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Travel Agent Professional 8 Are You Into Insurance? By Rusty Pickett 10 What’s In You Wallet By Mary Brutscher 18 Hello Dolly... By Scott Koepf December 2010 Issue 2 Merry Christmas Happy Holidays Happy New Year

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TAP is one of the only magazine for the Home Based Trade Agent.... With stories written by industry leaders like Rusty Pickett, ECCShellback Cruises, Scott Koepf, VP of Sales Avoya Travel/American Express, Mitchell J. Schlesinger, VP Sales & Marketing Voyages to Antiquity, Paull Tickner, Creator of Special Interest Britain and Les-Lee Roland, Owner of The Package Deal... also up to date info on today Host Agencies.

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Page 1: Travel Agent Professional_Dec. 2010

Travel AgentProfessional

8 Are You Into Insurance?By Rusty Pickett

10 What’s In YouWalletBy Mary Brutscher

18 Hello Dolly...By Scott Koepf

December 2010 Issue 2

Merry Christmas

Happy Holidays

Happy New Year

Page 2: Travel Agent Professional_Dec. 2010

���

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Page 3: Travel Agent Professional_Dec. 2010

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1

Travel Agent Professional TAP

2010

Ad In

dex

64 Family Travel...By Mitchell J. Schlesinger

Vice President, Sales & Marketing Voyages to Antiquity

68 Are You Into Insurance? By Rusty Pickett, ECC

Shellback Cruises

10 What’s In Your Wallet?By Mary Brutscher

Former Host Agency Owner & Travel Educational Instructor

16 Your Cost-Conscious Clients Will Thank YouBy Sherrie Laskin, ACC

NACTA Chapter Director, North & East Central Florida

18 Hello Dolly, Hello Travel Agents!Part 2By Scott Koepf

Vice President of Sales America’s Vacation Center/Avoya Travel

December

http://www.joinavc.comhttp://www.autoeurope.com/http://www.leisurepops.com/

http://www.royalcaribbean.com/http://www.trams.com/ http://www.myhosttravelagency.comhttp://us.voyagestoantiquity.com/

AVC/Avoya Travel.........................15Auto Europe .........................IFC & 7Leisure Pops ...........................19, 21

Royal Caribbean Line ...................BCTRAMS .........................................13Travel Planners International........11Voyages to Antiquity ......................3

Page 4: Travel Agent Professional_Dec. 2010

Travel AgentProfessional

December 2010 Issue 1

December 2010

Travel Agent Professional has itsroots in Home Based Trade, the first maga-zine of its kind, started by Joel Abels in2004. Joel and Lenore Abels ran TravelTrade for nearly half a century – it wasstarted by her grandfather, John S. Lewis,and her father, Sidney Lewis, in 1929, andthey took the publication over after hergrandfather’s passing.

Under Joel’s direction, the company grewto be one of the travel agent industry’sleading publications, reaching more than 45,000 agents throughout NorthAmerica. It spawned a famous series of trade shows and three monthly maga-zines – Cruise Trade, Tour Trade and Home Based Trade.

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

On a personal note, after working with Joel for over a decade and staying withhim until the end, I grew to truly care for and respect the man. He was like asecond father to me. Joel was old school, he stood by his word and believed inhis work. There will never be another.

While nobody can replace this industry legend, we’re hoping that this new pub-lication, which reunites the original Home Based Trade editorial board, will beable to carry on his passion for travel and those who sell it.

Ann M. Hoek

Travel Agent ProfessionalPO Box 120202

Staten Island, NY 10312E-mail:

mailto:[email protected]:

718.227.7541

Ann M. HoekPublisher/Creative Design

Bonnie WallingEditor

Meet Our Editorial BoardMitchell J. Schlesinger

Vice President, Sales & MarketingVoyages to Antiquity

www.voyagestoantiquity.com

Mary BrutscherFormer Host Agency Owner &Travel Educational Instructor

mailto:[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

Sherry Laskin, ACCNACTA Chapter Director, North & East Central Florida

www.sherrylaskin.com

Sherrie FunkCo-owner & President of

Just Cruisin’ Pluswww.justcruisinplus.com

ContributionsLee Rosen, CEOLeisure Pops

www.leisurepops.com

This online magazine is dedicated tothe memory of Joel Abels, TravelTrade's editor and publisher. Joeland his life's work may be gone, butwith your help it can live on.

