Archive for: ‘October 2011’

Product Design of a Travel Agency

October 28, 2011 Posted by admin

Role of a travel agency is to perform as an intermediary between the producers and consumers of tourism services. Suppliers in tourism industry such as airlines, tourist transport operators, tour operators, hotels etc work with travel agency for distribution of their services. Tourists also avail the services of travel agency for buying the services of the major suppliers. This does not mean that the travel agencies follow the strategies of the principal suppliers for marketing purposes. They have to chalk out their own strategy for promoting themselves.

Travel agencies make effort to add value to the products/services of the major suppliers. They go for their own market research to set the target market. They have to decide on discounts or service charges and finalise their product mix as well as sales and promotional strategies.

Understanding the Market
A travel agency has to take decision which market segment to target. The prospective market needs to be properly segmented. This segmentation could be done on the basis of the motive of travel or their budget. Timing of the travel decisions or services required by the customers could also be the base of segmentation. A customer could require services like tour packages, travel consultancy, ticket booking, handle travel documents (visa, passports etc), airport transfers, hotel bookings etc.

Product Design
Travel agency business is more or less confined to sole proprietorship or partnership firms. Majority of businesses are of small level. A travel agency has to decide on the target market, determine on customer requirements and generate ideas to develop the product. One also has to do the business analysis considering costs, estimate future sales, and profit potential.

A travel agency could have product oriented or market oriented approach in the business. It could emphasise on products and services of tourism supply, disregarding customer needs. However, in a multi-player market, this approach will not work. A market oriented approach would always be better for an agency. It must look at the customer needs and accordingly design its products. Market survey has to be conducted to understand the customer needs and get information about the practices of other agencies. Only when a manager knows about market needs, he can take a decision on the product design of the company. For example, services provided to walk-in customers could be different than those offered to repeat customers.

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Travel Insurance – Worth It?

October 28, 2011 Posted by admin

Travel insurance is an added expense tacked on to the end of your vacation tab, and most people waive the fee without learning the details of what the travel insurance covers. The most common coverage is for medical emergencies, lost luggage and a full or partial reimbursement for any cancellation fees. However, before you add a travel insurance policy, evaluate your unique situation as to how much coverage is prudent, or if you need any at all. So is buying travel insurance worth it? The answer depends on where you are going and what you have planned for your itinerary.

When traveling overseas, its a good idea to purchase some kind of coverage. Travelers who will participate in an escorted tour will be given the option to buy the minimum travel insurance coverage, usually just a few hundred dollars due at the time the balance of the tour is paid. This type of coverage is checked out by the tour operator and one of the safest coverage plans you can buy. Nothing fancy and no frills, just solid coverage for loss of life or limb, stolen baggage and excursion cancellations scheduled for your tour. In addition, the tour group policy will usually cover an emergency flight back home after obtaining medical treatment.

If you are traveling domestically or overseas and planning to stay with a friend or relative, you probably do not need to invest in travel insurance. The insurance plan is offered from tour companies, not only for the traveler’s benefit, but peace of mind for themselves should any snafu arise. However, if your next vacation includes a ski trip or other intense sport where there’s a possibility of taking a tumble, you want to be sure you have basic medical coverage, especially outside of the United States. It makes good sense to buy some kind of coverage for medical emergencies, no matter how proficient you are in sports.

Some travel insurance companies specialize in coverage for high risk sports and activities, and such companies often carry the best rates. If your itinerary includes mountain climbing, white water rafting, etc you may opt for full coverage to cover the cost of evacuation, as well as any medical treatment received. Some industry giants, such as worldtravelcenter.com, allow their clients to pick and choose exactly what they wish to be covered for, thus keeping the policy bill to a bare minimum.

A common misnomer is that when you travel to countries using socialized medicine, that you will be treated for free. No. The citizens of that country must show a national I.D. card for treatment and foreigners will be billed a hefty fee. The savvy and seasoned traveler knows the risk of injury and will plan ahead with a premium policy to cover all the bases.

When choosing your travel insurance plan, be sure to get one that offers good protection for your luggage. If anything is going to go awry, it will most likely be lost or stolen bags. However, beware that there are hundreds of travel insurance policies on the market, each containing fine print that must be understood. So to make it easy, you may wish to let your travel agent assign you a policy from a vendor that they know and trust. In addition, some of the major credit card companies offer travel insurance, and if you are using their card, you have a head start already with your coverage.

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5 Key How To Start a Travel Agency Steps to Instantly Increase Sales

October 28, 2011 Posted by admin

Congratulations on recently starting a travel business. But do not rest now. Your work is not done yet. You need to unleash key tactics to enable relentless, sustained business growth to occur. Let’s look at the quickest, fastest and easiest strategies to build sales right now for a travel agency starting off.

1. Follow up every enquiry with 5 multiple professional communications.

Burn this secret into your mind. To build any business to consumer relationship you need to accept that several contacts should be considered the norm and not the exception when dealing with your prospects. Three, five or seven contacts or communications with your enquirer virtually means a booking will result with you rather than a hit or miss one contact approach.

The biggest mistake most new travel businesses make is to NOT consistently follow up every enquiry. The best way to enable this to happen is to have a sales system whereby every consultant professionally and without fear is trained to simply have 3 or 5 or 7 communications after someone enquiries. I recommend you start with producing a simple 5 step sales system. Here is how you go about it.

An example would be where a quotation has been given to a prospect (Step 1). Of course you have attempted to close the sale professionally but we know it will be normal for many prospects not to book with you immediately. This is especially so for more detailed travel itineraries.

Step 2: A courtesy call to see what the person feels about the information supplied.

Step 3: Email extra tip or information quickly through about the prospect’s trip.

Step 4: Send a pre-prepared letter to thank them for enquiring and to offer them an incentive to come back in.

Step 5: Follow up call again to see how they are getting on with their plans and to offer to assist them further. Because rapport has been established now is a good time (if it has not occurred in earlier steps) to ask for the booking again and a final commitment.

These steps are interchangeable and the key is they happen in different mediums via email, direct mail and phone calls. Now consider if you are doing this versus another competing travel agency who does not follow up at all or spasmodically at best (which is the norm in the travel industry). So who will win the majority of customers most of the time?

So why do so many of us in the travel industry have no logical sales process for following up or staying in touch? Why do we make it such a hit and miss affair? Imagine the power of following up every single quotation and enquiry 100% of the time.

How to start a travel agency secret number one is easy really. It just takes some thought to how to implement this simple system into your travel business.

If I could convince you of the mightiest of strategies, the one that takes the pick as the first tactic I would introduce to any travel business, it would be following up every quote within 3 business days and to keep in touch with your prospects until they buy.

If you do this one simple strategy, train your team and have a written down, easy to implement system, your conversion rate of enquiry to booking will increase and sometimes by dramatic margins! Test it in your business and see for yourself.

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