Travel Agent Professional March 2016

Travel Agent Professional March 2016 Issue 42

Recipe for Success – Value with Bundling

By Cindy Bertram

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Profit from Niche Markets

Recipe for Success — Value with Bundling

By Cindy Bertram

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Cindy's Inside Cruise & Travel Track, LLC

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FAMS – Love Them Or...

By Les-Lee Roland Owner of The Package Deal

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More Inclusive Packages

By Mitchell J. Schlesinger President, MJS Consultants

Showcase Alamo Rent A Car .........................................12 Travel Planners International....................20-21

http://issuu.com/action/page?page=10 American Marketing Group ..............22-23

Ad Index

Cover Photo: MSC Cruises

Amadeus.......................................BC

Britain Greatdays.............................3

Avoya Travel .................................17

HostTravelAgency.com ...................7

Auto Europe .................................IFC

TRAVELSAVERS.............................13

Travel Agent Professional

2016

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TAP

By Paull Tickner

Travel Agent Professional March 2016 Issue 42

Travel Agent Professional Staten Island, NY 10312 E-mail: info@travelagentprofessional.com Phone: 718.360.3153

Joel M. Abels Legend In the Travel Industry April 1927 to January 2007

Ann M. Hoek Publisher/Creative Design ann@travelagentprofessional.com Bonnie Walling Editor Bonnie@travelagentprofessional.com Alan Cohen Vice President Marketing Alan@travelagentprofessional.com

Meet Our Editorial Board Paull Tickner, Creator of Special Interest Britain ptickner@customgb.co.uk www.customgb.co.uk Cindy Bertram, Cindy’s Inside Cruise & Travel Track, LLC cindybert@att.net Mitchell J. Schlesinger President, MJS Consultants mjschlesinger@bellsouth.net Les-Lee Roland Owner of The Package Deal Sue Shapiro, President Shapiro Travel Resources sue.shapiro@gmail.com www.shapirotravelresources.com Rusty Pickett, ECC Shellback Cruises www.shellbackcruises.com Sherry Laskin, ACC Travel Writer/NACTA Webinar Moderator www.cruisemaven.com This online magazine is dedicated to the memory of Joel Abels, Travel Trade's editor and publisher. Joel and his life's work may be gone, but with your help it can live on.

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

Under Joel’s direction, the company grew to be one of the travel agent industry’s leading publications, reaching more than 45,000 agents throughout North America. It spawned a famous series of trade shows and three monthly magazines – 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 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 his word and believed in his work. There will never be another.

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

Ann M. Hoek The opinions expressed in these columns are solely those of the authors and do not necessarily reflect the views of Travel Agent Professional.

March 2016

Travel Agent Professional

4 Profit from Niche P a u l l T i c k n e r

I recently spotted details of a Travel Institute on line seminar on ‘Specialisation — Choosing Your Niche’. Having spent over 35 years designing and operating customised UK/Ireland tours it something I know a fair bit about and so here are 6 sources of untapped new business that are sure to be on your doorstep. There’s more out there but let me get you started with these niche markets.

Up an English Country Garden Path During the spring and summer, I’m pretty certain that the gardening magazines you and your clients read will be giving some decent coverage to the 2016 Year of the English Garden and the 300th anniversary celebrations of Lancelot ‘Capability’ Brown. If you want to see a stunning example of his legacy, take a look at the picture perfect gardens at Blenheim Palace

By Paull Tickner Paull Tickner is an expert in developing customized niche travel programs for the United Kingdom and Ireland.

Check out his website at http://www.customgb.co.uk and E-mail him at ptickner@customgb.co.uk .

March 2016

5

Markets

If you wonder where to find interest in a tailor made tour of English gardens, do some research and look out for Orchid, Herb, Rose and other specialist societies, Master Gardeners

and

Friends

of

Botanic

Gardens/Arboreta.