Joel, thanks for your service....To our God. Because of your devotion, our Creator was surely waiting at

the gates of heaven for your arrival. There is a need for guidance and advice

about travel throughout the Heavenly realm. There was only one choice for

this assignment.

To your family. Through good times and the most difficult parents can

face, your childhood sweetheart was and still is the star in your eye.

To your country. Because of dedicated, heroic service in defense of free-

dom and democracy, you allowed us who served after you the privilege of

career service in the world’s best military. We thank you...standing at attention.

To your industry. A beacon in the waters of travel, you were able to sepa-

rate the wheat from the chaff and guide our efforts to make the dreams of

millions of vacationers come true.

To all of God’s small creatures. Lost and forgotten, but not without love,

you championed those agencies dedicated to helping animals who could not

help themselves. Oh... we know God has put you in charge of any ferals that

have made it to Heaven. Enjoy.

— Rusty PickettReprinted from Feb. 2007 Home Based Trade with writer permission

Joel M. Abels Legend In the Travel Industry

April 1927 to January 2007

Page 5: Travel Agent Professional_Dec. 2010

SUMMERVOYAGES TO ANTIQUITY 2011

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Call 1-877-398-1460Visit www.voyagestoantiquity.com

Enjoy the comfort, service and space of boutique-style, small shipcruising aboard Aegean Odyssey

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• 7 -12 NIGHT SAILINGS FOR THOSE WITH

LIMITED TIME

Visit www.voyagestoantiquity.com

Page 6: Travel Agent Professional_Dec. 2010

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December 2010

Mitchell J. SchlesingerVice President, Sales & Marketing

Voyages to Antiquitymailto:[email protected]

The Largest DemographicTarget Group

In my last months article “The Graying of America,” we focused

on the oldest demographic target group, seniors. In this article, we

go back to the youngest and largest demographic group, families.

At approximately 45-50 million households strong, the family mar-

ket is clearly the largest demographic target group in America.

Demographically, the family structure has changed from the 1960s

and ‘70s where typically just dad worked, to the ‘80s and beyond,

where family structure is dramatically marked by two working par-

ents, not to mention single working parents. And this demograph-

ic change has had an impact on key psychographic drivers, which

has further affected travel patterns.

Let’s examine how these changes have impacted travel patterns and

purchase decisions.

Demographics & Psychographics...

Page 7: Travel Agent Professional_Dec. 2010

5

Travel Agent Professional

1. The phenomenon of two working parents has generated a greater sense

of guilt regarding vacations. Parents concerned with losing connections with their chil-

dren see family vacations as a priority, a way to share memorable experiences and

reconnect.

2. Parents seek out oppor tunities on vacations that combine family activities,

organized children’s programs and parents-only time.

3. In addition to the usual family travel timeframes, parents are less reticent about

taking their children out of school for a vacation, especially if they perceive that the trip will

provide an educational, fulfilling experience. My wife teaches in an upscale elementary school

and she tells me that the kids vacation throughout the year.

4. Travel with grandparents has increased, as have larger family reunions

and even children traveling with grandparents without their parents.

5. Travel horizons have expanded dramatically with parents taking their chil-

dren on trips across the globe.

Family Travel

(continued on page 6)

Page 8: Travel Agent Professional_Dec. 2010

December 2010

From a psychographic standpoint, family travel actually has

several characteristic similarities to senior travel.

1. It’s not cheap! Trips to Disney, cruises or all-inclusive

land resorts are not inexpensive, which means parents, like

seniors, are going to be very value focused, making sure the

trip provides all the amenities and programs the whole

family can share.

