IC Travel Agent November 2014 by IC Travel Agent

TRAVEL AGENT THE HOW-TO MAGAZINE FOR ICs, OSRs & HOME-BASED TRAVEL AGENTS

NOVEMBER 2014

HELP! SEND TOURISTS. I’M STARVING!

THE ART OF SELLING TRAVEL FROM HOME

TABLE OF CONTENTS – IC NOVEMBER 2014

EDITORIAL

YOUR WORLD NEEDS YOU!

THE WORLDS NEEDS HELP

FACTS ABOUT EBOLA IN THE U.S.

THE ANTI-VIRUS PROGRAM

IMAGES THAT SELL -HEALING TOURS OF CHINA

THINK ABOUT BRANDING BEFORE YOUR SIGN UP - By Jill Wykes

PATHOGENS ON PLANES – INFORMATION TO SHARE

ARE YOU IN A DYSFUNCTIONAL BUSINESS ARRANGEMENT? - By Jill Wykes

AGENCY HEADLINES

VISIBILITY & SALES

NOSTALGIC VIDEO APP

READ ME HERE

THE INSIDE TRACK – Reprinted From CT Consumer

SELLING TRAVEL WITH STEVE - Reprinted From CT Agent

THE TRAVEL INSTITUTE BOOKSTORE

CLASSIFIEDS

For more selling ideas, be sure to read SELLING TRAVEL… click‘n’go! Advertising in IC Travel Agent reaches the serious business-minded travel agent. Promote your products and services via video, audio or generic text and images. IC Travel Agent is marketed direct to travel agents via social media channels such as Facebook, LinkedIn, SlideShare, trade contacts, partners and educational institutions. Your ad includes a BONUS How-to-Sell article. Full page rates range from $300 to $425 based on number of insertions.

If it’s not yet 5pm where you live, you still have time to make one more call, close one more sale or e-mail one more promotion!

Selling travel from home does not have to be a puzzle when you read IC! Find the host agency that best suits your needs.

Share your money making ideas in IC and help your IC colleagues. CONTACT Steve Crowhurst steve@ic-travelagent.com 250-738-0064 www.ic-travelagent.com Publisher: SMP Training Co. www.smptraining.com Contributors Steve Crowhurst IC TRAVEL AGENT is owned and published by Steve Crowhurst, SMP Training Co. All Rights Reserved. Protected by International Copyright Law. IC TRAVEL AGENT can be shared, forwarded, cut and pasted but not sold, resold or in any way monetized. Using any images or content from IC TRAVEL AGENT must be sourced as follows: “Copyright SMP Training Co. www.smptraining.com” SMP Training Co. 568 Country Club Drive, Qualicum Beach, BC, Canada, V9K-1G1 Note: Steve Crowhurst is not responsible for outcomes based on how you interpret or use the ideas in IC TRAVEL AGENT. T: 250-738-0064.

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MENTION THAT YOU SAW US IN IC AGENT MAGAZINE AND RECEIVE YOUR FIRST MONTH FREE! 10131503-Nexion_Ad.indd 1

10/29/13 2:18 PM

Steve Crowhurst, CTC, Publisher

Love your planet. Send tourists! What a shame. Our own planet is in turmoil. It is starving for love and attention and many of its tenants are just plain starving. What can we do about it? Well we can, you can, anyone can who sells travel, send more tourists to ailing countries. Truly focus on building your business and sending more clients off to various areas around the world to share the wealth. As you would have read, times are tough in various areas of the world and of course it’s even tougher to send a client to a war zone and who would want to, but then that war will end one way or the other and when it does, it’s your time to shine. I’ve mentioned this before that tourism always bounces back after a tragedy. It’s the way it is, however for now, there are places that are fit to visit and need less boots-on-the-ground and more flip-flops in the sand and bags to be filled at the shopping malls. Tourism is truly a “what goes around, comes around” industry. One of “ours” will visit them, and then one of “theirs” will visit there… and the dance continues until we have all visited somewhere and so have they. In this way we meet, we chat, we understand, we befriend and the planet gets healthy. No need to pack and label your luggage “Mars” just yet – well not until we actually do blow ourselves up. Let’s go inside and help the planet and make some moola too. Here’s to your continued success! Best regards. Steve Crowhurst, CTC steve@ic-travelagent.com www.ic-travelagent.com

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If you ever wondered what you can do to better the world you live on? Here it is: sell more travel to not only the same ole places you always sell to, but also the more obscure places too. That’s right. It’s time to spread the wealth.