As a promotional hook, use the Chelsea Flower Show (May), the London Rose Show (June), the Hampton Court Flower Show (July), the Royal Horticultural Society show at their showcase Garden at Wisley (September). Develop a European dimension by adding Keukenhof in Holland

Girls Getaways

(April/May) and Bloom in Dublin (May)

Over 70% of the business cards I collect at trade shows come from female travel agents which should make this niche a no brainer! With the exchange rate hovering around the $1.45 level, shopping is back on the agenda which means that the opening words in a presentation to some of your friends starts with the words “Harrods, Selfridges, Harvey Nicks, Portobello Road Market and Antiques Fairs”. I’m not sure you need to say much else.

Add an extra dimension with a couple of days in sleepy honey coloured limestone Cotswolds villages, privately owned gardens, 16th century gastro pubs and quintessential English tea rooms.

Tourist Railroads and Railway Museums The words Flying Scotsman are resonating with members of the Steam Preservation and Trolley Museums in North America. For a complete members list look at Association of Tourist Railroads and Railway Museums and RailsCanada. Specialist railway publications are featuring this world famous locomotive and many readers (possible clients of yours) will want to see it and experience other UK Heritage Railway Museums. (continued on page 14)

Travel Agent Professional

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Family Travel River Thames speed boat rides, The Making of Harry Potter, castles and palaces, behind the scenes actor led tours, Alice’s Day in Oxford, the centenary of Roald Dahl and a performance of Mathilda, WWII code breaking at Bletchley Park and a flight on the London Eye. Let’s put the words fun and excitement into UK bound family travel.

Literary On Location/Performing Arts Doc Martin, Poldark, Wolf Hall, Downton Abbey and Jane Austen make a great focus for a tour. For Murder Mystery fans you can offer a ‘The Three Detectives tour’ featuring Inspector Morse (and Lewis), Sherlock Holmes and Agatha Christie. Mark the 400th anniversary of the Bard’s death in 2016 with a unique actor led tour that follows the London – Stratford route taken by William Shakespeare.

Pilgrims’ Trails British cathedrals make a very good framework for an idea you can pitch to your Minister especially if you cut down the travelling and concentrate the visits into tighter geographical areas. To see where to find these wonderful places of worship, take a look at this website. There are also memorable itineraries for your Methodist contacts and a Three Holy Islands pilgrimage tour of Scotland includes Iona, Incholm and across the border at Holy Island. Don’t forget that in 2017 there’s also the 500th anniversary celebrations for Martin Luther in Germany and the centenary of the Fatima appearances in Portugal, Spain and France.

March 2016

8 Recipe for Success — C i n d y

Thinking back a few decades ago, one of the main

B e r t r a m

products retail travel agencies sold was airline tickets. And the other products sold, from tours, hotel packages and cruises added to the revenue stream that complemented airline sales. But with commission cuts and changes, the retail travel industr y has evolved. And today tr avel professional role has evolved into one of more specialization. Yes, we’ve become more than just being an “order taker,” and where we really provide value? Filling the gaps and needs of our clients by joining those ser vices and products together — in effect, bundling.

By Cindy Bertram Cindy's Inside Cruise & Travel Track, LLC

What is Bundling?

Over the few past years, the term “bundling” has become a bit more prominent. A more traditional definition is “joining related services together and then selling them as more of a single unit.” As travel professionals, we work to make sure all the details coordinate together for our clients so they can have extraordinary travel experiences and not have to deal with unexpected issues.

Negative Effects of Unbundling — Higher Costs Think about some of the services you purchase today. Do you pay extra, higher fees for those services if you purchase them separately? A quick example that comes to mind is insurance. Usually you get a discount if you use one insurance company to purchase your car insurance as well as home owner’s insurance policies.

When you don’t do that, it can result in paying higher fees — the unbundling of those purchases.

March 2016

9

Value with Bundling Unbundling by Airlines — Being “Nickel and Dimed to Death” A perfect example of people getting “nickel and dimed to death” involves the airline industry. Today the majority of airlines today have extra charges when it comes to checked bags. It’s the exception, not the norm. And there’s no bundling.