2. Parents are very concerned with three important ele-

ments: safety, strong children’s programs and enriching

experiences. To be successful selling family travel, you must

address these elements in your communications, immedi-

ately satisfying this concern of parents.

3. More and more, especially with children over 10 years, par-

ents are taking children on vacations to worldwide destinations.

Here are the steps required to respond to family travel

psychographics and capture a significant share of the family

demographic group:

BUILDING

CUSTOMER

LOYALTY

A wonderful family vacation experience

that meets or exceeds expectations will

def in i te ly create loya l customers and

exce l lent word o f mouth re ferra l s .

Parents interact with other parents con-

stantly (PTA, Little League, dance class,

etc.) and positive reactions to a family

vacation are “priceless.”

• Additionally, children are great promot-

ers. Put them on your mailing list and send

them materials from different vacation alter-

natives. There is nothing better than having

the kids constantly reminding mom and dad

that it is time for the next vacation.

• Remember, like seniors and ultra luxu-

ry clients, this is a very service-centric

audience, and the personalized service you

provide is an investment in their next trip,

plus the referrals.

• Don’t forget to ask your current family

clients about their other family members,

siblings, aunts, uncles, grandparents etc.

That is how groups are built. Families trav-

eling together with same-age children have

built-in friends who get to share the experi-

ence and create a referral multiplier effect

when they get home. And, family reunions

are a great source of group business.

• The last spin-off is that when the par-

ents are ready to plan a trip just for them-

selves, they will contact you, as well.

And don’t forget, just about everyone

you come in contact with is part of a fami-

ly, one way or another, so the potential

for family travel is everywhere!!

MARKETING1. If you have a strong family market in your community, it

is important that you enhance your knowledge of travel

opportunities so that families have the sense that you can

provide expertise in your service.

2. Be prepared to provide a litany of information to par-

ents to address all questions, especially regarding safety,

babysitting, children’s activities and programs, etc.

3. Don’t just promote trips during the summer and school

vacations. Promote excellent opportunities even in non-tra-

ditional family travel timeframes.

4. Promote travel opportunities across the globe. It is

norma l to see ch i ldren on summer Europe and

Mediterranean sailings.

5. Find and promote vacations that offer unique experi-

ences, especially those that are participatory.

6

Page 9: Travel Agent Professional_Dec. 2010

1.800.223.5555 • www.autoeurope.com39 Commercial St., P.O. Box 7006, Portland, ME 04112

Auto Europe introduces Group Travel Services

Portland, ME November 10, 2010

Showcase

Auto Europe, a leader in European car rentalservices for over 56 years, has added grouptravel services with their tour division,FlyInternational.com.

Savings begin on groups of 10 people ormore and can be specialized for family gath-erings, sports teams, schools, rel igiousevents, specialty clubs, incentive travel orsimply a group of friends.

Services include coach, business class and firstclass airfare available on over 30 carriers toEurope, Asia, Australia, Africa, India and theMiddle East. Hotel services are also availableworldwide at 3, 4 & 5 star hotels. Car rentalservices can also be added to your groupneeds including self drive at over 8,000 loca-tions in over 130 countries and also chauffeurservices from executive sedans to minivans.Discounted travel insurance is also available.

Our group specialists are dedicated andknowledgeable to help plan, book and man-age your group needs and also offer 24 hour,7 days a week call center support.

“Whether it’s 10 people or 50, group travelis much different than individual travel andwe have the resources and the specialists tomake the booking process seamless”, statesEric Ledroux, President.

Auto Europe services over 8,000 car rentallocations in 130 countries worldwide. Inaddit ion, through their tour divis ion,FlyInternational.com they offer scheduled air-fare to Europe with over 30 carriers and ser-vice 3, 4 & 5 star worldwide hotels. For addi-tional information contact your local salesrepresentative or FlyInternational.com at(888) 325-5544. Visi t their web si te athttp://www.flyinternational.com.

http://www.flyinternational.com

Page 10: Travel Agent Professional_Dec. 2010

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We recently completed our annual

NACTA convention at the Westin Diplomat in

Hollywood, FL and aboard the Allure of the Seas!