Interesting facts appear once you start to dig a little deeper as to where the dollars go that your clients spend during that trip you booked them on. Most times that money is spent in major cities and resorts and rarely gets spent in the smaller regions, towns and villages.

So you’ve got the idea as to how this works now you can apply it to the rest of the world.

What happens then both here at home and overseas is that many tourist areas are dying off, starving for tourists and very hungry for that tourist / shopping dollar.

At the time of writing we know that tourism is down in many countries and of course for the right reasons as the tourist sees it. People are worried about Ebola and getting caught between any two warring factions as today they can war away from home.

You might want to start at home and put together some programs that will take your clients to relatively unknown destinations of which there are thousands across North America. Sounds crazy, but if you live in America you could create the All American Apple Pie Tour and that’s exactly what it is. A tour to find and eat of course the BEST apple pie in the country. It’s a foodie tour with a difference. It’s a tour that allows you to have your cake and eat it too. If you live in Canada then let’s go hunt for the best local ice hockey rink in small town Canada. A sports tour for hockey fanatics. Throughout North America there are numerous sightseeing spots that are not always on the map. They are local and known for their beauty, scenic vistas and who knows what arts and crafts can be found there. For sure it could be an arts and crafts tour of various states, provinces and territories.

Naturally the big cities and well known countries will always get their share of the tourist dollar – but once again, what about those outlying areas?

When tourism starts to slow, then tourists wait to go. There is a pent up demand to get back on the road and to fly the skies. Many tourists will still travel as they planned but head off in a direction away from the trouble spots. Nothing new there. What you can do however is to attract those travellers with the offer of something new and exciting. Stick to your niche if you wish, but dig deeper. So you may be a specialist in island vacations, excellent. Cycling tours of France may be another niche. Antiquing and adventure tours might be your calling. No matter your niche, there are more than the obvious places to enjoy it. Start spreading the news! From here on we’ll take a wider look at where in the world you can help boost tourism and do it by taking your clients a little further out than normal. 

The World Needs Help France is and has been the major recipient of tourists and most often in the #1 position. The UNWTO publishes it’s Tourism Highlights as shown below and this is always a good read to determine where the world’s travellers are travelling to, and where they’re not.

The infographic on the right, based on data from the WTTC and created by the UK newspaper The Daily Mail is showing 50 places said to be hot spots and emerging destinations. Some of those places are now or have been suffering various setbacks as you will determine. The idea here then is to stay current and be aware of the places and regions within these countries that are well worth being promoted, despite the small number of tourists visiting at this time.

Click the image or this link to view: http://www.dailymail.co.uk/travel/article-2633763/Infographic-reveals-50emerging-holiday-destinations.html

The infographic offers a list of 50 hotspots, counting down from number fifty to the number one hotspot – and then of course there’s personal preferences involved. I have trimmed the infographic to show the starting hotspots and the leading hotspots. You can review the entire infographic by clicking on the image or the link provided above. At Number 49, you can see BiH is listed. Well for me, Bosnia & Herzegovina is the #1 place to visit and having toured around BiH, not everywhere of course but a few major areas including Sarajevo. BiH is a place I would be selling, as to me it is much higher up the ladder than #49.

Sarajevo - the old city area and market.

My visit to BiH was thanks to a consulting contract I had through SRI - Stanford Research International. With a driver and guide I was escorted around the country to major sites that were pristine and gorgeous. It is these areas that most of the one billion plus tourists who fly the skies never see. It’s the areas YOU know about through personal experience that you can promote and help boost that out-of-city economy. Now, as we know so well, a country in good shape today can disintegrate within months into a terror torn or weather-beaten copy of its former glory and when this happens it is a crying shame for everyone and most of all the local people. At some point in time however, things do right themselves and tourism is once again allowed to flourish. It is at this time you can start to arrange custom tours to your favourite and new found, off-the-beaten-track locations, helping spread the wealth when you can. Redirect those tourist dollars to the other areas and regions that need the financial boost. You can still sell to the same old big city haunts however there’s more money to be made and shared selling new and pristine areas of the countries you know so well. 

