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Agent at Home - Lil Black Book (2012!12!27 22-18-09 UTC)
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Z
Consortium & Host Agency Guide
2010
Supplement to Agent@Home and Vacation Agent December 2009
Apply Today!
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Becoming a VTC with a unique ARC Number was a big
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Consortium & Host Agency Guide 2010
To Join or Not to Join 4
Choosing a Consortium 6
Consortium Listings 9
Making the Host Choice 24
The Right PATH to a Host 26
Host Agency Listings 28
Consortium Spotlight Overviews
Cruise One 13
Cruise Planners 14
MAST Travel Network 16
TRAVELSAVERS 20
NEST 21
Virtuoso 22
Host Agency Spotlight Overviews
Coral Sands Travel 39
Americas Vacation Center 40
Cruises Inc. 42
Dugans Travels 43
Expedia CruiseShipCenters 44
Nexion 46
Montrose Travel 48
Partners In Travel 49
Travel Counsellors 50
Travel Experts 52
Travel Quest 54
UNIGLOBE Travel Center 56
Table of Contents
Performance Media Group, LLC
593 Rancocas Road
Westampton, NJ 08060
856-727-0035 I 856-727-0136 fax
www.peformancemediallc.com
Publisher: Mark Murphy
Editorial Director: James Shillinglaw
Managing Editor: Michael Ardizzone
Sales Representative: Adam McPherson
Publisher, Custom: Jonathan Cooper
Editorial Director: Jane Jamison
Executive Editor: Stacey Zable
Design Director: Yiu-Wa Tso
Senior Multimedia Producer: Nick Choo
Multimedia Producer: Eugene Kang
Multimedia Producer: Seyi Akinnaso
Although every effort has been made to guarantee the
accuracy of information appearing within this supple-
ment, we cannot be responsible for typographical errors,
omissions or changes since this publication went to press.
Copyright 2009. All rights reserved.
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Consortium & Host Agency Guide 2010
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T
odays travel agents have choices,
and even those going it alone at
home can beneft from being part
of a bigger whole. The real ques-
tion, however, is if your business would
beneft most from a consortium, co-op,
franchise, or host agency relationship.
Each of these groups has a common ob-
jective: to help its members be success-
ful, says Andi Mysza, president of Profes-
sional Association of Travel Hosts (PATH),
who is also president, Independent
Contractor Division of California-based
Montrose Travel. Of course, how they get
there can vary considerably, but most le-
verage economies of scale, gained from
consolidating the volume of many sellers.
Most support their members by ofering
varying degrees of marketing support,
technology access, training, supplier ne-
gotiations and so on.
The Little Black Book Consortium & Host
Agency Guide has been created to help
you with this decision. Within these
pages you will fnd listings of consor-
tia and host agencies. Weve gathered
the top ones, and ofered you details
on their size, sales, commission struc-
ture, marketing, technology, training,
fees and membership requirements,
and of course, the contact information
you need to get in touch with them. We
believe the featured Consortium & Host
Agency listings are the most complete
available. The information provided was
supplied by each company upon re-
sponse of an email.
Choosing a consortium or host agency
begins with extensive research, and this
guide is your frst step. In addition to the
listings, weve provided some how-to
advice, garnered from experts and travel
agents, on picking the right match for you.
The terms host agency, consortium, co-
op and franchise are confusing, and for
most agents its hard to know the difer-
ence and how to choose which is better
for your business. They are also continu-
ously evolving with the needs and chang-
es in the travel industry.
Below are the basic defnitions:
Host Agency: Host agencies vary in what
they ofer their members, but essentially
they are companies that allow indepen-
dent travel agents to use their ARC, IATAN
or CLIA credentials to sell travel. In ex-
change, the host agency receives a fee
or commission. The relationship can be
as simple as partnering with a local brick
and mortar to joining a full-service host
that ofers training, marketing support,
technology tools and much more. The
agent is an independent contractor and
may operates under his or her own busi-
ness name. Host agencies generally ofer
other services, such as air ticketing and
GDS access, that many consortia some-
times dont.
WHY CHOOSE?
Host agencies are good for inexperienced
and experienced entrepreneurial agents
who want fexibility and services. It al-
lows people to start up their own busi-
ness with relatively low capital and risk,
build their own brand identity and gather
clientele. Inexperienced agents beneft
from the hand-holding and ofering of
full services to help them jump-start their
business.
Consortium: A consortium is a middle-
man who creates economies of scale for
buyers (independently run travel retail-
ers) and suppliers. In exchange for con-
solidated sales volume, suppliers ofer
a more lucrative commission structure.