Charging people for their checked bags started to occur in 2008. Fuel prices started to soar so many of the airlines began adding a checked bag surcharge.

It was supposedly an effort to combat the rising cost of fuel, but when the fuel prices decreased, airlines didn’t change their policies. The one exception has been Southwest Airlines, who lets their fliers check two free bags.

Not only are people charged for checked bags, but they’re also charged for meals. That’s the norm, not the exception. And it’s something today’s fliers have become accustomed to.

As a result, the flying experience is one of being a transport service, to get from point A to point B. And it’s usually not fun.

Who are the end winners? The airlines, of course. With all the ancillary fees involved, airlines are making millions of dollars.

MSC Cruises USA Inc. Leads the Way — Four Different Levels of Inclusiveness When the new era of cruising began back in the late 1970’s and early 1980’s, cruise guests had to pay for drinks via cash as well as other amenities while onboard. Over the years, changes in the cruising experience have occurred with more options and choices. We’ve seen drink packages along with dining ones being added.

An area that MSC Cruises really pioneered has been bundling amenities. In 2014, with the launch of their innovative pricing structure, MSC Cruises created four different levels of inclusiveness. Ken Muskat, Executive ViceKen Muskat, MSC Cruises USA

Travel Agent Professional

10 President, Sales, PR & Guest Services, MSC Cruises USA, Inc. has seen the value of bundling through providing options of a more inclusive experience.

When I asked Ken Muskat what the reason was behind this move, he explained, “MSC Cruises launched Inclusive Experiences with the goal of providing consumers more flexibility and choice in planning their cruise vacation as well as making it easier for travel agents to sell and market us. Consumers preferences vary greatly, with some guests wanting to pay upfront for the cruise only and others seeking all-inclusive vacation experiences where all the services and activities they want can be paid for in one bundled package. MSC Cruises Inclusive Experiences structure allows consumers to choose a vacation package based on their own personal preferences and the specific extra amenities that they desire.�

March 2016

11 Positive Responses with MSC Cruises’ Inclusive Experiences Ken and I then talked a bit more on how the feedback and responses have been, since MSC Cruises began offering their inclusive packages for the past two years.

Ken mentioned, “Feedback has been very positive. Guests like having options and that they are getting more value for their money.”

Then he further explained, “Given the success of our bundling pricing structure, we just added a new inclusive experience — the wellness experience powered by Technogym. The wellness experience is designed for health conscious individuals and is a complete 360 degree customized health and wellness program that begins with a pre-cruise questionnaire and includes a range of exclusive privileges such as workout gear and sport drinks in the stateroom, experienced trainers, best-in class fitness equipment, next-generation technology, exclusive shore excursions, and dedicated health and wellness dining options.”

Ken’s Insights for Travel Professionals As far as the positives behind these levels of inclusive packages that travel professionals should be aware of, Ken provided more and noted, “A huge benefit of MSC Cruises’ pricing structure is that we offer something for everyone. That means a travel agent is able to suggest an experience that is truly tailored to their client’s vacation desires and their budget. In addition, consumers are getting more value for their money and we’ve improved customer satisfaction as guests have more opportunity to customize their vacation experience based on their own personal desires.”

As far as thoughts on how travel professionals should think about leveraging this bundling, inclusive package option to successfully grow their businesses, Ken provided some additional insights. He said, “Travel agents receive commission based on the cost of the package chosen. Therefore, once travel agents have qualified their clients, MSC Cruises’ unique pricing model means increased profitability as travel agents have the chance to upsell their clients, resulting in higher commissions for them.”

The Bundling Recipe When dining out, do you order everything separately or do you like it when the restaurant might actually have a salad or soup included with your main entrée? Or when’s the last time you ordered a steak and it came with nothing else?

Think again. A steak alone is just one part of the dining experience. As travel professionals, by providing those additional options that complement our clients’ travel experiences, we are bundling things together. But it’s also in a very positive, customized way and that’s where we excel.

