Travel Agent Professional Nov 2013

Travel AgentProfessional

November 2013Issue 26

The Cotswolds:England’s Travel Less, See More DestinationBy Paull Tickner

http://issuu.com/action/page?page=18




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Ad In

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64 The Loyalty Factor:Not Just Gaining Clients, But Keeping ThemByCindyBertramCindy'sInsideCruise&TravelTrack,LLC

68 One Ringy Dingy...Two Ringing DingyByLes-LeeRolandOwnerofThePackageDeal

12 The Thinks You Can ThinkByScottKoepfVicePresidentofSalesAvoyaTravel/AmericanExpress

16 Conversing With CarnivalRustyPickett,ECC

ShellbackCruises

18 The Cotswolds: England’s Travel Less, See More DestinationByPaullTickner

ShowcaseAuto Europe .............................................22

Expedia CruiseShipCenters .......................24

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November

Cover Art: Blenheim Palace Garden

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Meridian Travel .............................10

Royal Caribbean Line ....................BC

Travel Experts, Inc. ........................15

Travelsavers...................................17

November 2013 Issue 26

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

Under Joel’s direction, the company grew to be one of the travel agentindustry’s leading publications, reaching more than 45,000 agentsthroughout North America. It spawned a famous series of trade showsand three monthly magazines – Cruise Trade, Tour Trade and HomeBased Trade.

The Abels also garnered enormous respect – Joel received the NealAward, called “the Pulitzer Prize of the business press,” for his hard-hit-ting editorials.

On a personal note, after working with Joel for over a decade and stay-ing 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 hisword and believed in his work. There will never be another.

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

Ann M. Hoek

Travel Agent ProfessionalP.O. Box 120198

Staten Island, NY 10312E-mail:

[email protected]:

718.360.3153

Ann M. HoekPublisher/Creative Design

[email protected]

Bonnie WallingEditor

[email protected]

Alan CohenVice President Marketing

[email protected]

Meet Our Editorial Board

Rusty Pickett, ECCShellback Cruises

www.shellbackcruises.com

Les-Lee RolandOwner of The Package Deal

Scott KoepfVice President of Sales

Avoya Travel/America’s Vacation Center

www.joinavoya.com/default.cfm?ref=11583

Sherry Laskin, ACCTravel Writer/NACTA Webinar Moderator

www.cruisemaven.com

Paull Tickner,Creator of Special Interest Britain

[email protected]

Cindy Bertram,Cindy’s Inside Cruise & Travel Track, LLC

[email protected]

Sue Sh apiro, PresidentShapiro Travel [email protected]

www.shapirotravelresources.com

Joel M. Abels Legend In the Travel Industry

April 1927 to January 2007

November 2013

TheopinionsexpressedinthesecolumnsaresolelythoseoftheauthorsanddonotnecessarilyreflecttheviewsofTravelAgentProfessional.

This online magazine is dedicated tothe memory of Joel Abels, Travel

Trade's editor and publisher. Joel andhis life's work may be gone, but with

your help it can live on.

Travel AgentProfessional

Welcome to the exciting world of Special Interest Britain, which will help you to identify, develop and convertuntapped sources of new business into high yield, customised groups, both large and small.

We’re the experts you’ve been looking for if your niche markets include:

• Girls Getaways3-6 night itineraries to London, Bath & the Cotswolds; quilting, embroidery and needlework.

• Gardens, Stately Homes and CastlesGarden clubs; herb, rose and other specialist societies; Master Gardeners; flower arrangers.

• Literary BritainRegular and specialist bookstores for murder/mystery; friends of libraries; English teachers.

• The Performing ArtsFund raisers for friends of the theatre, symphony, and opera; Gilbert and Sullivan societies.

• The Visual ArtsMuseums and art galleries; watercolour painters; continuing education college.

• Christian Heritage Episcopal, Baptist, Catholic, Methodist and Presbyterian choirs and congregations.

• Family travelTailor made itineraries to London and the countryside.

• Pre and post cruise extensionsAdd-ons for Southampton, Dover and Harwich arrivals and departures

• The Great OutdoorsGolf, cycling, walking, steam train enthusiasts.

For over 35 years, we’ve been gaining EXPERIENCE through designing and operating oftencomplex tailor made programmes and we have acquired an almost encyclopedicKNOWLEDGE of Britain, both on and off the beaten track. We also have a very long list ofUK/Ireland CONNECTIONS who deliver those special touches to your chosen itineraries, andsome GREAT RATES thanks to our handling over 80,000 passengers each year.