Services ofered by consortiums have
expanded signifcantly over the years to
include marketing, training and more.
Co-op: A co-op works as a consortium
does, but members buy into the co-op
and its owned by them. As such, proft-
sharing is generally available. They also
have an equal say in terms of preferred
suppliers and how the co-op is run.
WHY CHOOSE?
Independent agents who join a host
generally do not need to join a consor-
tium as their host will probably be part of
one. However, the consortium your host
belongs to may be part of the decision
factor when choosing a host. If you dont
have a host, a consortium can ofer you
some but not all of the services of a full-
service host.
Franchise: A franchise is essentially a
business contract where an independent
agent sells the products usually dictated
by the larger franchisor. Similar to the
consortia and co-op structure, the inde-
pendent agent would receive training
and marketing support for a fee. Usually
the agent must use the franchise name
and give a percentage of preferred sup-
plier sales. Franchisees are also given a
blueprint for running their business.
WHY CHOOSE?
Those agents who would like to sell travel
under an established name in the travel
industry would beneft from a franchise
relationship.
1. Chemistry
2. Offerings in terms of marketing
or technology
3. Sales requirements
4. Cost
5. Control/Flexibility
Top Decision Factors
To Join or Not to Join
black-book.pdf 1 10/28/2009 4:05:27 PM
By Stacey Zable
The Consortium and Host Agency Question
black-book.pdf 1 10/28/2009 4:05:27 PM
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Consortium & Host Agency Guide 2010
6
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upplier relationships, innovative
marketing programs, cutting-
edge technology, support, edu-
cation and networking oppor-
tunities top the list of requirements for
agents seeking to increase proftability
and operational efciency through aflia-
tion with a consortium, franchise network
or cooperative.
But, how do you make the right decision
from the wide array of alternatives avail-
able to you? Theres no easy fx, executives
say. You have to do your due diligence.
Take a close look at your current business
profle, where you want to be going for-
ward, and then determine who provides
the best match for you.
Due Diligence
The real issue is that far too many own-
ers are dealing with their day-to-day
challenges and do not take the time
necessary to research and evaluate al-
ternatives, says Michelle Morgan, CTC,
president of Signature Travel Network, a
member-owned cooperative. When re-
viewing a potential network afliation,
agency owners/managers need to con-
sider the longevity of the network, its
core values, how its technology adapts to
their business model, consumer benefts
(cruise program, hotel portfolio, etc.) and
training programs.
Each company has a diferent corporate
culture, diferent personality. The driving
force is no longer preferred-supplier se-
lectionmost buying groups today ofer
a wide array of cruise and land partners,
Morgan says. Tour and cruise companies
have leveled the playing feld and are
now rewarding individual retailers based
on performance. All consortia ofer ho-
tel and cruise programs with amenities.
All consortia ofer direct-mail marketing.
Today, the true focus should be on tech-
nology and training. With more and more
consumers going on line to research and
search for the best fares/rates, consortia
must deliver customer-centric technol-
ogy solutions, she says.
Analyze Your Business First
Every agency should be looking at its
existing sales and fguring out ways to
maximize those sales, and grow their
businesses in a way that fts its vision,
says Keith Waldon, vice president, busi-
ness development for Virtuoso.
But, perhaps more than that, Waldon
says, particularly with the challenges of
the economy, agencies should take the
time to analyze their businesses to pin-
point which parts are most proftable,
and enjoyable.
Get rid of the portions that are not pro-
ductive, he says, and, at the same time,
You should ask yourself if youre leav-
ing money on the table. Take a look at
international air sales, for example, he
says. The right group can educate you
and give you the means to make more
money. Find out who comes to the table
with the best resources and tools to allow
you to do this. Who can make your job
easier, faster, more proftable and more
enjoyable? Who gives you the resources
to meet your goals? Who allows you to
place the most focus on the customer,
providing a better experience and ben-
efts for your clients? The combined buy-
ing power of the right consortium allows
you to negotiate amazing things, with the
marketing and resources to do your jobs
with the maximum returns and enjoy-
ment, Waldon says.
One size does not ft all, says Michelle
Fee, co-founder and CEO of Cruise Plan-
ners/American Express. Cruise Planners,
for example, is a home-based travel
agent franchise network focused on the
cruise industry. But, the network is not for
those who want to be call-center agents,
she says. Cruise Planners appeals to en-
trepreneurs, agents interested in driving
their own business. Its important to look
at your own particular business model
and needs to fnd the right ft for you.
