expectations;

• Don’t ever presume that the affluent with are not concerned with cost. They have achieved afflu-

ence in most cases because they are savvy consumers. They understand that the things they want

cost more, but value is something they will demand. They may live in expensive homes and drive

expensive cars, but they also shop at COSTCO. The expectation of value never escapes them,ESPECIALLY, if they have a sense of what something should cost. Sell them the travel that willfulfill their psychographic for prestige and exclusivity, just make sure that they clearly see the

“value” in what they are spending;

• There are excellent websites (justluxe.com and 4hoteliers.com) with information and articles on

luxury traveler expectations and new and innovative products for them.


Cruise to Success® TrainingGives Agents Competitive Edge

To prepare our agents for our exclusive WorldExplorer Promotion taking place through themonth of October, Expedia CruiseShipCenterswill be hosting a series of World Explorer Cruiseto Success Rallies! These events are gearing upto be our most inclusive and informative train-ing sessions ever, as thousands of our agentswill be participating at local events across thecountry.

Our Cruise to Success Rallies feature exclusivepresentations by keynote speakers and travelsuppliers. With a focus on exotic destinations aswell as premium, deluxe, luxury and river cruis-es, agents will gain new product knowledge andsales skills to help them succeed.

Cruise to Success Rallies help you:•Grow your business by learning how to develop Customers For Life™•Take advantage of our exclusive promotions which include special perks andoffers for your clients

•Leverage our Marketing programs and CruiseDesk® system to save you time andbetter serve your clients

•Be recognized in front of your peers for outstanding results

In-person and virtual training are just one of the many ways we support our agents to helpthem succeed. Learn more about your opportunity to join Expedia CruiseShipCenters atone of our upcoming webinars! RSVP now and discover how joining our team can trulyChange Your Life.

Warm regards,Pat HeathfieldExpedia CruiseShipCenters

Showcase

Expedia CruiseShipCenters, Just Cruises43277 Garfield Rd, Clinton Township, MI 48038

Phone: 586-840-7447/800-837-4477 Email: [email protected] • www.cruiseshipcenters.com/JustCruisesHB

Upcoming WebinarsWednesday, September 14th12 pm EDT 9 am PDT7 pm EDT 4 pm PDT

Thursday, August 15th12 pm EDT 9 am PDT2 pm EDT 11 am PDT7 pm EDT 4 pm PDT

To request a personal presentation,call us toll free at 1-888-316-1333

or e-mail [email protected].

September 2011

There are two final vital aspects you must incorporate if you are to besuccessful in dealing with the affluent market:

1Be imaginative in sending information to stimulate travel appetites and retain loyalty. Send a per-

sonalized letter on textured paper with a new brochure from a luxury cruise line including a

request to “make an appointment” to discuss new itineraries and destinations. Or, E-mail them a

Web link for a new resort in a destination they indicated interest in visiting. For golfers, this could

be a complete itinerary for a 7-day package in Hawaii or Scotland. And at birthday/anniversary

time, send something they will regard as personal.

2 And finally, everything comes down to your ability to have prospective clients recognize that you

are an expert at selling luxury travel and servicing affluent clients. This includes a style you portray

that reflects the level of service clients can expect, communicating the “experiential” elements

they seek and recommending upscale travel alternatives that meet their expectations. You must

establish yourself as a “luxury service” brand that clients will trust, learn to rely on and best of all,

share with their affluent family and friends.

The affluent customer seg-

ment represents a significant

compensation opportunity

that can change the way you

approach selling travel overall.

I have a very close friend in

the retail business who, every

year, sends a group of 20-40

guests on a full world cruise.

Consider that. If there is an

affluent audience prevalent in

your marketplace, you have

the opportunity to make this

demographic group “pay off”

for you.

20

Image by: Celebrity Xpedition


Maitland, Florida, s eptember 9, 2011: TravelPlanners International announced their new partner-ship with Ensemble Travel® Group, an internationalnetwork of expert travel agencies in the U.S. andCanada that offers travelers special benefits and sav-ings through its superior amenity program and uniqueproduct portfolio.

The partnership will provide clients of Travel PlannersInternational’s independent contractors with a num-ber of exclusive travel perks and services, many ofwhich are only available from an Ensemble TravelGroup-affiliated agency. Ensemble Travel Group offersa portfolio of products and benefits that will enhancetheir clients’ overall travel experiences with value-added savings and privileges.

