Travel Agent - April 14, 2008 - (Page 61)

If you are a sales-minded independent agent in need of a sleek, new state-of-the-art computer, Peter Rasmussen has a great deal for you. Best of all, it’s free—at least if you are a Travel Counsellors home-based member agent. Rasmussen, a 27-year industry veteran and president of Travel Counsellors USA, says the computer is part of Travel Counsellors’ uniquely comprehensive program of support to jump-start sales for new agents. The new computers are preloaded with the proprietary software that Travel Counsellors’ agents need to link up with the company’s global network of 900 agents, serve their clients and take advantage of all Travel Counsellors’ resources. “We want to provide our agents with the very best in technology, marketing, training and support,” says Rasmussen. “All are keys to our agents’ success. Giving our new agents a computer saves them time and money and gets them up to speed quickly.” Superlative support of its member agents has been a major reason for Travel Counsellors’ growth in the U.K., where it is headquartered. Rasmussen believes that kind of support will also lay the groundwork for Travel Counsellors’ expansion in the U.S. Worldwide sales this year will reach $520 million, he estimates, with the total number of independent agents hitting the 1,000 mark or greater. Given the importance and growth potential of the U.S. travel market, sparking the expansion of Travel Counsellors USA is a top priority. Computers and top-of-the-line technology are just one component in Travel Counsellors’ program, which may well rank as one of the most extensive in the industry. A checklist of support features totals more than 80 items backed by Travel Counsellors’ award-winning history of innovation. With nearly 900 full-time professional agents in seven countries, Travel Counsellors lays claim to the title of world’s largest independent home-based travel company, with a history of year-over-year growth in sales and the number and productivity of independent agents. Travel Counsellors’ primary focus is on the expansion of leisure-travel sales, but it has a strong corporate travel capability as well. Increasing cruise sales is a primary goal—especially in the U.S., where Travel Counsellors expects a 20 percent increase in cruise sales for 2008 over the $56 million reported in 2007. “We see tremendous opportunity in the U.S. market, especially in cruise and tour sales,” says Rasmussen. “We have strong management and financial support, as well as a proven, tested, award-winning business model that assures the success of our travel counselors—or TCs, as we call them.” Experience Counts Travel Counsellors’ timing could not be better, with Ogg and Camacci joining the management team at a critical juncture. Home-based travel agents increasingly dominate the industry, and host agencies have become marketing powerhouses driving multimillion dollar sales in cruises and tours. “Competition for qualified agents is intense,” says Ogg. “Especially for the experienced, full-time, professional, sales-minded agents Travel Counsellors is looking for. But the combination of corporate resources and the quality of personalized one-on-one support gives us real advantages.” For the typical TC, the stats are interesting: 83 percent of agents are women, 77 percent have children, 71 percent are aged between 31 and 50. Before joining Travel Counsellors, 60 percent were managers, deputy managers or owners of retail travel agencies. An impressive 97 percent would not return to their previous jobs, and 87 percent said their work/ life balance has improved since joining. Travel Counsellors’ commitment to professionalism is another asset cited by Ogg. Agents are encouraged to get a CTC or MCC designation (or both), and Travel Counsellors will pick up the costs, including recurring dues and renewal fees. The move underscores the value Travel Counsellors places on professional education, as well as its selectivity. “We focus on recruiting experienced sales agents who have made a full-time commitment to travel sales,” Ogg says. Travel Counsellors will also expand its roster of preferred suppliers to serve U.S. agents. Travel Counsellors’ checklist of marketing, sales, administrative and training/support services ranges from E&O insurance to central support staff, ARC reporting, commission tracking and billing support to customer-relationship management and individual websites. CONTINUED ON PAGE 62 April 14, 2008 TravelAgent | 61 Making Moves While a new “brand” to many U.S. agents, Rasmussen and Travel Counsellors Founder and Chairman David Speakman are well on their way to forming a powerful marketing and management team that will spearhead the company’s expansion in the U.S. The most dramatic of Travel Counsellors’ recent moves was the appointment of Joanie Ogg, the founder and president of the National Association of Commissioned Travel Agents (NACTA), to Travel Counsellors’ executive ranks. Ogg, widely acknowledged as a pioneer in the home-based sector of the travel industry, will serve as senior vice president of global sales and industry relations for Travel Counsellors USA and join Rasmussen to build Travel Counsellors’ U.S. network. Along with Ogg—who was recently named to CLIA’s Hall of Fame for her achievements—Rasmussen has added Darya Camacci as senior vice president of operations, USA. The three executives have the support of 30 staffers who are headquartered in Saddle Brook, N.J. Uniquely, Travel Counsellors wants to exploit the synergies of a global network linked by technology and quality agents. Based in Bolton, England, Travel Counsellors sees opportunity ahead—especially for its professional agents who envision the future in worldwide marketing.

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Travel Agent - April 14, 2008 Online Now Contents Contributors From the Editor From the Publisher Europe: The châteaux-hotels of the Dordogne and Quercy in France Middle East: Although Dubai is Expanding, it is not Bursting at the Seams Pacific/Asia: Pattaya is Southeast Asia’s Sunny Paradise Pacific/Asia Briefs Las Vegas: New York City Dining Comes to Sin City Hawaii: Accommodations in Hawaii for the Entire Family Central & South America: Cayo Espanto is the Private Island Resort for Clients to Get Away from it All Caribbean: Iberostar Property Opens in Rose Hall, Jamaica Running El Casino at the Sheraton Old San Juan Africa: Africa Travel Association’s 11th Annual Symposium Spotlight on the Djibouti Palace Kempinski Cruises: Experts Share Views on the Direction Cruise Pricing is Heading Cover Story: Home Counsel Car Rental: Vacation.com Joins with Hertz to Grow Car-Rental Sales Transportation Briefs Northeast USA: Brooklyn’s Hotel Le Bleu Agent Profile: Gary Mansour of Mansour Travel Agenda: Fam Trips, Deals & Incentives, Calendar Violent Protests Halt Travel to Tibet Celebrating Company and Agency Innovations Sheraton Upgrades Brand through Renovations and Redesign Earning Opportunities and Agent Recognition In the Spotlight Editorial Index Advertising Index Classified Marketplace Trendwatch

Travel Agent - April 14, 2008

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