Typically, home-based business models
are one person. You need help. Its hard
to compete on your own. You cant do
everything yourselfmarketing, technol-
ogy and be a sales agent. You need to
join an organization that can help you
develop and grow your business, not just
give you a big commission split, she says.
For example, Fee points to a Cruise Plan-
ners Seminar-at-Sea titled, Be Proactive
or Die, and print-on-demand marketing
programs that drive customers back to its
agents websites.
Theres no quick answer, says Michael
Drever, CEO and founder of Expedia
CruiseShipCenters, which operates as
both a host agency and franchise net-
work. Every business owner needs to sit
down and take a look at their strategic
plan and decide what they want their
business model to be in fve years time.
Only then, he says, can you determine
your needs and which organization has
the best tools to help get you there.
Size Matters
First, make sure the company is fnancial-
ly strong, with a proven track record, says
John Werner, president and COO of MAST.
Choosing a Consortium
By Jane Jamison
One size does not ft all; to fnd the right ft for you,
you have to do extensive research
continued on page 8
Virtuoso
our
enterprise CRM system.
Everything you need for a
successful travel business. . .
including the time to enjoy it.
Take a break. lEarn morE at onE of our wEEkly wEbinars.
RSVP
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agents@cruiseshipcenters.com
www.joinecsc.com
CHAN E YOUR LIFE G
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Consortium & Host Agency Guide 2010
46
Jackie Friedman, CTC, CTIE
General Manager
N
exion started in San Jose, Calif., in
1995 as an online travel agency
and eventually shifted its busi-
ness model to a host agency.
Nexion was formed with the airline busi-
ness in mind, as an alternative for agencies
that had been impacted by the commis-
sion cuts. During the past seven years, Nex-
ion has been growing the leisure side of its
business. The company underwent a major
change in the fall of 2003 when it was ac-
quired by Sabre. A year later the company
relocated to Southlake, Texas.
Jackie Friedman, president and general
manager, started fve years ago and in
that time has seen the company more
than triple its number of agents to 2,100,
and more than quadruple its actual sales
value. In 2008, Nexions sales volume was
estimated at $245 million, including $111
million in air/sea sales.
Nexion is a member of ARC, ASTA, IATA, CLIA,
NACTA, OSSN, PATH and Vacation.com.
Overall Philosophy
Nexion is a pure host agency and does
not deal directly with consumers. Every-
thing it does is geared toward accelerat-
ing the success of its agents. It does this in
a variety of ways by investing a great deal
in training and development programs.
Offerings
Marketing comes in the form of Nexions
private label ClientBase Marketing Services
program, as well as supplemental programs
available through Vacation.com. Nexion
Town, the companys internal, online social
networking site, is a huge beneft that most
agents take advantage of by posting ques-
tions and answers, and by communicating
with other Nexion members.
Nexions agent Web portal houses prod-
ucts and suppliers, booking tools and ad-
ministrative tools through which agents
can print out or email invoices and create
a range of reports to track sales and com-
missions.
As part of its educational eforts, Nexion
ofers strategic sales coaching through
which agents can establish short-term
goals. The Nexion PowerUP! program is
aimed at new agents, who work with a
program manager for one-on-one men-
toring, as well as several group confer-
ence calls.
Other education oferings include an
annual conference and boot camp four
times a year to build product knowledge
and business skills. Nexion University is
an online interactive education tool.
Members
Nexion has 2,100 members. It does not re-
quire minimum hours or minimum sales
volume from prospects, only a strong in-
tent to grow business.
Typical members fall into two categories.
First, there are those using Nexion for the
ability to book airline business, either cor-
porate travel agents or small corporations
that have a travel agent on staf to book
travel and meeting and event planning.
The second type of agents are those who
book leisure business. These agents come
from varied backgrounds. Some come
from brick-and-mortar ofces that have
closed but retained their book of busi-
ness; others are entrepreneurs wanting to
shift businesses into the travel industry;
while the third type of agent may be on
their second career or pursuing a retire-
ment career. About half of Nexions sales
volume is airline tickets and the other half
is leisure business. The average sale per
agent is $100,000.