Travel Agent Professional

Sh ow ca s e Vacation Shaming in the Workplace Millennials Most Likely to Feel Guilt for Taking Time Off Work Annual Alamo Rent A Car Study Explores the Vacation Attitudes & Behaviors of Americans

Vacation shaming – being made to feel a sense of shame or guilt from co-workers for taking a vacation – has become prevalent in the American workplace, especially among millennials, according to new research* from Alamo Rent A Car. Findings from the 2016 Alamo Family Vacation Survey show more employed millennials (59 percent) reported feeling a sense of shame for taking or planning a vacation compared to those 35 or older (41 percent).

Twenty-two percent of those employed individuals surveyed reported that feeling shame was at least somewhat likely to keep them from going on or planning a vacation. “This year’s research indicates that vacation shaming is a real workplace issue that can, in some cases, discourage hard-working Americans from taking well-deserved time off with their families,” said Rob Connors, vice president of brand marketing for Alamo Rent A Car. “In addition, our survey shows employees continue to leave a large percentage of paid vacation days on the table.”

“It’s long past time to stop wearing unused vacation days as a badge of honor,” said Gary Oster, managing director of Project: Time Off, an initiative to win back America’s Lost Week of vacation. “By forgoing vacation days, Americans are missing out on stronger bonds with family and friends, greater fulfillment and productivity in their work lives and enhanced health and wellness as a result of time away from the office.”

Other family travel perceptions and trends identified through the research include:

Work-Related Family Travel Trends

Compared to the 2015 Alamo Family Vacation Survey, the 2016 survey showed a larger proportion of adults received paid vacation as part of their job benefits (56 percent vs. 52 percent, respectively). However, 41 percent of respondents who received paid vacation are still leaving some of these days on the table: Of those who reported having unused paid vacation days, two-fifths (40 percent) said they left five or more vacation days unused in 2015. · The top two reasons people gave for not using all of their paid vacation were a desire to roll over their days to take a longer vacation the following year and the fact that they are simply too busy at work to take time off.

Compared to the 2015 survey, this year, significantly fewer adults reported never working on vacation (44 percent vs. 48 percent), indicating a rise in Americans being unable to unplug during their family vacations.

Family Bonding Best Part of Vacation: In both the 2015 and 2016 surveys, spending quality time together remained the most important benefit of traveling as a family (43 percent and 48 percent, respectively). The most frequently cited benefit from respondents’ last family vacation in both the 2015 and 2016 surveys was spending quality time with a spouse or partner. In addition: · Adults appear more likely now than a year ago to go on vacations with extended family (73 percent in the 2016 survey compared to 67 percent in the 2015 survey). Out of a list of 21 items, the most popular opportunities people said they wanted their vacations to provide were to spend quality time with loved ones, get a break from their routine, rest and relax, bond/reconnect with family and see family or friends.

Kids’ Technology Use is On the Rise: Ninety-three percent of parents reported allowing their kids to use electronics on vacation at least once in a while. Compared to the 2015 survey, more parents said they let their children use electronics on vacation most of the time (26 percent vs. 21 percent). Still, seven percent of parents report they do not let their children use electronics at all while on vacation.

Women vs. Men: Both the 2015 and 2016 surveys showed women were more likely than men to use all of their paid vacation days.

In both the 2015 and 2016 surveys, women were significantly more likely than men to say packing for the trip stresses them out the most the week before going on vacation.

Alamo is a value-oriented, internationally recognized brand serving the rental needs of airport leisure travelers. For more information, visit www.alamo.com. *The 2016 Alamo Family Vacation Survey was conducted from Jan. 5 - 15, 2016, with 1,500 adults from the 50 states and the District of Columbia. The survey was fielded using the Research Now online consumer panel. At the time of the survey, participants had to have been at least 18 years of age or older, be married, have a domestic partnership or have a child under the age of 22, and taken one or more trips with their immediate family and/or their extended family in the past five years. Age data is reflective to the adult population based on U.S. Census data. Millennials are defined as 18 to 34 year olds.

March 2016

14 FAMS – L e s - L e e

Love Them Or...

