2008 Annual WorldClass Travel Network
Fall Product Meeting Summary

Friday, September 5,2008
Park Plaza Bloomington
 

Preferred Supplier Presentations

• ASTA - Wendy Weigel - Learn About ASTA

• RCI - John Winters - CruisingPower.com, Marketing & Sales Tips

• Travel Bound - Karen Martens - Product Update

• Carnival Cruise Line - Jenny Halligan - Product Update & Sales Tips

• Disney Destinations - Frank Westpfahl - Promo, Marketing, Sales Process

• Globus - Paul Christianson - River Cruises & Faith Based Travel

• Apple Vacations - Cindy Webster - Family Travel, Groups, Travel Insurance

• Funjet Vacations - Kathy Mehring - Wedding & Honeymoon Destinations

• MLT WorryFree Vacations - Alyssa Wyatt - Luxury Travel

• Travel Guard - Chelynne Latz - Product Update

ASTA - Wendy Weigel
ASTA is your professional organization, an advocate for travel agents and agencies concerning issues that impact us.

ASTA helped pass the Passenger Rights Law - lobby and repeal legislature in some states, a bill to produce sales tax in the industry.  For example, on your 'service fee', it may be taxed.  ASTA tried to stall this tactic.

The ASTA website offers education and resources: www.asta.org
Section:  Travel Agency, Consumer and Member

• Resource section:  Great destination pieces, why use a travel agent: and a long article on service fees.

• Events section: Destination Specialist Departments, FAM Trips, Annual Trade Show in the USA and International Destination Expo and more.

• Education section: Destination Specialists departments, agency programs, seminars and tools.

On a local level, ASTA organizes bi-monthly meetings and webinars. In November, the annual tradeshow will be at the Sheraton Bloomington and afternoon event.  There are about 180 members.  Major suppliers are part of ASTA.  In January, there will be regular meetings with speakers and an excellent opportunity for social networking.

News:  Passport office in Minneapolis, coming soon!
 

Royal Caribbean International - John Winters
John Winters, District Sales Manager, went over the agent registration steps and the log in process for www.cruisingpower.com.  He explained how to navigate through cruisingpower.com, the materials available online and the new e-marketing tool.  Click here to view the entire presentation (PDF file), which covers the following topics listed below:

• Find A Cruise, See Our Ships - list of all their ships and view enlarged deck plans, easy to see and read.  Virtual Tours, can show these to your clients.  The Oasis has 37 stateroom categories!

• Insight - you can view flight information, red flag situations, pass due, group info.

• Trip Details.

• Booking Tools.

• Booking Tools - Online Coupon Redemption.

• Selling Tools - Customized fliers, you can order collateral materials, brochures and videos. 

• Working With Us.

• What Can Cruisingpower.com do for you?

VIP Cruise Pass

• An open window into cruisingpower.  Download and place an icon on your desktop.
  Receive:

  • Weather alerts.

  • One business day advance notice on sales, Wow Sale.

  • Selling Tools.

  • News Articles.

  • Easy to use Search capabilities.

  • Direct link to e-connect and e-quote.

Personal E-Marketing

• Create your own personalized web page and URL.

• You send out professional interactive communications to your clients.

• Have all links associating the customer back to you.

• High percentage of opened email, 64% are opened.

• Average booking:  $2500!

• You can copy and paste the link in an email message and send it to your clients.

Here is an example of one of the Personalized E-marketing links. This one is for the Interactive cruise planner. You can see what it looks like and what your client would see when you begin to use this tool. Royal Caribbean’s Cruise Planner - go to:
http://experience.royalcaribbean.com/?type=personalized&accountID=AJRGVEWF&sid=2

Selling Tools

E-Quote

• 49% close rate on quotes within 48 hours (clients book within 2-days!).

• E-Connect - search for quotes and send up to five quotes to your client/s.

Travel Bound - Karen Martens
Karen Martens, Business Development Manager presented the Travel Bound product to the Network Members and passed out fliers and brochures.

Travel Bound pays 14% commission on the gross amount on bookings!  The price includes hotel, transfers, sightseeing, includes the tax = true pricing.  14% on Las Vegas and New York City theatre tickets.

• There are over 23,000 hotels worldwide, requires a one-night minimum stay.

• Transfers may be shared or private.  On the website, you can choose, "Transfers" - can also pick-up at 'other' - home, port, rail station, airport.