Pricing
There is a one-time sign-up fee of $199,
and then agents choose their monthly
fee/commission structure. For no month-
ly fee, agents receive 80 percent commis-
sion. For a $20 monthly fee for the frst
agent and $10 a month for subsequent
agents, agents receive 90 percent com-
mission. And for a $199 monthly fee for
the frst agent, and $40 per month for
each additional agent, agents get 100
percent commission. There is also a GDS/
air fulfllment program available as an
add-on fee. For new sellers of travel, Nex-
ion ofers the PowerUP! program. There
is a $495 one-time sign-up fee, inclusive
of the standard $199 activation fee, that
can be split into three equal monthly pay-
ments. For no monthly fee, PowerUP! par-
ticipants receive 70 percent commission.
All plans can be switched with 30 days
notice as an agents business evolves.
www.nexion.com
sales@nexion.com
800-747-6813
More Information
Nexion, Inc.
Nexion is a pure host agency
and does not deal directly
with consumers.
Everything it does is geared
toward accelerating
the success of its agents.
Increase your earnings and simplify your business.
Whether you are a new or experienced travel professional, with Nexion
,
the travel industrys premier host agency, you can:
mprove your cash ow by earning top-tier commissions with leading
suppliers and keeping your choice of 70 - 100% of commissions.
Build your skills with resources, support and comprehensive training.
hcrease your performance in productivity with our technology and tools.
BoosI your revehue wiIh ihhovaIive opportunities to market your business.
Exceed your potential with exclusive training for new sellers of travel.
Nexion and the Nexion logo are trademarks and/or service marks of an afliate of Sabre Holdings Corporation.
All other trademarks, service marks and trade names are owned by their respective companies. 2009 Nexion Inc. All rights reserved. NX-09-11375 11.09
accelerate
success
your
Increase your earnings and simplify your business.
Whether you are a new or experienced travel professional, with Nexion
,
the travel industrys premier host agency, you can:
mprove your cash ow by earning top-tier commissions with leading
suppliers and keeping your choice of 70 - 100% of commissions.
Build your skills with resources, support and comprehensive training.
hcrease your performance in productivity with our technology and tools.
BoosI your revehue wiIh ihhovaIive opportunities to market your business.
Exceed your potential with exclusive training for new sellers of travel.
Nexion and the Nexion logo are trademarks and/or service marks of an afliate of Sabre Holdings Corporation.
All other trademarks, service marks and trade names are owned by their respective companies. 2009 Nexion Inc. All rights reserved. NX-09-11375 11.09
accelerate
success
your
M
ontrose Travel, a $115-million
travel management com-
pany, a Top 5 Host Agency,
and one of the Top 50 travel
companies in America, ofers exclusive
Home Based and local Independent Con-
tractor programs. The company has never
had any debt, is fnancially solid and has an
A+ rating with the Better Business Bureau.
MTravel.com is the Host Agency Division
of Montrose Travel and it is an expert in
leisure, corporate and group travel. With
MTravel.com, independent agents retain
their own identity.
Established in 1956, Montrose Travel is a family-owned and op-
erated business. The company gets to know their agents so its
more of a personal working relationship. Some agents have been
with them for 20-plus years. The programs are designed for seri-
ous travel professionals, as well as inexperienced people with the
desire to learn and grow a business.
MTravel.com ofers a private labeled con-
sumer website with online booking ca-
pabilities for air, car, hotel, cruise and dy-
namic packaging, as well as a honeymoon
registry. Montrose Travel has built direct
connections to non-GDS carriers and
third-party suppliers. This site automati-
cally interfaces with accounting (demo
www.99999.MTravel.com). Also available
is a proprietary, industry leading Agent
Connex support site and Client Connex
CRM program with email marketing tools.
Training is a priority with three sessions/
week as well as access to industry training.
Included are special sessions for inexperienced agents.
The services you need most are available at one low annual fee.
There are no required monthly fees. MTravel.com ofers strong
commissions with no minimums, as well as top-tier preferred sup-
plier commissions, access to signifcant airline contracts for Apollo
users, E&O coverage and more.
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Consortium & Host Agency Guide 2010
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Montrose Travel
Ive never had such marvelous
support or worked with an
organization that treats its agents
so well. I dont know why I
waited 30 years to take the leap!
Sherry, Tartan Travels
A
s a home-based travel agent, you
want to work with a host agency
you can trust. Partners In Travel
is a reputable host agency that
is part of Travel Leaders Group (formerly
Carlson Leisure Group) one of the larg-
est travel companies in the country. We
ofer a variety of commission programs
to choose from and help you build your
travel business through unlimited sup-
port, weekly training sessions, marketing
assistance, access to exclusive specials
and group space, FAM trips, our annual
convention and more. But, dont take our
word for it listen to some of our agents!
How did you get your start in the trav-
el industry?