Okay, let’s see a show of hands. Raise them high if you are in the

R o l a n d

travel business for the perks. The many fams, or agent rates that are offered.

Now, I believe that many people become agents because they thought they could travel the world for very little. In fact, most “civilians” out there, still think we get it all for free. Don’t we wish!

I just spoke to an agent of 50 years who said he still dabbles with the sales, in order to qualify for the fams. Then he rattled off a

By Les-Lee Roland Owner of The Package Deal

few suppliers he has gone on recently. Then he named the suppli-

ers that HE would use for a freebie or reduced rate.

Miami, single occupancy, was over $1700.

But HE would never even try to sell the product to

Remember, I said such a deal. The price was higher

his few clients.

than I planned, but the timing was the key — the only week I could get away.

I have experienced so much on previous fams. Made friends for life. Witnessed so many things. Watched

After numerous email blasts from the supplier and

a supplier have a female agent removed from a ship

phone conversations, I knew I had to go. I was look-

in Italy when they caught her smuggling a local man

ing for a supplier for a couple of upcoming group

onboard. The picture of her at the pier, with her lug-

requests for Machu Picchu, and this one might be in

gage — screaming — “what am I supposed to do-

contention. I had even told their rep that I was look-

where do I go?”

ing forward to a supplier who specialized in this destination, along with the Galapagos. I had also told the

Been on fams that were overloaded with hotel

rep that I would write about the experience.

inspections. One day it was 12 different properties.

And an agent in Mexico who was determined to

First, I had to drive 4 hours to get to the Miami air-

jump into the pool at every property. And back on

port, not my favorite drive across the state. But with

the bus, soaking wet. He was mildewed by the end

6 cups of coffee, that part was not as bad as I

of the day.

thought it would be. Found a new off airport parking lot that was just perfect, and I will refer my clients to

Well, I just returned from an advertised fam. Such a

it in the future.

deal — I say that tongue in cheek. Seven days in Peru, going to Machu Picchu. Including air from

I was reassured, in advance, and have the e-mails

March 2016

15 Photo from Galapagos Conservancy

proving it — that there would be others on this trip-

be joining me, plus others were staying at the same

and they would be coming from other gateways. I

hotel. I didn’t see anyone from the US at the buffet

was even told that some might be on a fam and oth-

breakfast. Hanging around the lobby, I did meet a

ers were paying travelers. So you can imagine my

couple on a Gate 1 pre-tour package. Their agent

surprise that I could not find any agent at the air-

met with them the night before with all the info

port. You know the drill. You look at potentials, try

about their trip. Soon they were off with their guide.

to listen to their conversations and finally ask if they are travel agents. And the few people I asked, no

On time, my guide picked me up. I was now told

way. When I finally arrived in Lima, the transfer com-

that I would be a single traveler for most of the

pany confirmed that I was the only one scheduled.

week, unless last minute bookings were made.

Plus, my itinerary had changed — not using the hotel on my papers. In fact, he gave me a new itinerary.

So there I was being shuttled from vehicle to bus and again to shuttle on a private tour until one Korean

I was told the guide would pick me up in the morning

fellow bought the tour at the last minute. Very nice

for my Lima city tour. Again, told that others would

person, but not the tour I expected. First the guide

Travel Agent Professional

16 would tell us where he normally goes on the day tour,

venue than the others. There were 2 other couples

but of course, if we didn’t want this or that, he could

who joined me.

shorten it. Let’s just say that we saw what we should, had no more than 10 minutes to shop- bummer —

After strenuous tours, don’t you like to relax at the hotel?

that I would have enjoyed more. At the end of the

The hotel in this case had renovations going on. Jack

day, back to the hotel, for dinner on my own. Should

hammers going constantly from 8:30 am to 6pm. The

I go to one of the local eateries in walking distance, or

only relief was when the workers took a coffee break. I

take cabs. Since Peru is proud of their culinary side, I

even asked the local guide to try to arrange for me to

did go to a well known chef’s place located nearby.

leave one day earlier. But unless I paid extra, it couldn’t

Thank goodness I brought a stack of trade journals to

be done. So I literally spent the last day in Peru sitting on

read on this trip. What’s more fun than having a

a bench on a street, away from the jack hammers. For

gourmet meal, all alone, in a foreign country.

hours and hours.