• Italy Promotion through September 30th - 20% commission.  Apartments in Italy can accommodate five or more people.  A lot of quad rooms in hotels.

• Non-Hotels are apartments, homes and condos.

• You can book houseboats on Lake Powell.

• Pre/Post Cruise - minimum one night hotel.  You can book the transfers, excursions and one night hotel.

• There are great detailed maps on the website.  They can be enlarged to view the details:  www.booktravelbound.com

  • On the website, it displays sight seeing presentations.  A great tool, you may show your clients on the spot the various excursions.

• The company is loading 2009 product now. 

• 2009 Mexico and Caribbean, new brochures coming soon. 

• Air offered only with groups.

• Riviera & Cancun, company offers smaller boutique type hotels.

• Cancel Policy: 72 hours prior to departure, FULL refund.  Villas, cancel ten-days prior, full refund.

• Travel Insurance: $49 medical reasons only.  Does cover 2nd party air (not charter).  There is an option to remove the insurance.

• Reward Yourself Incentive:  June 15 to the end of October, register online, track your bookings.  Book ten room nights and receive $100 Travel Bound credit towards personal travel.

• Groups: 10 passengers = group status.  Net pricing.

• Oberammergau 2010 - Book Now.

• When booking use client code: 17989.

Contact the Call Center when you book more extensive FIT packages.  Travel Bound is truly a FIT company. Now offer bundled packages, 12 pre-bundled packages at 15% commission.
 

Carnival Cruise Line - Jenny Halligan
Jenny Halligan, Business Development Manager talked about the sales process and CCL update.

Update:

• Carnival Cruise Line (CCL) offers the comfort bed system, similar to Westin beds.  Each stateroom offers flat screen TVs and spacious baths.

• CCL, voted at offering 'Best Excursions'.

• In 2009, in a balcony stateroom your clients will spend $550 per person less on a 12 night cruise.

• Europe cruises, the average commission is $700.

• 'Fantasy' class is the most popular.

• The Carnival Dream is the new ship.

Selling Tips:

• For economy minded clients, after the initial consultation, call them back 3 to 4 months later. Let them know that for $400 more, they can upgrade to a balcony stateroom.  They are over the initial sticker shock. 

• You touched your client again, you've let them know you're thinking of them.

• Ask for referrals: Do you know of anyone else who may like to go on this type of vacation?

Choose the right market.

• 3 & 4 night cruise is parallel to the Las Vegas market.

• 4 & 5 night cruise is geared towards the family market.

• 6 night cruises, Sunday to Saturday are full of honeymooners.

• 7  & 8 night cruises, higher income bracket.

Disney Destinations - Frank Westpfahl
Frank Westpfahl, Regional Sales Manager advised the group of a quarterly promotion tied with Travel Leaders, Disney update, marketing and the Six Step Sales Process.

Disney will offer quarterly promotions with Travel Leader agencies.  Book now through September 22 for travel in October/November/December 2008 - your clients receive a free Birnbaum's Walt Disney World Official Guide booklet.

• Fill out the link.

• The book is sent to the agency.

• Choice of books, highly recommend the WDW Dining Guide booklet.

• Next promo will be in November, travel for February 2009 - March 2009.

• Rules apply, read them carefully.

New product, one more Disney Dining Plan: 

1. Regular Dining Plan

2. Deluxe Dining Plan AND

3. New Quick & Casual Dining Plan

• The average cost spent on food is $60 per day.  The meal plan at $35 per day is a value.  Make dining reservations in advance, because the restaurants are full.  You must cancel 48 hours in advance if reservations are put on a credit card.

• The new dining plan will be on the website in November: www.disneytravelagents.com - the consumer site (www.disneyworld.com) people will be able to view dining reservations.

Disney Print on Demand available on line.

• Go to the Sales & Marketing tab.

• Click on Disney Print Connection.

• Click on Print on Demand.

• Click on 'Create a New Project'.

• You choose the front photo.

• Choose the ad type and price.

• You customize the call to action and the agency information.

• Upload your logo - if available.

• Insert 'where to mail to'?

• A free service, you mail to your clients.

Online Post Office

• You can customize "Thank you for your business" email message.

• Send new offer information to your client via email

• Lots of FREE stuff!

