Travel Business CPR

The Door is Wide Open For You to Build Groups!

Some travel agents say if they devoted the same amount of time and effort to thirty independent passengers that they do to a group of thirty, they would be ahead financially. Yet nowhere do we have as much control over our ultimate profit as we do with groups. Group tour business allows agents to establish their own markup on tours, and frees the agents from working under the commission model.

Group business is one sure way to help agencies shift from selling transportation to selling travel as a total concept. When you sell groups you are free to work with net rates, then determine the profit needs of the agency, then mark up the net rates accordingly to result in the earnings you need.

Groups help build a list of clients to expand the base of future independent travelers.

  1. Groups can become repeat groups
  2. Groups fill in weak selling periods
  3. Groups offer travel agents the greatest profit potential

Why do people travel in groups?

  • Save money with special group airfares, cruises or packages
  • Companionship - the desire to travel with others of similar interests and avoid being alone aboard
  • Convenience - lack of foreign language hassles and freedom from daily decisions
  • Destination - group travel is the only way to go to some places like China!

Where to find leisure groups?

  • Bridge-playing groups
  • Churches/Mosques/Synagogues (for religious pilgrimages/tours)
  • Country clubs
  • Schools
  • Fan Clubs for particular kinds of music (big band, jazz, country, opera)
  • Literary groups
  • Museum members
  • History groups (Civil War, World War II)
  • Radio listeners (DJ as Pied Piper/group leader)
  • Sport groups (golf, sailing, tennis, ski)
  • Senior Citizens
  • Service clubs (Rotary, Kiwanis, and so forth)
  • Universities (student groups, alumni, public led by professors)

Designing a tour for a specific group (10 or more passengers):

  1. Identify a likely organization (see list)
  2. Present the general idea to the group leaders in person; obtain general areas of interest
  3. Prepare and present several alternative itineraries with rough cost estimates
  4. Ask for commitments to a specific itinerary and date
  5. Book all arrangements - air hotel, sightseeing and so forth with preferred tour suppliers
  6. Cost and price the tour (run prices and contracts by your manager, advising the organization of the final price)
  7. Design a creative and appealing flyer, including an endorsement or letter from the group leader
  8. Market the tour to the organization's members
  9. Be available to serve clients from the time they first inquire about the tour to the time they depart
  10. Deal with suppliers on periodic review dates and final arrangements
  11. Handle the post tour wrap-up, including periodic post cards to travelers to encourage repeat business
  12. Continue rapport with the organization to develop future tour groups.

Travel business consultants such as Travel Business CPR will be able to help you establish a group department from scratch and manage its operation profitably.

Tharwat Abouraya, CTIE
Travel Business CPR - Bring Strategy to Life!

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