Our tours carry three distinctive hall marks:

• They TRAVEL LESS so that your customers can SEE MORE

• Are enhanced by memorable VALUE ADDED EXPERIENCES

• Are often for SMALL GROUPS of 15-20 people

As everything we do is designed to meet your client’s interests, time frame and budget, let’sstart talking about how we can help you to harness the potential from your chosen nichemarket(s).

For further information please email: [email protected]

Greatdays UK Incomingwhere travel agents ALWAYS come first

Offices in London and Manchester, Great Britain Tel: +44 161 928 9286 Fax: +44 161 928 9911 www.greatdays.co.uk

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November 2013

Being successful in business today

doesn’t just involve ways to get new

clients. It’s about keeping the good

clients and creating that customer

loyalty factor. We hear statistics about

how four out of five people might not

go back to the same travel professional

to book their next trip and wonder,

“Why?”

What steps can we take to make sure

we get clients to come back, and not

just book once, but again and again?

There’s no magic wand we can use, but

it really gets down to a few key things.

The Loyalty Factor :Not Just Gaining Clients,

But Keeping Them

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

Building a Relationship:

Over the years, I’ve managed to successfully build

some strong business relationships, and in many cases,

these are with business people I’ve only met a few times.

A perfect example is a business relationship I’ve created

with a well-known Chicago business owner and television

personality.

Tim and I first met in 2005 when he spoke at a Chicago

marketing association. We talked afterwards, and have

kept in touch since then. From day one, it’s never been

about what’s in it for him or what’s in it for me.

Over the seven years that I’ve known Tim, we’ve actually only

seen each other about six times. Two were speaking events

where I was able to arrange for Tim to be a keynote speaker.

But he’s helped me and I’ve helped him over that stretch of

time. If he has a need he’ll reach out to me, and if I need help

on something, he’s an E-mail or text away.

My point? The same business relationship style I have with

my business colleague Tim is the same way I work when

it comes to everything else, including my travel industry

business colleagues and their teams.

If something comes up that they need to be aware of, I

let them know. If I need some help on something, I know

I can graciously ask for their input. And having those

trusted, genuine relationships are invaluable when it

comes to straightening out problems, or being a miracle

worker for clients.

5

Travel Agent Professional

The Loyalty Factor :Not Just Gaining Clients,

But Keeping Them

For me, one of the best examples of getting to know

your clients occurred several years ago. The first time

Marilyn and Bob came into the agency I was working at, you

could tell Marilyn practically had to drag Bob, her husband,

along with her. She really wanted to take a cruise, but Bob

really didn’t seem to be that interested. He was there

because “he had to be there.” They hadn’t really travelled

that much, but now that their daughters were grown up

and out of the house, they had a little more freedom.

We took a lot of time with the booking because it was

going to be their very first cruise. They liked more of a

casual atmosphere, but being first-time cruisers, they

wanted to make sure they weren’t “locked in a closet”

so to speak (inside staterooms.) Making sure the cruise

line and ship would be a good fit, along with being the

right length, and something that would be within their

budget were top priorities. But when they walked out,

even Bob actually seemed a little excited.

Normally when clients return from their trips, I always

call them to see how things went and welcome them

back. In this case, Bob beat me to the punch, so to

speak. The morning after they got back from their

cruise, Bob came strolling into the agency with a big

smile on his face. He was wearing a brand new tropi-

cal shirt (one bought it on the trip) and announced

happily, “Ask me anything... I know it all!”

Did they come back and book again and again? Yes. And

they also started having some of their friends come

along with them, and had me handle all their bookings.

Get To Know Your Clients’ ‘Hot Buttons’

Yes, it’s important to really know your clients from the inside and out. Special anniversaries, work schedules, their fami-

lies’ birthdays and milestone celebrations are the ones that come up any time we talk about getting to know clients.

But another is knowing their “hot buttons” - something that is especially important to someone. For

instance, if someone prefers to have nonstop flights, enjoys that balcony view, or prefers a bit more of a

hands-on trip rather than a “relax, take in the sights and enjoy” trip – these are their “hot buttons.” Once

again, it’s important to learn those things about your clients.(continued on page 6)

It’s About Them, Not You

November 2013

6Make Sure Your Clients Aren’t

Just a Number

Be There When They Need YouAs far as being there when clients need us, that’s also where we excel. And for me, a great example is a

continuation of the Bob and Marilyn story.