Globus - Paul Christianson
Paul Christianson, Business Development Manager talked extensively
of the Globus family, product update, how to market & sell faith base travel and river cruises.

General Changes:

•          $250 land deposit and $250 air deposit

•          Monograms hotels are now Premium and Standard (were Premium and First Class)

•          Travel Protection Rates on Hawaii and upper two tiers on Avalon cruises changed
–         $89 for Hawaii vacations up to $1000
–         $119 for Hawaii vacations over $1000 (was $99)
–         $199 for cruises up to $2000
–         $249 for cruises from $2001 to $4000 (was $299)
–         $299 for cruises over $4000 (was $349) 

Be sure to read the Globus Air Guarantee and Promotion Protection information.

Top selling destinations in 2008

1. Italy

2. Britain & Ireland

3. USA

4. Canada

5. Germany/Austria/Switzerland

6. Spain

7. Holland/Scandinavia

8. Hawaii

9. South Pacific

10. South America

Tools to help you!   
How to Find, Market & Sell 1st Timers to Europe – Sales Kit

• Nearly 40% of outbound pleasure travelers have never traveled to Europe.

• However, among these travelers, more than 10% intend to visit Europe in the next 2 years.

Groups

•          Groups start at just 8 people!
•          Groups take planning but we can help!
•          2009 Early Groups Vacation Planner
•          FREE customizable marketing materials to help promote your group.
•          Customized groups for 20 or more.

River Cruises, Why Avalon Waterways?

•        Where the Youngest Fleet Meets the Most Experience in Travel”
–         Youngest fleet
–         Newest ships w/ modern contemporary designs
–         Largest staterooms (including French balconies)
–         Remarkable amenities
–         Fine dining and complimentary regional wines with dinner
–         Most experience w/ 80 years of designing itineraries and land programs
–         Support staff you can trust

•          Globus River Cruises

• 28 cruises in Europe (5 New!)

• Rhine, Moselle, Main, Danube, Rhone & Saone 

• 4 cruises in China (1 New!)

• Yangtze River

• 2 Cruises in Egypt

• Nile River

• 2 Cruises around Galapagos Islands

Ships w/ modern contemporary designs
         •  Four newest ships features the Silent Drive System (SDS) created to enhance guest experiences.
         •  SDS features ship engines located at the stern, separating it from the passenger compartment, allowing for a quieter cruise experience than traditional small ships.

Remarkable Onboard Amenities

• English speaking staff and announcements

• Non-smoking vessels

• Onboard Entertainment and Local Performances

• Travel lectures & port talks

• Fitness Center

• Onboard Internet Access

• Lounge

• Hair Salon & Sauna (on select ships)

Fine Dining & Cuisine

• Early Riser Coffee, Breakfast, Lunch,  Afternoon Tea, Dinner with complimentary red and white wines are served with dinner while on board.

Children:  Cruises are not appropriate for young children, Children age 9 and over only. No children programs. 

Travel That Transforms - How to Sell & Market Faith-based Travel 
Building Your Business in the Faith Based Market

The Size of the Faith-Based Audience

                                     % of US        
Group                             Population                     Number    
Total Population               100.0%                    284,800,000
Catholic/Christian               76.5%                    217,872,000
Committed Christian            44%                      125,312,000 

What is Different about Globus Faith-Based Travel?

• A balance of faith-based and destination focus on tour.

• Not as intense as a historical “pilgrimage” product.

• Attracting multi-generational travel as well.

• 4 star quality of hotels, meals, and inclusions.

• All sales go toward overall Globus family of brands production.

• Ability to earn more than 10% commission via your Globus overrides.

Menlo Consulting Group – Study Results

• Within the next five years, almost 16 million Americans are planning to take a Religious/Faith-Based Vacation.

  • This represents 1/3 of all outbound travelers.

  • Unlimited opportunity for you.

•  4 out 5 past Religious Travelers intend to repeat the experience.

  • Incredibly high satisfaction and repeat rate for your customers.

What is the profile of a religious traveler?

• There are two groups of religious travelers on whom you should focus.

  • Potential religious travelers.

  • Past Religious travelers.

•  Potential religious travelers are slightly younger than past religious travelers.

  •  Majority of potential religious travelers range in age from 35-74

  • Majority of  past religious travels range in age from  45-75 +

• Religious travelers are very well-educated.