We are frm believers that successful and
great lives are established by recognizing
and instantly acting upon golden oppor-
tunities presented to us. After seeing a
need to help ministries with their travel
plans, we started our travel business,
Ministry Travel, LLC in 2008. Our primary
focus is arranging travel around the world
for ministries and ministers traveling on
business, but we also assist them with
personal travel as well.
Why did you choose Partners In Travel
(PIT) as your host agency?
We chose PIT as our host agency because
of their longstanding, rich history in the
travel industry, as much as their high
commissions, superior technology, and
exclusive vacations. We saw the instant
benefts we would receive by partnering
with PIT, such as preferred status with
many suppliers, maximum commissions,
and their breadth of online training and
exceptional support tools.
How did you go about building your
travel business?
As ministers, we frmly believe in the pow-
er of prayer and we continuously take
advantage of every training opportunity
ofered to us through PIT to learn about
new destinations, itineraries, products,
and tools that will help us sell travel. We
have built our business through repeat
business and referrals, by providing supe-
rior quality service to our clients from our
initial contact to our prompt post-travel
follow-up. We serve each client well by
anticipating their needs, and providing
them with the best itineraries that ft
within their budget.
Why do you like working as a home-
based travel agent?
Having a career as a home-based travel
agency gives us ultimate fexibility and
time to provide superior quality ofer-
ings and service to our clients. We enjoy
hearing our clients express delight in our
recommended travel oferings, as well as
receiving a great report from them after
they have returned from their trip.
What advice would you give to a new
agent entering this industry?
We would tell new agents coming into the
business to devote your time to providing
great customer service to your clients as
it will pay of in repeat business and refer-
rals. Also, continue to learn as much as
you can about your clients travel prefer-
ences and stay on top of vendor oferings
that enable you to meet and exceed your
clients needs.
What do you like best about working
with PIT?
PITs host agency support is one-of-a-
kind, so much so that we call them The
Dream Team. Because of our own high
service standards we follow with our own
customers, it is a major feat to wow us
with service. Nonetheless, PIT consistent-
ly wows us with their total agent ofer-
ings, by paying our commissions on time,
helping us meet our clients needs, and
promptly responding to our inquiries.
www.partnersintravel.com
pdavenport@partnersintravel.com
800-683-9092
More Information
Partner with a Leading Travel Company!
Partners In Travel FAM trip on a Carnival Cruise
Hear how Jamillah Mantilla - President, Miguel
Mantilla - 1st Vice President, Sandi Hickombot-
tom - Vice President of Operations and Pamela
Thomas - Vice President of Finance from Ministry
Travel, LLC grew their ministry travel niche
with the help of Partners In Travel.
Consortium & Host Agency Guide 2010
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Partners In Travel
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Steve Byrne
CEO
T
ravel Counsellors LLC is part of
one of the largest independent
travel agencies in the world with
sales in 2009 projected to achieve
just under $500 million. Founded in 1994,
Travel Counsellors has built its business
and reputation on providing personal-
ized travel services to its clients. All Travel
Counsellors are independent business
people working from their home as fran-
chisees.
In 2006, Travel Counsellors launched in
the U.S. and has a fully operational ofce
in Saddle Brook, N.J. These travel profes-
sionals are supported by more than 200
staf members worldwide.
Travel Counsellors is a member of OSSN,
NACTA, PATH, ASTA, IATA/ARC, CLIA and
IATAN.
Overall Philosophy
The companys goal is to provide its Travel
Counsellors members with all of the back-
ofce support, technology tools and pro-
fessional marketing support necessary so
they can focus on what they love to do:
sell travel. Travel Counsellors specializes
in and is an expert at helping its agents
build relationships with their clients. In
turn, the company puts a huge efort into
creating a strong sense of community
among its agents.
The Travel Counsellors
Travel Counsellors include over 1,100
full-time travel professionals operating
around the world with an average of 19
years of experience in the industry. Travel
Counsellors are asked to be committed
to their travel business as their full-time
profession. They have a minimum of two
years of experience selling travel and a
minimum book of business of $180,000
annually.
Travel Counsellors are full-service agents
with niche and specialty markets from
Asia to Europe, from cruising to escorted
tours. Currently, 49 percent of U.S. sales
are geared towards cruising.
Offerings
Travel Counsellors Contact Center, con-
nected to ClientBase Plus, is integrated
with each agents personal client data-
base. The system allows agents to take
control, manage and market to their cli-
ents while providing a comprehensive
customer management solution. It allows
them to create contact lists that can be
stored for future use and send profes-
sional e-blasts to their entire database
or targeted markets. Travel Counsellors
own dynamic packaging system, Phenix,
allows the Counsellors to sell product
components individually, as a package or
as a tour.