After the tragedy of 9/11, Bob really wasn’t comfortable about traveling. It took him a few years to get

comfortable about flying again. However, Marilyn really wanted to take another cruise and finally talked him

into it. They decided to fly while their friends decided to drive down.

They got in a day early before the ship departed and their hotel room wasn’t available yet. Instead of leav-

ing luggage with the bell captain, they put everything in their friends’ van and went to a mall to do some

shopping. While at this mall, the van was broken into and many key things were stolen, including medica-

tions.

Marilyn called me frantically from an emergency clinic they went to in an attempt to get the needed med-

ications refilled. They made the decision to fly home rather than take the cruise. Luckily, they had taken

insurance, and after they returned, I sat down with them and helped them fill out the needed paperwork to

get a refund on the cruise.

Our clients also need to know that they’re

not just one of many. They’re “not just a number,” so

to speak. How many times have you dealt with a

company and realized they’re treating you l ike a

“tracking number”? I run into that and being a people-

oriented person, it does irritate me. Once again,

that’s one of my “hot buttons.”

Making sure your clients know you care about them,

know them and understand them is a critical part

when developing that ongoing, genuine relationship.

One of the examples I like to share involves General

Motors. Yes, they send out mass mailers, and one I

received a few years ago ( I s t i l l have i t) was a

reminder on a recommended battery replacement for

my car. The problem? I had traded off that 2005 car

in 2008 for a brand new car, still a GM model. I have

to laugh about it, but it gets down to the fact that “I

was just a number” and they really didn’t know me.

7


Understand How People Like to Be Reached

My business colleague Tim is really more of a text and E-mail kind of person.

Another business friend is strictly a “text me” guy. But a long-time client

of mine who I recently reconnected with really prefers a phone call.

So understanding how people like to be reached is also critical

when it comes to building that long-time relationship.

It Takes Time to Build Loyalty

Loyalty isn’t built in a day and another way to look at this is what drives our loyalty to cer-

tain products, people and professionals. We like the way we’re treated - being a phone call

or E-mail or text message away, not being treated as a number, having our “hot buttons” considered, and being

made to feel like we are important. If we take that and translate it into how we run our businesses and treat

our clients, it will create and build loyalty and repeat business.

November 2013

8This is a story of the government

shutdown, but it’s not about politics.

It’s about how many times you have to

make a phone call to the same

supplier and get a different answer

each time.

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Les-Lee RolandOwner of The Package Deal

One Ringy Dingy...

Two Ringing Dingy

I had a small group of cabins booked on Carnival for

a family gathering for my clients. The patriarch invit-

ed his siblings, adult kids and even family from Italy.

As Carnival reduced its rates, the new cabin costs

meant a much lower commission. Granted, that’s

part of working in this business.

Then, I got a phone call that would fill any agent with

dread. The matriarch is from Brazil, and she had sent

all her soon-to-be expired documents in to the

American authority for updating. Then, the U.S. gov-

ernment shut down because of budget disputes.

After waiting patiently for the politicians to compro-

mise, no documents arr ived. Many cal ls later , I

learned that no one could find the documents. They

acknowledged they were received, just could not be

found.

I called Carnival, explained the situation, and asked if

we could change the cabin and put it in someone

else’s name.

I even asked, to be totally upfront, what would hap-

pen if we kept the patriarch’s name on the booking

and changed his wife’s name to that of his step-

daughter. Her Brazilian passport was in order. Yes,

for a $50 name change it could be done.

I asked what would happen then if he was a no-show

— if he didn’t come and left his wife at home. In that

Let me break this down.


9

case, I was told, the stepdaughter would be denied

boarding without him — even though two people in

the cabin have been paid for.

Twice I called, and asked for a no-penalty change,

due to unforeseen circumstances that were not any

fault of the passenger — the government caused this

situation. I was told they should have had insurance. I

explained that insurance did not cover this, and since

some of the passengers were residents of foreign

countries, it wasn’t available.

I asked if I could speak to someone higher up. I was

told only to E-mail the administration department.

However, I was warned they would only look at the E-

mails after the sailing date. Too late for this problem.

I called three times. I got three ridiculous answers.

Finally on the fourth attempt, I got hold of someone

who accidently took the call. He said all the previous

answers were ridiculous. He allowed the stepdaugh-

ter to book, for a $50 penalty, and no penalty what-

soever for the patriarch if he decided not to come.

He was shocked at the ineptness of the agents on the

phone and he admitted they need proper training.

They should have just told me that they don’t know

the answer but could d irect me to the proper

department, not tell me to E-mail any questions.