• More than two-thirds of religious travelers say they are active in their religious community and attend regularly.  Nearly half do charity volunteer work in the communities where they live.

The Fruit of Selling Religious/Faith-based Travel

• Religious travelers are more resilient.  They will travel during time of uncertainty, including war, recession, etc.

• Religious travel clients are loyal and tend to be repeat customers.

•  It is a groups market.  Business tends to come in larger quantities.

  • Religious groups materialize at a much greater success rate than other group travel business.

• People of faith purchase many forms of travel, not just religious tours.

•  Existing clients are prospects.

  •  60% of Americans consider faith to be very important in their lives.

  • Excellent opportunity for families to travel as a unit and strengthens their ties.

How to: Open the Door to the Catholic, Protestant, and Evangelical Markets 
How Should I Approach the Church?

•  Start with research. Websites – Internet

  • You can Google any of these, regardless of denomination or location. State, regional, or community level search.

• Organizational Structure – Staff, Lay.

  • Who are the decision makers and key people?

• What is their Mission Statement/core values.

  • Devotion to particular Saints or causes?

• What Ministries do they have?

  • Travel supports many other ministries. Find out what is important to them.

• Email contact first with phone follow up for appointment.

Contact Ideas

• Make first contacts with pastors you may have already helped with travel arrangements, or at your own church.

• Share references.

• Tell them you are now expanding your services to include religious travel and pilgrimage.

• Ask them to be part of this new venture.

• Explain to them the benefits of their participation and your support.

Personal and Spiritual Benefits and Messaging

• Don’t just read or hear about these sacred places. Go and experience them!

• Experience the history, faith, and culture of Catholic, Protestant, and Evangelical places with fellow parishioners and believers.

• Celebrate the Mass, the sacraments, and devotions in these sacred places.

•  Nothing creates community like shared travel experiences.

• Enjoy the relaxing travel, food, and accommodations associated with the modern religious pilgrimage.

What to Take with You

• Your authentic personality, knowledge, experiences and care.

• Passion about what you do.

• Plant “dream seed,” and “what if’s?“

  • Portfolio of Ideas/Services and fund-raising opportunities

• Listen and respect their time constraints.

• They expect you to be a travel expert, not quote scripture.

• Remember, they are VERY busy. They need your support and advice.

When and Who to Approach

• Not before Easter or Christmas.

• Not before a big push or production (check web site for scheduled events).

• Look or listen for the key person to form a connection.

• Sometimes it may not work, but they will give you referrals.

• All Ministry possibilities.

• Singles, families, boomers, worship, home fellowships, etc.

How To Gain Their Trust

• Be open to the interests and ideas of the Priest/Pastor.

• Use the Priest/Pastor’s “expertise” regarding Catholic/Protestant faith and devotion.

• Seek their help in making connections and arrangements.

• Make accommodations as much as possible.

• Rely on him as the spiritual leader of the religious tour.

• Stay in touch and get involved somehow.

• Advertise in the church bulletin/announcements.

• Inexpensive, easy, and builds quick awareness.

How to Market Religious Travel with The Globus family of brands:
Remember to visit: www.globusfamilypartner.com   www.globusfaith.com 

Marketing Tools & Resources

• Power Point Presentations

• Sales and Marketing Letters

• Introduction Letter

  • Catholic

  • Protestant

• Press Release Template

• DVDs

Religious Sales Kit

• Complete Guide to selling religious travel

• How to:  Open the door to the Catholic, Protestant, and Evangelical Markets

• How to:  Market Religious Travel with the Globus family of brands

Customized Marketing Pieces

• Flyers

• Stationary & Cards

• Post Cards

• Direct Mailers

  • Approximately 22% of all religious travelers have purchased travel in the past three years in response to a direct mail.

Personalized Email Marketing

•  E-mail Blast

• Approximately 20% of all religious travelers have purchased travel in the past three years in response to an email alert

• Announcements

• Special offers and promotions

Oberammergau 2010

• Re-live the story of Oberammergau

• Globus is the ONLY operator that will:

  • Confirm space with a $400 group deposit.

  • ALL Oberammergau tours have confirmed hotel space in the town of Oberammergau, not outside the town.

  • Globus has set up an office in town to provide local support and service while on the trip.

Travel Agent Discounts

•  Increase your percentage discount up to FREE.