Its intranet system is a platform for agents
to fnd special ofers, the latest news
about the company, details of suppliers
and live sales fgures. It also contains staf
message/chat boards and advice boards
where agents faced with a challenging
inquiry can ask for guidance from their
peers.
Agents begin their relationship with
Travel Counsellors with a two-day initial
training in the head ofce focusing on
company systems and proven techniques
for developing business. They are as-
signed their own personal business de-
velopment manager. Travel Counsellors
partners with both CLIA and the Travel
Institute and strongly encourages fur-
ther education including CTA, CTC, ACC
and MCC designations. When an agent
obtains these designations, Travel Coun-
sellors will reimburse their annual mem-
berships. The company intranet features
information about training courses and
hosts a training website which includes
an array of in-depth information and on-
line study modules.
The company holds numerous events for
both Travel Counsellors and vendor part-
ners, including an international annual
conference and regional conferences.
TCTV, a live weekly webcast keeps agents
up-to-date on company strategies, new
ofers and products.
Financials
There is a one-time franchise fee of $495;
however, if an agent generates gross sales
of $10,000 up to 30 days after induction,
the $495 fee is refunded. The monthly
management fee is $75 and starts in the
seventh month after induction. After pay-
ing 12 monthly fees, the ownership of the
laptop provided at induction and fully
loaded with all propriety software pro-
grams, including a webcam, is transferred
to the agent.
The commission split is 60 percent to the
agent and 40 percent to Travel Counsel-
lors.
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PMG Host Guide - Travel Counsellors:Layout 1 29/9/09 13:53 Page 1
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Consortium & Host Agency Guide 2010
52
Susan Ferrell
Owner
T
ravel Experts was established 20
years ago, as something unheard
of at that timea host agency.
Although it was tough going in
the early years, the companys policy of
paying 100 percent commission with a
high level of support made Travel Experts
the program of choice for the best agents
in the industry. Travel Experts has grown
slowly but surely over two decades, as its
program is not a good ft for every agent.
Conversely, the company is extremely se-
lective in those agents it accepts.
Overall Philosophy
Travel Experts is owned 100 percent by
Susan Ferrell. Her philosophy, and that
of her management team and support
staf, is that their Independent Contrac-
tors are their clients. The company views
them in the same way that any business
owner views his or her best clientmak-
ing sure they provide what their clients
need and thinking ahead to how to best
serve them. Travel Experts understands
that each agent is an entrepreneur, and
the company is truly respectful of the
business they have built. Above all, the
Travel Experts team works to foster a re-
lationship that will last for years.
Travel Experts is a member of Virtuoso,
ASTA, CLIA and NACTA.
Independent Contractors
Travel Experts has 160 Independent Con-
tractors. Many come as referrals from ex-
isting agents. Their selection is based on
sales volume, their vision for their busi-
ness, their approach to client relation-
ships and their references. Sales are 60
percent leisure and 40 percent corporate.
Most of its Independent Contractors have
been in the business for more than 15
years. Many deal strictly with high-end
leisure, while others have strictly corpo-
rate accounts and some have a mix of
both. All are of the mindset that main-
taining client relationships is the most
important aspect of their business. They
are the types of agents who, even when
on salary in an entry-level position where
it would not have been required, would
have made themselves available to their
clients 24/7 and would have taken it per-
sonally if a trip was not perfect.
Programs
As a Virtuoso agency, Travel Experts ofers
its marketing programs. Interest coding
and advisor personalization allow Inde-
pendent Contractors to speak directly
to their clients travel preferences and
lifestyle. Virtuoso members receive thou-
sands of dollars in free supplier-funded
marketing every year. In addition, Virtuo-
so.com, member websites and email mar-
keting are now joined by Twitter, Blogs
and Facebook to keep Independent Con-
tractors on the cutting edge of todays
messaging.
A full-time tech expert on support staf
will assist with any technical issues that
Independent Contractors may encounter.
An extensive Intranet website features
volumes of information. In addition, the
company has a site for archiving RFIs (Re-
quests for Information) with search capa-
bility, and utilizes ThinkTank software for
regular discussions and information shar-
ing. An extensive menu of sales reports
for Independent Contractors and/or their
clients is provided at no charge.