Facts about

You can’t get Ebola through air

Ebola

in the U.S. You can’t get Ebola through water

You can’t get Ebola through food

You can only get Ebola from:   Touching the blood or body fluids of a person who is sick with or

has died from Ebola.   Touching contaminated objects, like needles.   Touching infected animals, their blood or other body fluids, or their meat.

Ebola poses no significant risk to the United States.

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The Anti-Virus Program The Ebola outbreak has added to the world’s woes and very specifically in West African countries and as you well know, Europe and North America and other countries too, have their own Ebola situation. At the same time various media outlets are telling us that tourism has stalled in some of the affected countries and rightly so. However, the entire world is not to be forgotten and it’s now a very prudent thing to market the destinations you always sell to, that remain “safe”. It seems that the travelling public are showing signs of uncertainty and not sure whether they should travel or not. Well here’s a map showing over 1300 alerts for various diseases and virus outbreaks that includes your basic flu virus and all the way up to exotic fevers and of course the current Ebola epidemic. Your clients have been flying to and travelling through “infected” areas it would seem and as you well know catching the flu from a fellow traveller is far easier than catching / contracting Ebola.

Click the map to view on the HealthMap website.

Stay on top of what’s happening around the world in terms of Ebola and other diseases as this will be the top topic for many more months. You will need the information to put your client’s minds at rest. If your clients are looking for a virus free destination, you can show them the countries shown in pure white, no dots. A little chilly here and there, but hey… no dots! 

See more images like this in the November issue of Selling Travel.

Think About Branding before you sign up!

By Jill Wykes

We hear a lot about branding these days….it used to be that branding was something ranchers did to their livestock so they were easily identifiable. Since that time, brand has come to mean the name of a product or service, or almost anything. And today, people are considered to be their own “brand”, in some circumstances. You hear about rock stars such as Beyonce or Justin Timberlake as being a “brand”. Well the same is true in the travel industry…..we have many retail brands and now, as more and more travel agents move to becoming independent travel professionals, some are becoming brands themselves.

Your brand could be the name of your business, as in Faraway Places Travel, or it could be simply your name, Claire Korchinsky Travel. Once you are known to your clients and in your community by your brand, it has value. It represents something….perhaps trust, expertise, reliability, good customer service, etc. So when you join a host agency, it will be very important to understand what your options are with regard to branding. You may like the host agency’s brand a lot….in which case, go with that. If you are not certain, ask some questions. Do you lose your brand completely if you join this group? Can you keep your brand and if so to what extent? Completely or just as a secondary name? Whose name will appear on your invoices, on your website and on your business cards? Yes, you do have to consider the regulatory issues, but usually a “doing business as” option is always available. The important thing is you need to ask a lot of questions before signing an agreement….and ask yourself how important is keeping your own brand? If you’ve done a good job building your brand, it should be pretty important. You have what’s known as “brand equity” and that has a value to you.

Brought to you by The Travel Agent Next Door

Some host agencies just want to promote their brand, and hey, that may have advantages if you think that brand has more value than your own. Other host agencies will allow you to retain your own branding on all your touch points with the customer. Make sure you know what your options are and be sure to weigh them! Go with the brand that will serve you best. 

Pathogens on Planes:

How to Stay Healthy in Flight I found this excellent article online and as you can see the author asks â&#x20AC;&#x153;usâ&#x20AC;? to spread the word by sharing the information. Click here to view the webpage.

By Dr. Mercola

E. coli

Most Infectious Disease Is Transmitted by Touching a Contaminated Surface

after

Immune System to the Rescue: How to Avoid Getting Sick Even if You’re Within the ‘Transmission Zone’

half

everyone

“Exposure to influenza viruses is necessary, but not sufficient, for healthy human hosts to develop symptomatic illness. The host response [emphasis added] is an important determinant of disease progression.”

    

More Tricks for Minimizing Your Risk of Getting Sick on a Plane

"'Set your ventilation at low or medium,' he says. ‘Then position it so you can draw an imaginary line of current right in front of your head. I put my hands on my lap so I can feel the current — so I know it's properly positioned.' Then if something infectious is floating in your personal space, he says, that air from the vent will create enough current to knock it away." New York Times     

My Top Tips for Healthy Air Travel

Consume a diet that's rich in raw whole foods; avoid junk foods, processed foods, sugar, and grains, which all can tax your immune system. Get plenty of high-quality sleep. Strive for 8 hours, which will typically mean 8-9 hours in bed after you factor in time to sleep and times you wake up. Exercise regularly and effectively; when on a long flight, walk around frequently to prevent the risk of pulmonary embolism. Get adequate sunlight exposure to optimize your vitamin D level; if this is not possible, use a safe tanning bed or take an oral vitamin D supplement. Rehydrate with water, not soda, while traveling; most airlines offer bottled or canned sparkling water. Make sure you drink water frequently while you are flying. Take a high-quality probiotic (good bacteria) and eat plenty of fermented foods like kefir and natto, which are natural sources of probiotics. A probiotic supplement can help prevent the constipation that many people get while traveling, as well as, be used to treat traveler’s diarrhea.

