Transcript Document

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
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 Do
In Travel
• Accurate Details Are Of Paramount Importance
• When Dealing With Suppliers Record
Date/Time, Name And Number Called
Starting Out As A New ITA
• 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
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
Basic Procedures With ATC
• 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
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
Basic Procedures With Travel Suppliers
• 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
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
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 !
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
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
The ATC Web Site
• The Communications Center From ATC To You
The ATC Web Site
• After You Have Access To The Site Check Your
Email Address – This Is Vital
The ATC Web Site
The ATC Web Site
• Ensure All Other Contact Information Is Correct In
Addition To Your Email
The ATC Web Site
• The Forms Area Has All Travel Booking Forms In
PDF Format
The ATC Web Site
• The Travel Reference Area Lets You Lookup
Hundreds Of Travel Suppliers
The ATC Web Site
• In The Information Center You Can View All The
Supplier Faxes Received During The Day
The ATC Web Site
• The Email Directory Lets You Send Messages To
The Right Department Quickly
The ATC Web Site
• And The Approved Booking Engines Are Available
As Well
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
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
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
Cruises
• 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
Cruises
• 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
Cruises
• River Cruises
• Usually Booked Through Tour Operators
• Vary From Standard To Luxury
• Europe, S. America, USA, Asia
• From $150 And Up
Cruises
• Understanding Cruise Pricing
• Typical Components
• Cruise Fare
• Taxes
• Port Charges
• Pre-paid Gratuities
• Optional Components
• Transfers
• Excursions
• Cruise Air
• Pre And Post Packages
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
Cruises
• 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
Tours
• 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
Tours
• 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
• 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
• 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
• 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 A
Given Destination/Travel Type
• Bad Things About Tours
• Un-Regulated Industry Sector So Caution Has
To Be Exercised In Which Suppliers Are Used
Air
•Terms You Should Know
Domestic
Scheduled
Charter
City Code
Restrictions
Non-Stop
Connecting
Circle
Exchange Fee
PCC
Bulk
International
Consolidated
Class
City Pair
Segment
Direct
Open Jaw
Waiver
Transaction Fee
Net
PAX
Air
• Air Can Be The Most Complex Type Of Booking
• Scheduled Air
• Can Usually Be Booked On ATC’s Sabre Or
Apollo Engines
• You Can Price Check On Internet Based
Sites Like Orbitz.com But Be Aware The Price
You Can Obtain May Be Higher Or Lower
• Generally Speaking 8 Or More PAX Become
A Group Air Booking
• Minimum Transaction Fee Per Booking Is $20
Air
• 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 For
Using Credit Cards
• ATC Fee Per PAX Is $35
• Always Use The ATC Consolidated Air Form
And Price Your Booking Using The Calculator
On The Back
Suppliers For The Beginner
• 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
• 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
• 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
• Alaska
• Tour
• AIR CANADA VACATIONS 800-254-1000
• ALASKA TRAVEL ADVENTURES 800-3235757
• ALASKA AIRLINES VACATIONS-800-4682248
• Cruise Lines
• Carnival
• NCL
• Holland America
• RCCL
• Crystal
• Cruise West
Suppliers For The Beginner
• 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
• 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
• 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
• 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
• 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
• 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
Commissions And Spiffs
• ATC’s Operating Policy Is Very Simple
• Endeavors At All Times To Increase
Commission Income From Suppliers To Increase
The ITA’s Income
• Any Direct To Agency Override Offer Is
Requested To Be Converted Into Increased
Commission
• ITAs, In Turn, Agree To Split All Commissions,
Including Agent Spiffs, Sold TCs, etc., With ATC
FAMs And Reduced Rates
• FAM Does Not Stand For
Fun 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
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
How To Seek Help
• Your Upline
• Other ITAs
• ATC
• TAC
End