There also is no charge for training. When
an Independent Contractor joins Travel
Experts, he or she is invited to the compa-
nys ofce for a few days at the companys
expense. During that time they meet the
staf, go through the company handbook
and website, participate in Sabre training
and receive an introduction to Virtuoso.
On a weekly basis, Travel Experts ofers
supplier presentations and Sabre and/or
tech updates broadcast to all Indepen-
dent Contractors via Webex. There are
also unlimited educational opportunities
available through Virtuoso, some involv-
ing a small fee.
Independent Contractors are encouraged
to participate in anything and everything
Virtuoso, including Regional Meetings
and Travel Mart, which Travel Experts
partially underwrites. At Travel Mart, the
company has brainstorming sessions or
supplier-sponsored get-togethers for just
the Travel Experts attendees.
Financials
The monthly fee for membership is $550.
Independent Contractors receive 100
percent commission.
www.homebasetravel.com
info@travelexperts.travel
800 274-2544
More Information
Travel Experts, Inc.
Travel Experts understands
that each agent is
an entrepreneur, and the
company is truly respectful of
the business they have built.
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Consortium & Host Agency Guide 2010
54
Stephanie Lee
Operations Director
T
ravel Quest began in 1994 as
a one-woman shop out of her
home. In 1998, Bonnie Lee decid-
ed to form her own host agency
after having been afliated with two oth-
er host agencies that didnt provide what
she needed. Since then, Travel Quest has
grown into a nationwide host agency
recognized as a leader in its feld. Travel
Quest is family owned and operated: Bon-
nie Lee is the chief executive, Walter Lee
handles the fnances and Stephanie Lee
works in operations.
Overall Philosophy
The companys philosophy is that agents
are the reason Travel Quest is so success-
ful. It believes that the more assistance
it provides and the more resources it of-
fers, the better of the company and its
afliates are going to be. When agents
call, there are no automated directories
someone picks up the phone and says
hello. When agents email Travel Quest,
they get an immediate response. Travel
Quest has an experienced support staf,
cuttingedge technology and top com-
missions, but they manage to keep the
personal touch.
Travel Quest is a member of Travel Lead-
ers (formerly Carlson Wagonlit Travel),
PATH, ASTA, NACTA, ARC, IATA and CLIA.
Affliates
Travel Quest currently has more than
200 agents that were carefully screened
before they joined the Travel Quest net-
work. The company ensures that agents
joining Travel Quest are dedicated to the
business of selling travel and have no
criminal background. Agents wishing to
join Travel Quest must complete a few re-
quirements: speak to one of the support
staf for a brief get to know you, give
consent to a background check and fll
out a few pieces of paperwork and return
the notarized identifcation form with the
contract.
Travel Quest agents average around
$200,000 in sales per year, with full-time
agents selling much more and part-time
agents varying in their sales. Agents come
from a wide variety of backgrounds: ex-
perienced, new to the industry, corporate
and/or leisure. The diverse backgrounds
bring a lot of insight into diferent areas
on the agent forum.
The sales mix is 50 percent leisure, 20 per-
cent corporate and 30 percent leisure/
corporate.
Programs
In terms of marketing, the company of-
fers numerous direct-mail pieces, which
are co-ops with suppliers for lower post-
age costs. Social media marketing and
set-up assistance, e-marketing tools and
marketing plan assistance are all ofered.
All agents receive complimentary CRM,
Intranet access, live chat support and GDS
access (for experienced agents). Optional
customized consumer websites can be
created for a one-time $149 startup fee.
Training is available at no cost and caters
to a wide variety of learning styles, includ-
ing recorded trainings, live weekly webi-
nars and in-person training. Featured
events include a national Travel Leaders
meeting and yearly trainings at Travel
Quest headquarters.
Financials
The one-time startup fee is $199. Month-
ly access fees range by commission split.
There is no fee for 70 percent commission
split; a $20 fee for an 80 percent commis-
sion split; and a $250 fee for 100 percent
commission.
www.TQagents.com
Stephanie@TQagents.com
800.392.6484
More Information
Travel Quest
Travel Quest has
an experienced
support staff,
cutting-edge technology
and top commissions,
but they manage
to keep the
personal touch.