Do a quick cleanup of your hotel room as soon as you check in. Simple precautions like wiping down faucets, handles, and countertops, washing glasses, and removing the bedspread can reduce your risk of exposure to pathogens. Consider using an Earthing/grounding pad while flying to help correct the bioelectrical disruption you experience when you are not in contact with the earth's surface. One trick that I have been using for a few years after a tip from Dr. Stephen Sinatra is to remove one of my shoes when flying and put my foot on the metal support frame on the seat in front of me. Doing this will ground you to the airplane frame and help mitigate damage from radiation at 35,000 feet. If you suffer from motion sickness, pack some fresh raw gingerroot. Ginger is a wonderful natural remedy for nausea, as well as being a remedy for a number of other health problems. Address your stress; minimize it as much as possible. My favorite stress-busting technique is EFT, which is like acupuncture without the needles.



Are you in a

arrangement?

Dysfunctional Business

The divorce rate in Canada is about 40%. Divorce is never something people come to easily. There’s always that nagging doubt, could I have made it work? Am I better off now? Getting into a marriage is the easy part…it’s all visions of romance and white dresses and picket fences with perfect children running around. Well, the same could be said of business partnerships and contracts. It is very easy to get into a marriage or a business arrangement, and not always so easy to get out of them. By Jill Wykes Getting into them is the exciting, seductive part. And yet, it should be the part where we have all our senses on high alert and examine the fine print very carefully before we enter into a contract. It is so important to see clearly at this stage. But few of us do. If you are an independent travel professional you will have a contract with a host agency or company. When you joined your host agency/company you may or may not have shopped around to see what was available elsewhere. You may or may not have really read your contract carefully to understand exactly what the benefits were. And you may or may not have given any consideration to the “out” clauses. Few of us do. When we are getting married, we are not thinking about that and when we are entering a business partnership, we are also in the so-called honeymoon period and we are not thinking of getting out. But a few months or years down the road, we often start to think about getting out, wondering if the grass is greener elsewhere. If that describes you right now, then please consider the following:  Have you identified what you are dissatisfied with and what you need?  Have you investigated other options thoroughly?  Have you investigated how you can exit your current contract? Brought to you by The Travel Agent Next Door

 

Have you sought legal advice? Are you staying in a less than satisfactory situation because it’s easier?

Maybe it is time to look around, check out other options and make sure you know the terms of cancelling your current contract…is there a time frame? Is there a penalty? Are you automatically renewed and on what date? Make sure you are in a happy business “marriage” and don’t stay for the wrong reasons.

Agency Headlines For sure there is enough going on in the world to keep every man, woman and child glued to their favourite gadget as the various headlines from around that same world enter their lives. Is there room for any more headlines? You bet, and you and your agency could be the catalyst for the more upbeat, friendly, non-political headlines that are focused on travel. The question is: what do you have to say for yourself?

What grand slam of an idea for a story can you pitch? What’s going on in your world, the world of travel that you could turn into a headline and post it throughout your universe to capture interest from your existing clients and their friends? As you well know, there’s more than enough doom and gloom happening around the world and so one or two positive headlines would, could and should add a little sunshine to your community and give your clients something to look forward to like a “…VACATION!” Sometimes the average, hard working person, forgets that they also need to take a break despite what’s happening worldwide. Many times that same person will take on the mood of the world and feel that this year is not the right year to take a break, to get away, to enjoy themselves when others are in pain. It’s a worthy thought but it’s miscalculated. Here’s where you come in and step up to the happiness bar. Start With What Your Suppliers Are Pitching Always the best place to start when you are looking for a headline. Somewhere within that list of preferred suppliers is a gem of a discount, a deal, a value-add and it’s waiting for you to wrap your words around it and send it off to your clients who may or may not know about it.