As always it was a great event with many infor-

mative presentations by our preferred suppliers.

One of the presentations was done by Travelex,

one of our Insurance supplier members. I was

impressed by how few agents attended our pre-

sentation, and how few seemed to know much

about travel insurance in general; but they were

there learing!

8

By

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EC

C

December 2010

Are You Into

Insurance?

Rusty Pickett, ECCShellback Cruises www.shellbackcruises.com

one of the presentations was done by Travelex, one of our insurance supplier members. I was

puzzled by how few agents attended it, and how few seemed to know much about travel insurance in

general – but those who attended came away knowing a lot more!

It’s my opinion that travel insurance is one of the most critical issues a travel professional must be

knowledgeable of. How many of us have taken the time to know insurance to the extent that we can

effectively counsel our clients on what’s best for them? I suspect far too few – especially those that are

just starting out in our business.

I would suspect that many just tack on the supplier insurance and are comfortable that they have done

their due diligence. I submit that they have not. As an example, how many agents know that one major

cruise line’s basic cancellation protection plan states that the “standard plan is not insurance?” Have you

done the comparison between supplier insurance and third party insurance?

Page 11: Travel Agent Professional_Dec. 2010

9Some questions/comments to consider:

1. Supplier insurance generally only covers that portion of the trip that the supplier tickets. Ifpre/post arrangements are made or independent air is used, a significant portion of the trip won’t be insured.

2. Do you understand pre-existing conditions? Each company’s policy is different and the cover-age for policies within the same company may be different. How do you ensure that your clients ortheir family members don’t have pre-existing conditions that need to be covered?

3. Do you understand primary versus secondary medical coverage and which policies arewhich? Virtually all supplier medical coverage and many third party medical coverage plans are sec-ondary – your client would have to file claims with all other avenues of insurance before filing with thetravel insurance company. I sell only primary medical coverage through the third party insurance com-panies that I am licensed with. Your clients will thank you if they have to submit a claim!

4. Most clients buy insurance for cancellation coverage. Most folks really need travel insurancefor medical coverage. How many clients know what their medical coverage is outside of the UnitedStates? How many know that Medicare covers virtually nothing outside of the this country? How manyknow what their coverage is for medical evacuation? Most HMOs cover nothing outside of the U.S., andthis cost can be more than $50,000!

5. How many agents require clients to sign a waiver if they decline travel protection insurance? Ifound that once I required a signed waiver declining insurance, more than 95% of my clients purchased it.

6. Finally, how many agents purchase insurance for themselves when they travel? Not as manyas you would think! Many third party insurance companies offer annual travel agent travel insuranceplans at very affordable rates, and the plans are commissionable!

If you have not spent the time studying travel insurance, you are risking a lawsuit and damage to your errorsand omissions protection. There have been too many horror stories reported by the travel law communityto not be proficient. Pick your preferred supplier(s) and get the training to be an insurance professional!

Travel Agent Professional

Page 12: Travel Agent Professional_Dec. 2010

Contact information for Mary ismailto:[email protected]

http://issuu.com/action/page?page=1

10

By

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Br

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December 2010

Do you ever feel like you are a major character in aCapital One commercial? Well, let’s hope you never seea group of barbarians bearing down on you, or a hugeboulder rolling your way, but could there be someoneelse this applies to?

What’s In Your

Wallet?

What is in your wallet? Are you or your Hosting program keeping your

wallet on a diet? Do you feel like your wallet is

shrinking instead of getting fatter no matter how

hard you work? Do you feel like you are paying so

many fees that you never see the light of day? If

so, you are not alone.