The bottom line is the patriarch went, everyone had

a great time, and they want to book an even larger

group for next year.

Everything went smoothly — except for one more

phone call I received less than 24 hours before I

started typing this column. The niece who flew in

from Italy fell while disembarking the ship. The family

said they asked people at the port to help her and no

one provided even a wheelchair. They had to cope

with taking her to the airport to catch their flight to

New York without assistance. Immediately, they went

to the hospital, and she has a broken foot.

For all the hours I spent working on this small group,

changing rates, changing names, researching passports

and visas and handling all their questions, my commis-

sion was less than my monthly electric bill. And I am

supposed to love being a travel agent.

Not to single out one line for this kind of thing, have

you ever had to call Princess with a problem, not just

a question? You can get to the reservations depart-

ment, but try asking to speak to a supervisor. It’s easi-

er to call the White House. You’re put on hold, while

the reservation agent who couldn’t deal with the situ-

ation contacts a supervisor to relay the problem and

then supply you with the answer. Most times, the

answer is still not clear, because she didn’t explain

the situation they way you stated it.

I want to know if that supervisor is in a closed, pris-

t ine area , protected f rom a l l the nas ty agents

One Ringy Dingy...

Two Ringing Dingy

(continued on page 10)

10

November 2013

throughout the U.S. Yes, they probably get tons of

calls. Yes, the reservation agent may only have basic

knowledge and is not trained for anything else. For

them it works, for me, it’s just too time-consuming.

And when my time is consumed, I cannot use that

time to service my clients and SELL, SELL, SELL.

When I call a dreaded airline, and ask to speak to a

supervisor to work out a problem, it’s done on a

one-to-one call. That’s what they are there for.

And to go round circle from where I started. I had

an accident disembarking from a Princess ship in Ft.

Lauderdale. As I was walking toward the baggage, I

told one of those day workers/greeters hired to

keep the lines going, that I was not feeling well. I had

a bad leg, was feeling a little woozy, and asked if he

could hand me the one piece of luggage just over

the roped area, so I could lean on it to roll it out.

He told me that “it’s your problem, you should have

asked for a wheelchair to get you off the ship.” Plus

his additional remark, “You look too young to have

that kind of problem.”

You guessed it, I walked the distance and as I was

lifting the luggage, I did fall, injuring not just my leg,

but my hip. Other passengers came to my rescue,

while the person I spoke to before changed positions

with another person, to prevent me from pointing

him out.

I made a statement to someone from Princess —

the clipboard worker. I told her my clients were

waiting for me for the hired transportation, and I had

to leave, otherwise I would not have a car to get

back to Sarasota.

Upon return, I immediately got medical attention. I

also contacted Princess numerous times with a com-

plaint. Their lack of interest didn’t surprise me. They

never addressed the situation, and send me a note

hoping I would have a better t ime on my next

Princess cruise.

I haven’t been back, and haven’t booked a group

with them, either.

Theopinionsexpressedinthesecolumnsaresolelythoseoftheauthorsanddonotnecessarilyreflecttheviewsof

TravelAgentProfessional.800-577-8855 • www.TravelWithMeridian.com

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Registration for the OASIS 2013 Sales Meeting Exceeds Expectations

OASIS 40% Growth Sets New RecordThese events are perfect to help jump start the year ahead and to empower agents for

the busy January – March booking season.

Registration for the fourth annual OASIS Sales Meeting & Get-Together is underway. “Attendance at theOASIS meeting has doubled every year and we are seeing that trend continue. We are already 25% ahead oflast year at this time,” stated OASIS Vice President of Business Development Kelly Bergin.

The event, to be held November 13, 2013 at the New Tropicana in Las Vegas, precedes the Signature TravelNetwork Sales Meeting & Tradeshow, set for November 14 – 16. "By attending both meetings back-to-back,agents receive exclusive OASIS training and proprietary professional tools that can be applied immediately,”added Bergin. “These events are perfect to help jump start the year ahead and to empower agents for the busyJanuary – March booking season."

OASIS has just reported 40% growth during the first three quarters of 2013, over the same period in 2012.Many new agents have joined OASIS, contributing to its growth and the increase in registration for the OASISmeeting.

The OASIS meeting, which is free, includes breakfast, coffee break snacks and lunch. G Adventures andEurope Express, new preferred suppliers for OASIS, will host a cocktail party following the Nov. 13th meeting.The social time gives agents an opportunity to become acquainted with one another for networking and futureevents.

