Agent Needs help
Eva m. Armstrong
I just recently signed on to do independent outside sales for cruises.
Any hints on how to get other enthused? Most of my friends are hard to
sell a large ticket item to. Also, are there any web pages or groups
that I can list the sales to? NO, this isn't a sales pitch, but a
request for information.
Thanks
Robert Keeney
>Hi:
>Thanks
************************************************
Jan. 10, 1996
Go to every trade show.
Get involved with CLIA.
Do FAMS. Know your ships, cruise lines, and all amenities. Do site
inspections.
Also helps to know all the ports of call.
Study.
There is NO shortcut to success - experience takes time.
Good luck,
* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *
Robert Keeney, OWSI EZ - Safe - Excellent Diving!
Marilyn King, DS, OW NASSAU - GRAND CAYMAN - ARUBA
FOCUS ON TRAVEL/SOFT SCUBA COZUMEL/CANCUN...
Voice: (305) 557-1006 We work closely with our clients to
Fax: (305) 557-8007 provide Customized, Stress-Free
Focu...@ix.netcom.com Dive & Ski Vacations
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Robert Keeney
>Robert,
>Could you answer these question? I am in same situation as Eva and I
>would appreciate your help.
>>Go to every trade show.
>Where can I find out about trade shows? Are they trade shows for cruise
>business?
Your agency gets notices all the time - at least they should. These
are mostly travel shows. Many times cruise lines are represented. Your
agency should encourage you to attend these - and not charge you.
>>Get involved with CLIA.
>How can I get involved? What is benefit for an outside agent?
Primarily understanding more how the industry works. While you have
set yourself up as an outside agent, if order to be successful you
often need to know more than the "inside agent." Being "inside"
provides a greater source of information and networking. It is EZ for
an experienced "inside" agent to become "outside." If starting from
"outside" you have to really work hard to gain knowledge and
experience.
Robert Turk
Eva m. Armstrong <ear...@cello.gina.calstate.edu> wrote:
>Hi:
>
>I just recently signed on to do independent outside sales for cruises.
>Any hints on how to get other enthused? Most of my friends are hard to
>sell a large ticket item to. Also, are there any web pages or groups
>that I can list the sales to? NO, this isn't a sales pitch, but a
>request for information.
>
>Thanks
I'm not sure where you are located. There is an organization called
O.S.S.N. Outside Sales Support Network. Be prepared, they want to sell
books and tapes on the industry. However, a few of the books are worth
looking at and buying, if not from them, elsewhere. Books on what an
independent outside sales contract should stipulate, for example. Here,
in Sacramento, the group was tiny. As an agency looking for independent
agents, we were more interested in meeting lots of agents rather than
what the organizatin offers. We never joined. They did have guest
speakers. I have not had any contact with them for a while. Things may
have changed.
If you don't have a written contract you should consider a different
agency.
Is the agency you are working with experienced in handling independent
agent bookings? The vast majority of our sales are through independent
agents, for instance. How much commission do they pay? I've seen agencies
pay 3% of the ticket price. My family agency pays up to 80% of the
commission earned. There are agencies that will rent a desk and pay you 100%
of the commission. More commission is always a good incentive to sell. The
more you get the more you can shave for getting the stubborn customer. Also,
speaking of commission, it is usually in your best interest to check how the
commission rate is figured. For an illustrative example with little bearing
on reality...
Example:
You sell a base fare cruise ticket of $1,000. The agency has a 10%
commission earned or $100. You get 50% or $50.
Example 2:
Same scenario except the agency earns 25% commission on the $1,000 ticket.
If your commission is based on the price of the ticket, you still get $50.
If your commission is based on the total commission earned [$250], you would
get $125 assuming a 50/50 split. A LOT of agencies stick agents this way.
You generally win by having the pay rate based on commission earned and not
as a percent of the ticket price.
NOTE:
In no way am I suggesting agencies are making 25% commission on cruises.
Even a 1% difference can cause dramatic earnings, though. The numbers I
used were to make it clear how phrasing can mean dramatic differences.
You mention selling to friends. If you have lots of friends, fine. If
not, you need to learn how to expand beyond just friends.
Study and learn by reading everything you can get your hands on.
Go to as many seminars as possible. You can find them listed in trade
travel magazines. Usually they are free and include a meal.
Have you ever been on a cruise? It helps. It also helps to tour the
ships when the lines have dates in port for travel agents.
Learn from other agents.
As there are scams targeted at the consumer there are scams targeted
at the agent. Find out how to protect yourself and your customers.
Speaking of scams, if you are paying an agency to be an independent
agent with them...
Anyway, enough for now.
Bob
--
Bob Turk rmt...@netcom.com
Advanced Travel Services We pay independent agents up to 80%
"He must have been wise as he said nothing."
Ray Goldenberg
>I'm not sure where you are located. There is an organization called
>O.S.S.N. Outside Sales Support Network. Be prepared, they want to sell
>books and tapes on the industry. However, a few of the books are worth
>looking at and buying, if not from them, elsewhere.
Hi Bob,
I head up the Santa Barbara/Ventura chapter of OSSN. I can't speak
for other chapters but we don't try to sell books or tapes. I am
sorry if you did not have a positive experience with our organization.
Best regards,
Ray
LIGHTHOUSE TRAVEL
800-719-9917 or 805-566-3905
Fax 805-566-9305
Robert Turk
Well, I sent you e-mail but since your post is here, too... My experience
was not necessarily negative. New agents could learn a lot. That's one
reason I mentioned OSSN to the person. :)
Now why wasn't my e-mail that concise? :) Ray will understand.