"Travel Planners International is pleased to be part of anorganization of travel specialists who are expertly-trained,customer-focused, and who work side-by-side with a col-lection of the industry’s leading brands and boutiquetravel suppliers to deliver exclusive values and specialprivileges to our clients," says Ken Gagliano, Presidentand co-Founder of Travel Planners International."Membership in Ensemble Travel Group will open up somany doors for us – and our independent contractors.We have some exciting new opportunities in the pipelinethat will drive business to our independent contractors.We made the decision to join forces with a like-mindedorganization that shares in our vision and understandsthe needs of our affiliated agents.”

“Travel Planners International’s keen business sense,coupled with their genuine care for their independentcontractors and travel agencies, has made them oneof the leaders in the host community for more thantwo decades,” said Ensemble Travel Group’s LibbieRice, co-president. Adds Ensemble’s LindsayPearlman, co-president, “We are delighted to wel-come Ken Gagliano and his team of professionals tothe Ensemble family. We look forward to a long andmutually beneficial relationship in the years ahead!”

Because of its affiliation with Ensemble Travel Group,Travel Planners International is able to offer clients awide variety of unique vacation experiences, including:

• Ensemble® Hosted Cruises offer more than 400escorted sailings each year, featuring exclusive shoreevents, private cocktail parties, and the services of agracious onboard host. Also, more than 1,000 addi-tional cruise departures each year – from expeditionand river vessels to contemporary lines and luxuryyachts – offer an added-value amenity and ensure acruise for every liking and budget.

• Ensemble® Hotel & Resort Collection offers premieraccommodations at nearly 500 four- and five-star prop-erties in the most popular resort and city destinationsaround the world. Each property offers a complimenta-ry Ensemble® Exclusive, a special amenity ranging fromdaily breakfast & spa credits, to airport transfers towell-stocked welcome baskets and dining discounts.

• Ensemble® On Location specialists are a network ofmore than 70 professional operators worldwide, pro-viding the in-depth knowledge and insider access on alocal and regional level needed to design truly extra-ordinary vacation experiences.

• Plus … a number of value-added perks on land/tourvacations, car rental, and air travel offer a variety ofunforgettable travel experiences.

“One of the things we are most excited about withthis new relationship is the strong partner supportand robust inventory of new product,” said TonyGagliano, Jr., Vice President of Travel PlannersInternational. “We know this will be a key driver inhelping our ICs grow their business.”

For more information about Travel Planners International

and the solutions they offer for IC’s, travel agencies (both

home-based and storefront), and suppliers, please visit

www.MyHostTravelAgency.com.

S h o w c a s e

Tr av el Pl a n n er s In Ter n aTIo n a l

To learn more, visit www.CruisingPower.com/MoreSuccessor www.RoyalCaribbean.com/RoyalAdvantage

BEST CRUISE LINE OVERALL for eight consecutive years Travel Weekly 2010 Readers’ Choice Awards

#1

BEST CRUISE LINE for seven consecutive yearsCanadian Travel Press 2010 Agent’s Choice Award

#1

BEST CRUISE SHIPS OF 2011: ALLURE OF THE SEAS®

Frommers Best Ships 2011

#1

BEST FOR FAMILIESCruise Critic2010 Editors’ Picks Awards Winner

#1

BEST NEW SHIP: OASIS OF THE SEAS® Cruise Critic2010 Editors’ Picks Awards Winner

#1

How did we arrive here? By consistently pushing the limits of what’s possible at sea to deliver the vacation of a lifetime. We call this commitment the Royal Advantage – our drive to provide the best, most innovative ships, features, destinations and personalized service to our guests. So when a client wants to know why you’re recommending Royal Caribbean, you’ll never be at a loss for words.

©2011 Royal Caribbean Cruises Ltd. Ships registry: The Bahamas. 11023664 • 4/28/2011

JUST IN CASE YOU NEED MORE GOOD REASONS TO RECOMMEND US TO YOUR CLIENTS.

gy

gy

travel agent professional sept. 2011

Documents

travel needs

travel planners

travel agent professional

lenore abelsran travel

joel abels

tour trade

home based trade

enormous respect joel