Highlights of the meeting include: Announcing OASIS Agent of the Year;Social media guru Margie Jordan will present “How Facebook Ads Can Grow Your Business,” and how

simple FB ads can add fans that want what you sell. Margie will also review new FB updates;Advaia, OASIS web development team, will announce new website enhancements and promotion;Alisa Morgan, Internet Solutions Manager for Signature Travel Network will discuss new technology

enhancements and the marketing options available to OASIS agents;Eddie Woodham, NACTA South Florida Director, and Bob Duglin, NACTA Vice President of Industry

Affairs will deliver an informational presentation about NACTA.

The Signature meeting, which begins on November 14th, immediately after the OASIS meeting, includesbreakout sessions, meal events and educational programs from social media experts including Sophie Bujoldand Nolan Burris. We are especially pleased that Shawn Achor will be the keynote speaker. In 2012, Shawn’sresearch on happiness made the cover of Harvard Business Review. His new lecture called “The HappinessAdvantage” began airing on PBS stations nationwide.

Showcase

OASIS, the Outside Agents Sales Integration System, is a division of Smart Travel Group of Boca Raton, Florida.For more information about OASIS Agent visit www.OasisAgent.com or contact Kelly Bergin at 800-613-8380extension 120, or by email at [email protected]

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Scott KoepfVP of Sales Avoya Travel/American Express

www.JoinAvoya.com

12 The Thinks YouCan ThinkDifferentiation.

Customize. Focus.

Specialize. This will not be the first or the last

article you read that uses those

terms.

I think there is universal agreement that

success as a travel agent will require that

you create a niche that is awe inspiring.

Some simply rely on their stellar person-

ality. Others say that their extensive per-

sonal travel experiences create an auto-

matic consumer appeal. However, the

most common answer to the question of

what makes you, as a travel agent, the

clear choice for customers is great ser-

vice. You may indeed have all of those

advantages and more! Congratulations,

you are unique, just like everyone else!

Make no mistake, you are unique and do

have something different to bring to the

market and to your customers . The

problem is not what you offer. The prob-

lem is how you package that message

and let the world know about the excep-

t iona l wonder fu lness o f you ! Th i s

requires a creative approach where the

clichés of pushing envelopes and getting

out of boxes will change your business.

As a source of inspiration, musical theatre seems to always

offer solid advice for all business challenges (if that surprises

you then you have not been reading my articles!). One musi-

cal celebrates one of the most creative and way out of the

box thinkers in history and the show starts with this song:

Oh,thethinksyoucanthink!

Oh,thethinksyoucanthink

Ifyou’rewillingtotry...

Thinkinvisibleink!

Oraginkwithastink!

Orastairtothesky...

Ifyouopenyourmind,

Oh,thethinksyouwillfind

Lininguptogetloose...

Oh,thethinksyoucanthink

Whenyouthinkabout...


Travel ProfessionalC O M M U N I T Y

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Forum • Special Interest Groups • BlogsForms and Documents • Air Consolidators

Cruise & Niche Cruise Directories • Video

Live Chat Every Tuesday!

11,000 Travel Professionals Can’t be Wrong!

It’s FUN and it’s FREE!

www.HomeBasedTravelAgent.com

Home Based Travel Agent Books

“How to Start a Home Based Travel Agency Independent Study Guide and Workbook”

“Selling Cruises, Don't Miss the Boat“

“Home Based Travel Af!liate“

“Marketing Prescriptions, For Today's Economy and Beyond“

14

November 2013

The amazing Dr. Seuss saw (and drew) things that most of us would

never have thought would resonate with kids the way his books do.

The musical Seussical is a magical fantasy journey through the world of

the good doctor and the clear message is that creativity is memorable!

So the question to you is how are you positioning yourself as excep-

tionally memorable? The Cat and the Hat and Horton are not just

unique. They are so fantastic that kids (and adults like me) talk about

them for years. For you to be as memorable as they are, it does not

just happen by chance but takes a conscious effort to determine your

unforgettable position in the marketplace. Another way to say that,

according to the Doctor, is you have to be a thinker who thinks!

We live in a busy world that values activity as much as accomplish-

ment and being overwhelmed is a badge of honor. However, to be

at the top of the who’s who in Whoville, you need to stop and just

think! Take your time, write ideas down, and find inspiration in what

you already do or what you want to be. Or if you are like me,

singing will get your mind churning, so you can continue the song

started above:

Oh,thethinksyoucanthink!