•  Earn one percentage discount off of any Globus Family of Brands product for every passenger booked on-line. (See website for exceptions)

• Requirements:  Take the ITU, then every booking on-line counts.

• January 2009 – 10 Free air and land trips will be drawn from ITU graduates!

Tour                River Cruise

Outside 61 days       - 25%             40%
60 days or less          - 50%             60%
(off the land price for the travel agent and one companion)

• Escorted Europe vacations; excluding tours with a cruise of 3 or more nights, tours to the Middle East, Africa, or Turkey

• Europe Independent City Stay Vacations including Castle & Villa Stays; excluding tours with cruises of 3 or more nights

• North America tours excluding Hawaii

• Special Travel Agent Discount on Select Avalon Waterways River Cruises

• Explore Europe’s legendary waterways in comfort, style and now at an amazing price!

Save 70% off the cruise/land price on select 2008 departures of Avalon Waterways river cruise vacations. Book by October 31, 2008, and take part in this extraordinary offer and experience a deluxe river cruise at an incredible price!*

Travel Agent Marketing

• Customizable Marketing Materials – FREE!

  • Fliers

  • Post Cards

  • Direct Mail Pieces

• Personalized E-mail Marketing

  • E-mail Blasts

  • Announcements

  • Special Offers & Promotions 

• Photo and Logo Library

  • Globus family of brands logos and photos

            - Globus family of brands logos and photos

Apple Vacations - Cindy Webster
Cindy Webster, Sales Manager gave her presentation on Family Travel, Groups and Travel Insurance.

Family Vacations - Ask your clients:

• Is this a special occasion?

• What special needs do you have?

• What are your expectations?

• What is your budget?

Bride & Groom Fly Free - only three agencies in MSP have the opportunity to use the 'Fly Free' promo.  Has been extended through October 31st.

Cindy handed out packets with fliers listing family friendly and value properties in Mexico and the Caribbean. 

• Family Reunions, plenty of family friendly hotels that can accommodate five or more people.

• Family Friendly - Kids Eat Free, Kids Stay Free, Kids Programs in the Caribbean & Mexico.

• Adults Only - Romantic and quiet hotels in Mexico & the Caribbean.

• Groups - 10+ more rooms.  New policy: 15th & 30th air is free.  21st passenger, air & land credit. 

• Hawaii, small groups just five rooms.  The hand out lists over 100 hotels in Hawaii offering free nights.

• Book Early Bird Hotels for 2009 by October 31st - save big on select properties.

Funjet Vacations - Kathy Mehring

Wedding & Honeymoon Facts

• Average $ spent on honeymoon destinations: $25,000 - tap into it!
• Typical destination wedding guests, average number of guests: 63.
• Non-wedding destination, standard wedding, number of guests: 165.
• 16% of couples choose destination weddings.
• Destination wedding couples tend to be more affluent, average household income, $93,000.
• Destination wedding market ballooned from $3 billion to $10 billion, 2001 to 2006.
• Brides want to spend!

Karisma offers a 'Destination Wedding Booth' - you get a banner, pre-made and it's sent to you.  Also included:

• Win a free honeymoon card and box (drawings are quarterly)
• Gourmet inclusive brochure.
• Loop DVD of Karisma properties.

Riviera, Adults Only Properties

• Iberostar Grand, gorgeous!  Has a Vegas Venetian feel to it, beautiful beach, adults only.
• Excellence Hotels, Riviera Maya.  The Playa property just opened a year ago, for adults only.  Perfect for honeymooners, 'no reservations'.  Has a lazy river throughout the property, a Lobster Restaurant and the spa is excellent.

> Book early and save 30% for 2009.
> Easy E-Mailer - Pick a sale, attach it and send it to your client database.
> Price Match, send it in.  No automatic price match.
 

MLT WorryFree Vacations - Alyssa Wyatt

Update:
> Las Vegas, no more charters, only NW air.
> Las Vegas properties, only one non-smoking property.

Luxury Travel

• 1st Class Airport Check In
• 24 Hour Assistance

Lifestyle Collection
> Look at your clientele, 3-4% that are luxury travel, invite them to indulge.

Reminder:  MLT U, fresh presentations, 19 new classes.

Travel Protection - TPP - can cancel up to the moment client leaves.

Webinars on WorldAgentDirect - training time 30 minutes, any time and can 'pause' and go back to the training on your own time.

Why Sell Travel Insurance?