The
All-Inclusive
Host Agency
Since 1994
www.TQagents.com
800.392.6484
support@TQagents.com
6563 Laketowne Place, Ste. B Albertville, MN 55301
2009 TravelQuest
The
All-Inclusive
Host Agency
Since 1994
www.TQagents.com
800.392.6484
support@TQagents.com
6563 Laketowne Place, Ste. B Albertville, MN 55301
2009 TravelQuest
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Consortium & Host Agency Guide 2010
56
Betsy Geiser, CTA
Vice President
U
NIGLOBE Travel has been a force
in the industry since 1981, and
has been hosting home-based
agents and independent con-
tractors since 1996, ofering solutions to
agents of all experience levels. Principal
owners and executives include U. Gary
Charlwood, founder (2009 recipient of the
ASTA Hall of Fame Award) & CEO; Tracy
Bartram, CFO; and Betsy Geiser VP, UNI-
GLOBE Travel Center.
UNIGLOBE Travel Center is a member of
Vacation.com, ASTA, CLIA, NACTA, OSSN,
IATAN, PATH and the Better Business Bureau.
Overall Philosophy
UNIGLOBE Travel Centers goal is to ofer
the best support to its Independent Con-
tractors in order to help them grow their
business and be successful. They ofer
one-on-one business development,
marketing assistance, ongoing training
plus a monthly marketing club to help
achieve this.
UNIGLOBE Travel Center sales are approx-
imately 80 percent leisure and 20 percent
corporate, supporting its agents in what-
ever travel they sell. It has strong relation-
ships with all of the major suppliers.
Affliates
UNIGLOBE Travel Center supports over
400 afliates. The only thing required by
agents is a passion for travel and the moti-
vation to grow their business. In addition
to making sure the program is a good ft
for their business model, UNIGLOBE Trav-
el Center does run background and credit
checks on all afliates coming into the
program in order to protect itself and its
afliates from fraudulent behavior.
The average UNIGLOBE Travel Center In-
dependent Contractor has seven years of
experience and makes $70,000 in annual
sales, with a mix of 80 percent leisure and
20 percent corporate.
Programs
UNIGLOBE Travel Center has placed a
strong focus on marketing and develop-
ment in 2009. In addition to its Marketing
Club, it ofers access to CRM, direct mail,
email marketing and co-op funds, which
are all included in the cost of the program.
All afliates have access to one-stop tech-
nology solutions for commission reports,
GDS, invoicing, CRM, AgentNet, agency
and industry updates, training and sup-
plier information.
UNIGLOBE Travel Center ofers training
and mentoring for new agents coming
into the business, one-on-one supplier
sessions and ongoing supplier webinar
training. It also ofers ongoing training on
technology and additional online prod-
ucts to help agents maximize their busi-
ness.
The Mentorship program for new agents
has a low initial fee of $499 that covers
training, mentoring and hosting services
for the frst six months.
UNIGLOBE Travel Center has an annual re-
treat/conference where the agents have
an opportunity to receive training, the
ability to network with the other agents
in the program and the chance to meet
preferred suppliers. In 2010, the confer-
ence will take place in April in Chicago.
Financials
There is an initial fee of $149 to $499
based on the program, and a monthly fee
of $50 to $65 for membership. There are
no annual or renewal fees.
The commission split varies from 50 to
100 percent, and is based on training, ex-
perience and the program chosen.
www.uniglobetravelcenter.com
bgeiser@uniglobetravel.com
800-863-1606
More Information
UNIGLOBE Travel Center
UNIGLOBE Travel Centers
goal is to offer
the best support
to its Independent
Contractors in
order to help them grow
their business
and be successful.
The Host Agency division of UNIGLOBE Travel USA
A trusted name in travel since 1981.
Join a network of agents that are the best of the best in the biz.
Each comprehensive program is geared to your level of experience
and will help you grow to new heights.
We will train and mentor those new in the industry, as well as provide
the tools and resources needed to start a successful business.
For experienced agents, both GDS and non-GDS programs are of-
fered based on your business model and needs.
No initial fee and no monthly stay connect fees for the first 4 months
for qualified agents*!
Try us out and see for yourself!
ALL PROGRAMS INCLUDE:
Ongoing Business and Marketing assistance
One on one supplier sessions
Webinars to keep you up to date on supplier products
Co-op funds and top-tier commissions
Access to your very own agent portal which includes:
- Productivity reports
- UTC updates
- Ongoing training opportunities
- GDS or invoicing tool based on your program
AgentNet which includes: VAX, Amadeus Cruise & Consolidator Shopper & EZguider
Email & direct mail marketing and CRM tools.
*$50 application fee will apply and agent must show proof of sales of over $125K for the past 12 months.
Put our people and programs to work for you today by calling
1-800-863-1606, ext. 9070.
www.uniglobetravelcenter.com
bgeiser@uniglobetravel.com
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