Anythinkerwhothinks

Cancomeupwithafew!

YouthinkYouthink

Andthinkandthinkandthinkandthink

andthink


andthink


andthink

Andthinkandthinkandthink!

andthink!

While the lyrics are repetitive, they make the point emphatically that

when you think you can create anything! So do some real thinking

which will fuel your creativity to create a brand as well-known as,

well, Sam I am!

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Several weeks ago, I attended one of the countrywide

Carnival Conversations on board the Carnival Fantasy here

in Charleston. I have to say it was an impressive group of

executives who made the session both meaningful and

informative, but I am not sure how much good it will do.

As we all know, Carnival has an image problem with

agents — their commitment to us has been questionable

in the recent past. Here is my take on those

Conversations and their results.

The Carnival Triumph mechanical issue caused a PR

nightmare. It was poorly handled from the top. To have

been successful, the company president should have

flown aboard to witness the actual conditions. Had he

done so, he might have made a different decision on

where to tie up the ship for disembarkation. It will take a

long time to disassociate the brand from this disaster.

Carnival is reprinting hard copy brochures that had

been eliminated for cost saving measures. This significantly

reduced the tangible resources available to agents. Folks

still like hard copy.

They have restructured/simplified their fare structure.

As any of us know who have studied their old fare struc-

ture know, they play significant games with the pricing to

try and attract or fool both agents and direct bookings.

This is another victory for agents.

They offered a number of cost-free fam cruises to

agents. This will do little to help agents sell the product,

as there is little new brand knowledge to be gained.

Agents are again moving toward the forefront of brand

mass marketing. Since the line was slowly heading down

the path of the old Renaissance Cruises, this was a neces-

sary step to overcome the Triumph issue. Agents sell bet-

ter than the Web or the line’s own vacation planners.

That’s what they do.

But in all the discussion, Carnival has missed the point

entirely — what agents are interested in is commissions. No

matter what the product, agents are not going to put it at

the forefront of the supplier list unless they are incentivized.

Carnival is currently run by financial guys — deter-

mined defenders of the bottom line. Carnival’s previous

growth and excellence was executed by sales and mar-

keting guys — people folks, for lack of a better word.

The Carnival cruise fare structure versus non-commission-

able fees is almost an insult. If they really want agents to sell

Carnival, make it worthwhile. The sales and marketing folks

need to be standing up and screaming at company meetings.

Their bottom line is killing agent sales. I just sold a 5-night

cruise out of Charleston for $428.19. My commission is $10

(2.33% of the total cruise cost). So, why should I sell Carnival?

We will have to see where this ends — my expecta-

tion is that not much of substance will change. The cur-

rent restructurings are moving Carnival back in line with

their peers, but doing nothing to differentiate Carnival

from other more agent-friendly suppliers.

Theopinionsexpressedinthesecolumnsaresolelythoseoftheauthorsanddonotnecessarilyreflecttheviewsof

TravelAgentProfessional.

16

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Rusty Pickett, ECCShellback Cruises www.shellbackcruises.com

Conversing

With Carnival

November 2013

Over 40 years of travel industry success Full staff of personal business consultants Unique protected territory system Excellent preferred supplier relationships Award-winning suite of marketing programs Social media tools Powerful technology solutions Proprietary cruise booking engine Website and mobile solutions Meeting and incentive resources Hotel program with rich amenities A full suite of corporate travel solutions Over 19 travel brands servicing you daily

We invite you to learn more about why our

The TRAVELSAVERS Difference.

November 2013

By

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Paull Tickner, creator of Special Interest Britain, is affiliated with the Greatdays Travel Group. For over 30 years, he has been developing

and operating customised niche travel programs for the United Kingdom and Ireland. For more information, visit his Web site at

http://www.greatdays.co.uk/ and E-mail him at [email protected]

18The Cotswolds:England’s Travel Less, See More Destination

Having been lucky enough

to have lived in

Chipping Campden for over five years,

it’s a corner of England

I’ve come to know quite well.

I’ve also come to appreciate that the region is a perfect match

for any travel planner who’s looking for a “travel less, see

more” location that’s packed with value-added things to see

and do.

19Accessed from London through the university city of

Oxford, with Bath to the west and Stratford upon Avon

to the north, the region is bordered by the M4, M50 and

M40 motorways. This means the Cotswolds ticks all the

boxes for anyone looking for a 3- to 5-night close

encounter with England from just the one base.