If they do know about the deal you are pitching then your headline will be a reminder. For the person who is not aware of the deal, they will appreciate the headsup. As you well know I’m a believer in the statement, “Whoever owns the news, wins!” and there it is again. Get your newsy headline out there working for you and be ready for the inbound calls and emails. Your next piece of business is to plan next month’s headline. And the one after that. Here’s some ideas to gain extra eyeballs: Ask a question: What will you tell your friends if you don’t go? Make a claim: This is the lowest price yet! Offer an insider’s secret: The Secret to Cruising for 50% off is… List three things: Here’s three reasons why you’ll want to book on this tour… Study the headlines of your suppliers and see what they are coming up with to gain your interest and also the consumers. Ask if you can use their same headlines if you are intending to sell their product offer. 

Visibility & Sales This is an age-old discussion when it comes to being in sales and making sales happen. It all comes down to your visibility as a company and how visible you are. The internet, email and everything smartphone-ish has not helped your visibility. It has in fact helped your invisibility grow to the point where you are marketing from behind that large heavy duty curtain of cloud. The consumer can “see” the essence of you in your words and images, but they’re not sure if you actually exist. Time to step out from behind all things digital and be real.

And there’s the challenge. Your online presence is felt but not seen. Unless you are the master of posting videos and deliver all your marketing via live presentations. In a video, you can face the camera, talk to your clients, deliver the special of the week and support the headlines in your blog and emailed newsletters. Your clients can see you and by all accounts you are alive and well and living somewhere. Projecting yourself via video is good. It’s a marvellous way to set up your presentation where you will appear on stage to talk live about your product offers and services.

Once you become visible to your clients you can go back to your online presence as now they know you actually exist, they know who is actually handling their money, who is booking their travel arrangements and where to find you when they need you. If it is within your marketing budget, plan at least one live presentation per quarter and if you have the stamina for it, go for a monthly presentation and change the theme to suit the season and or the destination you intend to focus on. Chances are your suppliers will help you underwrite the costs. Just ask. 

Nostalgic Video We’ve mentioned owning the news, making headlines and being visible, well here’s one more idea for you and that’s to go retro with your video. This app which works on your iPhone and iPad is excellent. So next time you are out and about on a FAM or vacation, click to this app and start recording. Have some fun with it and then post it under a Remember When headline. With that clip complete you can return to “normal” present day imagery to close the sale.

Click the icon to view on iTunes.

You can read more about using retro video ideas in the new “GO VIDEO!” eGuide publishing soon here: The Travel Agent’s Store.

READ ME HERE Did you know that I write a column in the consumer version of Canadian Traveller? The articles are all pro-travel agent and come under the title of THE INSIDE TRACK. See opposite for the latest article that some travel agents have copied and sent to their clients. If you do so, remember to source back to the magazine and state the link: www.canadiantraveller.net.

The agent issue of Canadian Traveller is found at the link below and in each monthly issue you can look for Selling Travel With Steve – PLUS you can often find my How To Sell articles that focus on the products and destinations of CT’s advertisers. Here’s the link to the agent issues of CT: http://agents.canadiantraveller.net/Issues

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Before You Tra vel:

• Ensure that yo u are to-date passports carrying your upand have obta any required/ ined nece for entering the ssary tourist visas country(s) you visiting. are • You trip involve s cancellation penalties in the unforeseen even that you canc t el/postpone your travel arrangements. Ensure that you aware of these are penalties. • Carr y your Ou t-of-Country Hospital/Medic al/Travel Insur Policy with you. ance • Be aware o f luggage restr ictions such as weight, size and type of suitc allowed on the ases international and domestic fligh ts on your itine rary. Excess bagg age charges are steep and can caus e great incon venience • Ensure you hav e obtained recommended or inoculations. Ce required rtain inoculatio are mandatory ns for travel to ende areas. Your tra mic vel agent will have provided full details. • Check out the a vailability of lo ATMs in your cal destination and/ or purchase some local currency travellers cheq or ues. • Give family/fr iends the cont act information at hotels/lodges you will be staying during your trave Information on l. your accommo datio is provided withi n your documen ns ts. • We recommen d tha newspaper subs t you put your cription on hold the duration for of your trip and have your mail colle cted held at your local by a neighbour or post office. • It is always rec omm secure your hom ended that you e with a secu rity alarm before you leave.

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