Each day except for the last, was like this. Totally

Even though I was seeing a place on my bucket list, the

alone. And even worse, every day I had to have peo-

tour operator found a way to deny me the pleasant

ple call the tour operator to confirm if and when I

experience that I would have liked. All because of the

was going to be picked up, did I have a tour, what

mistruths coming from the supplier.

about the 2 hour bus ride to the train station, transfers to other hotels. Every day I was given different

If I had treated my clients like this, I would never have

info. Every day, I was asked for vouchers for the tours

repeat business or referrals from them. And now I have a

or trains, and I did not have this documentation. No

supplier who is so low on my list that I would never use

one had given me any. How would you like to be on

them for any of their destinations.

a 3 hour train ride, and being told that since I had no voucher for the transfer, I would not have a 2 hour

I just don’t understand how a supplier was so eager to

bus transfer to my hotel.

book me, take my money, lie about others being on the tour, make changes in the itinerary without telling me,

The only time I was glad I was on my own was visit-

changing the hotel, and on and on.

ing the Sacred Valley of the Incas. Since I was alone, I could go at my own speed, and when I got tired and

Bottom line. Always check out the suppliers you work

winded, I decided to sit and rest. Soon a married cou-

with — even for a fam. Find out their credentials. If they

ple who didn’t speak English, sat down on a bench

ask for payment by check, (this supplier took credit cards),

near me. The husband soon passed out, and his wife

do even more checking. Call the State they operate from

was, with great panic, pounding on his chest to try to

to see if they are registered. Check to see if they only do

revive him. I managed to get help who soon brought

e-mail blasts, or do they advertise in trade journals. Ask for

him a canister of oxygen. I wonder what would have

references from other agents. Or just go with the flow.

happened to him if I hadn’t found a guide in time.

The last tour, I was combined with a group — but

What’s next on my list — China! Only this time,

even where we were supposed to go to lunch, the

there are 100 agents going. A major event at the

guide said he would have to take me to a different

Great Wall — catch me next month.

March 2016

18 More Inclusive Packages & M i t c h e l l

You have no doubt read with

J .

interest the current development

S c h l e s i n g e r

of more inclusive packaging and programming by cruise lines across all product segments.

These expanded offerings are significantly valuable for travel sellers to generate sales.

By Mitchell J. Schlesinger President, MJS Consultants, mjschlesinger@bellsouth.net

When I was VP of Marketing & Sales at Voyages to Antiquity, I had an interesting conversation with a travel partner. Her client saw our ship in port while he was traveling Europe, looked at our website and noticed that other than purchases for hard liquor at bars, spa and gift shop, all other elements of the cruise were included. And even though the client usually purchased more deluxe or luxury products, when comparing similar itineraries against another deluxe brand, Voyages of Antiquity was more inclusive. He booked one of our itineraries because he didn’t to be “nickeled and dimed” once he boarded the ship.

The moral of the story? Guests like the notion of purchasing product elements BEFORE the cruise for 2 simple reasons; they like to know that their arrangements are secured in advance, and they prefer to not feel like they are constantly paying for things once they get on the ship.

The same logic applied to the success of Orient Lines. Virtually all of our itineraries featured INCLUDED pre and post hotel stays as part of the itineraries. This was significant because pricing for OPTIONAL pre/post hotel stays offered by other cruise lines was quite high and positioned the Orient Lines pricing as extraordinarily valued based, which gave us a definitive competitive advantage. Again, guests preferred to book a trip where more of the product was included. AND OF COURSE, travel agents were paid commissions on an itinerary based on inclusive cruise and hotel stays.