As a region, it’s all that your clients are looking for –

stately homes and castles, gardens both large and small,

cathedrals and abbeys, tearooms and pubs, country mar-

kets, antique fairs and auction rooms.

It’s associated with William Shakespeare (Stratford upon

Avon, which will be observing the 450th anniversary of

his birth in 2014), Jane Austen (Bath), Harry Potter, Alice

in Wonderland and Inspector Morse (all Oxford.)

The Cotswolds delivers everything it says on the tin

whether your cl ients are f lying in/out of

Heathrow/Gatwick or cruising in/out of Southampton or

Harwich. Dover’s just a bit further but very doable. For

those who can access United’s non-stop service from

Newark to Birmingham, the northern Cotswolds are just

45 minutes away. Check your map of England and see

how right I am!

To get the best out of the area and with the Wave sea-

son about to take off, think of those anglophile clients

who might like to be met by a driver guide and taken via

Salisbury Cathedral and the ancient stone circle at

Avebury (an alternative for those who have already seen

Stonehenge) to a small country house hotel in a pic-

turesque Cotswold market town.



November 2013

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20With this as their base, they can then look forward to a

customized 3-4 night program that’s full of privately

owned gardens, tearooms, pubs (with the beer served at

the correct temperature), cathedrals for Choral Evensong

and a 15th century (or older) parish church for Sunday

Worship with the locals.

Add in great castles like those at Sudeley and Berkeley

and on the way back to London, include treasure-filled

Blenheim Palace or Waddesdon Manor.

No one rushes about in the Cotswolds and neither

should your clients. Pace each day so that they can enjoy

people watching over a second cup of coffee, a longer

pub lunch and an extra scone with their traditional

English Afternoon Tea.

While all of the above works well for independent travel-

ers flying or cruising in/out of the U.K., it becomes even

more profitable when applied to a small group of 12-15

people.

If Girls Getaways are your chosen niche, they’ll love what

can be arranged for them in the Cotswolds. You can talk

to them about a tea room tour that includes instruction

on how to correctly prepare and serve English afternoon

tea (which will impress their friends when they return

home). If their husbands come along as well, a parallel

program can be set up with visits to traditional and

micro-breweries.

The area is packed with gardens both large and small,

making it a top class destination for tours before or after

the Chelsea Flower Show (May 20-24, 2014) or the col-

orful and fragrant Hampton Court Flower Show (July 8-

13, 2014).

In the southern Cotswolds, you’ll find internationally

renowned gardens like the Abbey House (home to the

famous Naked Gardeners), the National Arboretum at

Westonbirt and the unique Rococo garden at Painswick.

In the northern half, there’s Hidcote Manor and the

award-winning gardens at Sudeley Castle, Broughton

House and Kiftsgate Court.

The trick with garden tours is the imaginative blending of

these magnificent places with the smaller, rarely open

properties that can be found all over the region. A good

central hub for a Cotswolds garden tour would be the

Regency spa town of Cheltenham.

For honeymoon couples or clients who fancy touring the

area in a Morgan sports car, there’s the Romantic Road,

which is a 2-day journey through wide upland landscapes

and hidden honey-colored stone hamlets, timeless villages

and bustling market towns complete with ancient manor

houses and churches, traditional coaching inns and

atmospheric tea rooms.

This is the Cotswolds, a place where you can travel less,

see and enjoy memorable, value-added English experi-

ences.

We are committed to helpingindependent travel agencies live alifestyle of success and are looking forpassionate experts that sell cruises, tours and vacation packages, andwho run their businesses with Integrityand Professionalism™.

O�ered 24/7, Live Leads™ enable travel

professionals to focus on selling to new

and repeat customers, earning top

tier commissions, and living a lifestyle

of success.

Live Leads™ are sent via the phone,

Internet, and now text message to only

one Independent A�liate per lead based

on their expertise and performance.

Choose what you want your agency

to sell, specialize in what you’re good at

selling, and have the freedom to focus on

your clients - we’ll take care of the rest.

Get Paid NOW

with Avoya® Instant Commission™!

Ready to Grow Your Travel Business?

888-426-6184www.JoinAvoya.com

CST# 2016664-10 | Fla. Seller of Travel Ref. No ST36781

1 . 8 0 0 . 2 2 3 . 5 5 5 5 • w w w. a u t o e u r o p e . c o m39 Commercial St., P.O. Box 7006, Portland, ME 04112

Auto Europe Streamlines Commission Payments, Offers Online Booking Solution

Business Class Packages with Auto EuropeAuto Europe offers travel agents the ability to conve-

niently receive commissions by ACH transfers increasingthe efficiency and timeliness of payments. To enroll inelectronic commission payments, agents can simply log into the secured travel agent section, located athttps://www.autoeurope.com/tasite/and download instruc-tions for submitting their banking and routing information.Once enrolled, payments are transferred once a month, atno cost, fifteen days after the client completes rental ser-vices. Reporting is sent with the transfer to match the reser-vations that are being commissioned.