While attending a travel convention recently, I had

the opportunity of meeting many agents from

across the country and quite a few had com-

plaints regarding the fees collected by their Hosts.

Some agents also expressed concerned regarding

what they see as “shrinking commissions” paid by

their Hosts, along with high membership fees. Yes,

some Hosting programs are nothing more than

card mills, but there are several agents affiliated

with what we consider mainstream Hosts who

are feeling more than their share of the pinch.

While I am thrilled to see more and more agents

deciding to leave some of these card mills, I am

concerned about those agents who feel they need

to leave what should be a good Hosting program

because they believe they can’t make a profit,

given all of the fees combined with low commis-

sion.

Most of these agents leaving their Hosts are

either getting a CLIA or a travel seller’s identifica-

tion number through NACTA or OSSN. This is

fine, but what we are going to see are a lot of

small independent agencies struggling to grow

their commission levels and compete with the

(continued on page 12)

Page 13: Travel Agent Professional_Dec. 2010
Page 14: Travel Agent Professional_Dec. 2010

12

December 2010

larger agencies. It is tough to go it alone and my

hopes are that these agents who are breaking off

to do just that will do extensive research and align

themselves with a Hosting program that will sup-

port them when support is needed.

Another concern some of these agents have is

with discounting and the encouragement some

receive from their Hosts to do so. (Unfortunately,

this is not isolated to Hosts as I found out when I

sat in on a recent LEADING travel membership

organization and the lecturer spoke of discounting

to clients.) Prior to completely severing ties with

your current Host (especially if you are affiliated

with a strong and reputable one) be honest with

them, address your concerns and ask if you can

work together to resolve some of these issues.

For example, if your issue is not receiving commis-

sion payments in a timely manner, stress that this

is income you count on for your monthly support

and late payment is creating difficulties for you in

meeting your obligations.

For a Host that treats its independent agents as

employees, remind them that you are a contractor

and not an employee. If they become angry and

threatening, walk away.

Are you another reason your wallet is shrinking?

Don’t rely on your Host to support you. You love

the business you are in and have a passion for the

work you do. You care about your clients, but

don’t think new clients will just come into the

fold. Not true. If you want good sales, go out and

get them!

You qualify your clients to find out their interests,

now do the same with yourself and tap into that

interest and grow new business. Join some busi-

ness support and lead groups. If you are a wine

enthusiast, tap into that market by visiting local

wine stores, wine tasting groups, etc. and talk

to the owners or managers about

working together on a promotion.

Most agents are friends with other

agents, so why not get together and

do a joint promotion and split the

commission? I’ve done it many

times. It does work and can be

very profitable.

(continued on page 14)

Page 15: Travel Agent Professional_Dec. 2010

Ready… Set… Go mark your calendar for Technology & Marketing University 2011. No matter what tools you rely on to run your business, TMU has something for everyone:

every

knowledge on the hottest industry issues

and technology

investment to finish first.

Save the date: May 17-19, 2011

MGM Grand, Las Vegas

www.sabretravelnetwork.com/tmu

Page 16: Travel Agent Professional_Dec. 2010

14

December 2010

Agents who are dissatisfied with their current

Hosting program need to stop and take stock of

which direction they want to go. One of the first

things you need to do is sit down and create a

game plan. While you don’t need to do a full busi-

ness plan, you do need to give yourself direction.

Decide what your overall goals are for the imme-

diate future and make projections for at least

three years down the road. Determine the best

course for reaching these goals. In order to do

this, you will need to compare the costs of going

it completely alone (including lower supplier

commission levels), or affiliating with a new

Hosting program.

Research, research, research. Find out the costs of

the Hosting programs you are interested in. It is

perfectly acceptable to ask the commission levels

each Host has with the suppliers. Find out what

the initial fees will be as well as what the yearly

renewal fees will be. Are there going to be

monthly fees? What about mailing fees? Get

everything in writing.