March 2016

19 Product Elements Benefits Everyone This principal applies in its most complete form on the

This is an excellent way for small & medium sized agen-

ultra-luxury lines who offer virtually fully inclusive prod-

cies to separate themselves from OTAs and mega agen-

ucts, leaving their guests with little extra to spend once

cies who promote lower priced products and sell on

onboard. Of course, these are amongst the most

volume, by promoting cruise lines offering more exten-

upscale guests the industry attracts and they clearly pre-

sive and inclusive value-based

fer this model. And now this trend in various forms, is

products.

extending itself throughout the industry across various product in the mainstream and premium segments.

Plus, where cruise lines make these features available and pack-

In recent months, more and more cruise lines have

age them accordingly, the total

announced the offering of expanded value-based prod-

cruise price is higher which yields

uct and programming packages for alternative restau-

higher commissions.

rants, soft drinks, wine & bar, spa arrangements, specialized shore experiences and more. And all of this pro-

From a strategic marketing

vides a significant opportunity for travel sellers:

standpoint it is critical that travel sellers retool promotional ele-

The more inclusive cruises become, they further sepa-

ments to communicate this new

rate themselves from resort vacations and tours as the

trend, especially on websites

premier value based vacation. 4 & 5 star resorts offer

which should reflect features and

rooms...period. Everything else is extra and the food &

benefits of these inclusive prod-

beverage costs can be astronomical, especially for fami-

uct element and not just listing

lies bringing multiple children. There is nothing more

cruise deals. And emails should

“sticker shocking� than menus at these resorts.

be sent specifically to agency customers to introduce them to

The added inclusivity also enables travel sellers to posi-

this new trend and give them

tion cruise differently than decades ago when it seemed

additional reasons to book new

that every time clients turned around there was some-

cruise vacations. The cruise

one trying to sell them something. And this is critical as

industry proves again and again

cruise products become more upscale and attract more

that it is the most creative and

aspirational guests who want a more refined experi-

value based vacation alternative

ence.

in the world.

Travel Agent Professional

Travel Planners International Hires Leading Strategist Jenn Lee to Travel Planners International

(TPI), one of the leading host

agencies in the nation supporting travel professionals, has caught a big fish by the name of Jenn Lee! Lee accepted the role of VP of Sales & Marketing to manage the new direction of Travel Planners International.

With over 30 years of experience building, managing, and training sales teams for Fortune 500 companies like Ryland Homes and Premiere Farnell, it’s no wonder TPI picked Lee to fulfill the new position of VP of Sales & Marketing. Her natural talent for elevating companies to the next level began in the early 80’s as one of Marriott Vacation Club’s first employees where she cut her teeth working with the company in its’ infancy and helping it rapidly grow. Software Support, Inc. was next on Lee’s list, working in a fast-paced entrepreneurial environment alongside the owner as they developed the first-ever, 24-hour technical support company for the emerging personal PC market. Fast forward to 2008, Lee left the corporate grind behind and launched her consulting and speaking business on a mission to help America’s entrepreneurs make good decisions with where they spend their time and resources, “Working with crazy, sleep deprived entrepreneurs is what gets me out of bed at 5:00am every morning!”

“We hired Jenn Lee as our VP of Sales & Marketing, a new but desperately needed executive position, to fulfill TPI's new direction,” said Ken Gagliano, President of TPI. “Since transforming from a host agency to a marketing and support agency for new and experienced travel professionals, we needed to bring in a talented individual to fulfill this new mission and Jenn is just that person.”

Supporting the new initiatives, TPI needed a strong individual with ample experience working in a variety of areas to develop innovative, strategic and tactical sales and marketing March 2016

Showcase

Spearhead Company’s Vision plans, and maintain consistent communication amongst all areas of the company during the rollout of TPI’s rebranding.

“The old TPI only offered travel agents a better way of doing business and selling travel, but we wanted to offer so much more to our agents and preferred suppliers” said Gagliano.

The new phase of TPI now offers continuing educational opportunities for agents, providing agents tools to grow their business, connect agents to consumers through specific marketing objectives such as the Onward Traveler enewsletter, social media exposure, TPI’s new consumer-facing website where consumers are placed directly in front of a specialized TPI agent to build and book the perfect vacation, and provide the best and latest travel specials offered by preferred industry suppliers for agents to offer their clients.