Another convenient tool offered by Auto Europe is the“Global Agent” program, allowing agents and agencies theopportunity to sell international car rental services throughan online solution. Agents can quote, book, modify, look-up vouchers and add payment to existing reservations alongwith having the ability to view real-time production reports.

Travel professionals have the ability to make reservationswith access to all the details such as location information(address, hours of operation), SIPP codes and detailedinsurance information. Reservations made through GlobalAgent are fully commissionable. The agency also has theability to review real-time production reports that can beviewed online and offer a detailed breakdown ofagency/agent reservations and commissions.

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Auto Europe, a leader in European car rental services foralmost 60 years, is recommending the top ten ChristmasMarkets in Europe and offering savings on travel to attendthe events.

Christkindelmarkt, held in Leeds, opens from November8 through December 18, 2013 and is one of the largestand most established German Christmas Markets in the UKwith over 40 chalet stalls from authentic German tradersfeaturing handcrafted toys, jewelry and specialty Germanfood and drink.

Auto Europe’s second recommendation is the BrusselsWinter Wonders, held annually from November 29, 2013through January 5, 2014 and features a vast number ofstalls in a true holiday atmosphere. Additional attractionsinclude an ice rink for skating, fairground attractions and alight show.

Third is the Lille Christmas Market in France openingNovember 20 through December 30, 2013. This month

long celebration is extremely popular and in addition tostalls selling arts, crafts and local cuisine, there are manyevents for children.

The Birmingham Frankfurt Christmas Market and CraftFair held November 14 through December 22, 2013 inBirmingham, UK offers over 180 stalls to browse and shop.Browse the array of handmade toys, jewelry, Christmasdecorations and craft goods.

The city of Cologne, Germany hosts seven ChristmasMarkets from November 25 through December 23, 2013attracting over two million visitors annually.

Sixth on Auto Europe’s list is the Bath Christmas Market.Held in the UK from November 28 through December 15,2013, the Abbey Churchyard is a magical setting andtransformed into a Christmas shoppers’ haven. Each of the100+ stalls offer unique and handmade gifts, decorationsand food items.

See website for more information

Celebrate the Christmas Market Season in Europe


*Some conditions apply. See next page.

November 2013

Expedia CruiseShipCenters Donates Over $51,000For Breast Cancer Research & Awareness

At Expedia CruiseShipCenters, we believe in giving back to our agents, customers andcommunity. That’s why we’ve been supporting breast cancer research and awareness, ourcharity of choice, for over 10 years.

This year, we’ve raised more than $51,000 for the cause through several fundraising initia-tives started by our Franchise Partners, Vacation Consultants, and Corporate Staff membersincluding:

• Cruise for the Cure: Held annually, $50 a portion from each stateroom bookedwill go directly toward breast cancer research. The 2013 Cruise for the Cure raised$21,815. Next year’s Cruise for the Cure will be held aboard Royal Caribbean’sFreedom of the Seas in March.

• Walk for the Cure: National Conference attendees dressed from head to toe inpink and walked the event in support of raising awareness for finding a cure forbreast cancer aboard the Royal Caribbean’s Allure of the Seas’ jogging track. Theonboard initiative raised more than $15,000.

• Dress for the Cause: Expedia CruiseShipCenters goes pink and holds fundraisersacross North America for the annual Dress for the Cause event.

• Local Initiatives: Expedia CruiseShipCenters 4,100+ agents from our 180+ fran-chise locations from coast to coast have been taking fundraising into their ownhands by holding events in their local communities.

Want to be a part of a company that cares? Join our webinar to find out how you can lever-age our award-winning marketing, a 100+ Partner Support team, and the power of the #1brand in travel as an Expedia CruiseShipCenters Vacation Consultant. RSVP now for anupcoming webinar or choose the session to the top right that best suits your schedule.

Showcase

Expedia CruiseShipCenters, Just Cruises43277 Garfield Rd, Clinton Township, MI 48038

Phone: 586-840-7447/800-837-4477 Email: [email protected] • www.cruiseshipcenters.com/JustCruisesHB


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