Will you be penalized if you do not reach a spe-

cific goal, or terminated by the Host? Express

your concerns to any and all Hosts you are inter-

ested in. Be honest with yourself. If a Host has

specific requirements in sales and you know you

will not be able to reach those goals, don’t affiliate

with that Host.

There are many wonderful Hosting programs out

there and if you align with the right one to fit

your particular needs, you can save yourself a lot

of work and costs. Don’t be afraid about talking

to agents who belong to different programs or to

those who have gone it alone.

If you are still intent on gaining your complete

independence, please investigate membership in a

consortium. I cannot begin to stress the benefits

of a good consortium, such as marketing dollars,

special promotions for your clients and support

and assistance with supplier issues.

Some agents have expressed a bit of confusion in

differentiating between a Host and a consortium.

Please keep in mind that when you align with a

Host you use the Host’s affiliations. The Host is

the one that has the supplier reps for their partic-

ular state. When you have your own CLIA (or

other travel seller) number, YOU have your own

affiliations and no matter which consortium you

join or do not join, you will still have your own

identity and your own supplier reps. A consor-

tium is primarily a membership marketing associa-

tion and a good consortium is well worth every

penny of membership.

A consortium is primarily a membership marketing

association and a good consortium is well worth every

penny of membership. ‘ ’

Page 17: Travel Agent Professional_Dec. 2010

CST

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Page 18: Travel Agent Professional_Dec. 2010

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By Sherry Laskin, ACCNACTA Chapter Director, North & East Central Florida www.sherrylaskin.com But what do we say when a client requests an inside

stateroom? Does your voice falter a bit? Maybe you are

new to the cruise industry and haven’t yet experienced

cave-dwelling. If you’ve ever booked an inside state-

room, you know that it is similar to living in a walk-in

closet, with a few conveniences.

If you haven’t tried an interior stateroom, you should do

so as soon as you can. You’ll love it or hate it. Either

way, you’ll have the passion and knowledge when your

cost-conscience client calls for a quote.

Over the years, I’ve cruised in a few inside staterooms. I

have to say, I’ve never felt so rested than when I’ve had

to go windowless.

Last year I hosted a NACTA seminar at sea to New

England and Canada. I experienced fourteen days in a

windowless room. But there is a trick to doing it. The

TVs on almost every cruise ship have at least one chan-

nel devoted to a live camera broadcasting 24/7 with a

view to the outside.

For those of us who are primarily cruise selling travel

agents, you know how important it is to have a geographically-

educated mind. We can correctly pronounce Civitavecchia, gasp in

disbelief when a client books a “drive-by” past Antarctica and be

on standby alert when the inevitable hurricane season arrives.

Your Cost-Conscious

Clients Will

Thank you

16

Page 19: Travel Agent Professional_Dec. 2010

17

Travel Agent Professional

Our ship had a Bridge Cam. At night when I

retired, I kept my TV turned on, sound off and

tuned in to the Bridge Cam. As dawn approached

and the sun came up, the cabin gradually “awak-

ened” with onscreen daylight. It was the perfect

virtual window.

Allow me to digress a bit to share one day of our

Canada/New England cruise.

On the morning that we quietly slipped into

downtown Portland, Maine, my virtual window

foretold of a beautiful fall day. The sun was shining

and the temperature was hovering around forty-

five degrees. With a bit of skillful layering of

clothes, it was sure to be a perfect fall afternoon.

As in many European ports of call, downtown

Portland is right there as you step off the ship. Exit

the security area, turn left and start walking. My

biggest decision for the day was where to sample

the local lobster and seafood chowder.

A couple of locals directed me to Gilbert’s, a small

hole-in-the-wall on Commercial St. a couple of

blocks from the port. I sat at the counter and

started a conversation with a couple of customers

and the counter-waiter. I spent an hour listening to

local banter and shared my cruise itinerary. They

were in disbelief that we were headed to Quebec

City in the face of an impending snow storm. But

that’s an entirely different story for another time.