ABOUT TPI Travel Planners International is a marketing and support agency for new and experienced travel professionals. Travel agents partner with TPI for their profit generating marketing programs, consumer connect options, negotiation power, small business training events, and time saving back office support. An advocate for the travel industry as a whole, Travel Planners International educates and connects consumers directly to their collection of specialized travel agents and preferred industry suppliers through their interactive consumer facing website, strong social media presence, direct consumer marketing, as well as

“Jenn started as a consultant with us last March; her spot-on advice and business mindset got TPI to a solid position, ready to run marathons around the competition,” said Gagliano. “There was always a vision for TPI, but just recently that vision was brought to life through Jenn’s hard work and dedication.”

Travel Agent Professional

their collaborative ventures with complimentary industry associations and consortia’s. Agents or suppliers who wish to partner

with

TPI,

please

visit

www.TravelPlannersInternational.com

Agents & Suppliers Team Up to At the Global Travel Market Conference in Palm Desert American Marketing Group (AMG), the parent company of TRAVELSAVERS and NEST (Network of Entrepreneurs Selling Travel) is again collaborating with Autism Speaks during their AMG Global Travel Market conference at the JW Marriott, Desert Springs Resort & Spa, Palm Desert, CA, June 9-12, 2016. The group is sponsoring a fundraiser walk and a grand silent auction during the gala event on Saturday evening. A Travel Market Autism Speaks web page has been created, just in time for Autism Awareness day on April 2nd, for attendees to sign up for the walk, click here to visit the page.

American Marketing Group places tremend o u s e m p h a s i s o n h e l p i n g o t h e r s . Th e Autism Speaks walk will take place on the manicured grounds of the JW Marriott. The silent auction on Saturday night will offer dozens of travel organization prizes from exclusive preferred suppliers. All donations will support the Autism Speaks organization.

“As the number of people affected by autism increases, partnering with Autism Speaks is especially meaningful to our family, agents,

suppliers and employees. We are all looking forward to ‘Lighting it up Blue’ in June,” says Jim Mazza, Chief Operating Officer, TRAVELSAVERS. “Autism Speaks is a cause that is very near and dear to our hearts. Fundraising efforts have taken place on the employee level and a t o u r Trave l M a r k e t c o n f e r e n c e . Th e response from our preferred suppliers, travel professionals and staff has been overwhelming. Our initiatives include participation in annual walks, Autism Awareness days and as a sponsor at the Long Island Chapter. To d a t e w e h ave ra i s e d ove r $ 8 0 , 0 0 0 f o r Autism Speaks,” says Nicole Mazza, Chief Marketing Officer, TRAVELSAVERS, NEST and The Affluent Traveler Collection.

Travel Market brings together the world’s most renowned travel professionals, suppliers and speakers from around the globe.

Attendees will have the opportunity to attend educational sessions, learn from interactive panels, network with peers and experience a supplier trade show like no other in the industry.

March 2016

Showcase About American Marketing Group:

Support Autism Speaks

American

Marketing

Group, Inc. is the parent company of 18 leading travel brands around the globe, including TRAVELSAVERS,

Autism Speaks has grown into the world's leading autism science and advocacy organization, dedicated to funding research into the causes, prevention, treatments and a cure for autism. Increasing awareness of autism spectrum disorders and advocating for the needs of individuals with autism and their families has grown tremendously.

NEST

(The

Network of Entrepreneurs Selling

Travel),

Affluent

The

Traveler

Collection, Well-Being Travel, Acclaim Meetings, TRAVELSAVERS Partner Services, TWIN (TRAVELSAVERS

Worldwide

Independent Network), Forte Business Travel Solutions,

travel

tix,

Travstar Technologies, cruiseexpress, TRAVEL HELPLINE and agent24.

Independent travel agencies in 35 countries are part of the organization and generate more than $20 billion in annual travel industry sales.

Travel Agent Professional