Getting back to windowless vs. oceanview or bal-

cony staterooms, we need to do what our clients

request. There’s nothing better than a balcony, but

when all else fails don’t poo-poo the interior cab-

ins; keep your enthusiasm. Up-sell if you can, but

when all else fails, agree, agree, agree with their

decision. Point out that they will sleep like babies.

Share my trick for the virtual window. They may

not use it, but will appreciate your understanding

and advice. No one wants to feel like a cheap-

skate and it’s up to you to make them feel as

important as your suite clientele. They may forev-

er be inside stateroom people, but they’ll return

to you because you made them feel special.

Happy New Year &

Happy Selling in

2011!

If you haven’t tried an interior stateroom, you should do so

as soon as you can. You’ll love it or hate it. Either way,

you’ll have the passion and knowledge when your cost-

conscience client calls for a quote.‘ ’

Page 20: Travel Agent Professional_Dec. 2010

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HELLO DOLLY,Hello Travel

Agents!Part 2

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Scott KoepfVice President of SalesAvoya Travel/America’s Vacation Centerwww.JoinAvoya.com

Don’t let the

Parade Pass you by!In the last issue I explained how Dolly Levy, thetitle character in Hello Dolly is really the perfectanalogy of the ultimate travel agent. By “arrang-ing things,” she creates extraordinary happinessfor her “clients.”

However, even Dolly, with her vivacious outlookon life, needs to remind herself of all of theopportunities in life. Travel agents need to dothe same! And while obstacles will appear, youmust understand that life is like a parade ofexciting new opportunities. And like Dolly youneed to sing:

Before the parade passes byI’ve gotta get some life back into my lifeI’m ready to move out in front I’ve had enough of just passing by lifeWith the rest of them, with the best of themI can hold my head up highFor I’ve got a goal againI’ve got a drive againI wanna fell my heart coming alive againBefore the parade passes by

(continued on page 20)

Page 21: Travel Agent Professional_Dec. 2010

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

Page 22: Travel Agent Professional_Dec. 2010

20While travel agents provide adventures you have to remember that life is an adventure. Thissong is all about confidence and taking a risk to be “with the best of them.” So, like Dolly, hold your headup high and know that what you do is a valuable and needed service.

We also learn from Dolly that all clients are important and have different dreams. Sometimes in the trav-el business, we get caught up in words like “luxury” and try to define it. The fact is that luxury is differentfor each client. For some it is the top of the line, over the top service, but for others it is someone elsemaking the bed and providing a meal. In other words, “elegance” is a state of mind that you can deliverto anyone.

As two of Dolly’s clients discover:We got elegance, we got built in eleganceAnd with elegance…elegance…elegance…elegance…eleganceWe’ll carry it off!

Dolly created a story and her clients saw themselves in it. This is the perfect job description of anexceptional travel agent. Your job is painting the picture so compellingly that your clients are therebefore they are even there!

While many thought that travel agents were doomed, the opposite is currently happening. The resur-gence of travel agents is like the most famous number from this musical where Dolly is welcomed backin grand style. Instead of waiters, picture your clients singing anddancing for you with a slight adjustment to the lyrics:

(Clients sing)Hello Agent! Well, hello Agent!It’s so nice to have you back where you belongYou’re looking swell, AgentWe can tell, AgentYou’re still glowin’, you’re still crowin’You’re still goin’ strong.(You sing)So here’s my hat fellasI’m stayin’ where I’m at, fellas(Clients sing)Promise you’ll never go away again!

Whenyou are glowin’ andcrowin’ and going strong, yourclients will make you promise tostay. Just have confidence, knowthat you help provide memoriesthat last a lifetime and don’t letthe great opportunities of todaypass you by. The truth is, in only amoment clients have the oppor-tunity to see that they need youfor life! Or with another slightvariation on lyrics, your clientswill sing to you:

It only takes a momentTo talk with you and thenMy heart knows in a momentI will never be alone again

December 2010

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