How?
- She chooses a cruise ship and date she wants to sail on.
- She organizes friends and neighbors, who recognize the tremendous group rate savings, to join her on the cruise.
- Because she has organized the group, she sails for free with the Tour Conductor pass.
- This woman has successfully organized groups in the past. She has proven she can do the job, so now she receives a small share of the commission. She has become an outside sales agent!
Most cruise lines give one free cruise fare for every 15 fares sold as a group reservation. This free fare is referred to as a 'Tour Conductor Pass'. The tour conductor fare provides free passage for the group's leader. If you have enough people, your mate will also sail for free. Here is how the cruise lines usually figure a group's tour conductor policy:
- For 15 means the 16th person sails for free.
- For 30 means the 31st and 32nd passengers sail free.
- For 45 means the 46th, 47th, and 48th passenger sail free.
Getting Started - Working with your local travel agent.
If you're ambitious and ready to organize a group, you'll need to find a good travel agent, one who will teach you practical sales skills. The agent must be someone you will feel comfortable working with. Visit the travel agencies in your area. Ask them how they work with group leaders and outside sales people.
Selling travel may develop into a profitable part time job. Travel agents welcome potential group leaders, but past experience has made them cautious. Until you prove yourself, they will probably have a "show me what you can do" attitude. New group leaders with limited experience are rewarded with tour conductor passes.
Choose Your Cruise!
You will choose a ship and date for your group to sail on. The agency will negotiate a group contract with the cruise line. The travel agent will help you to understand deposit deadlines and how to explain the brochure so you can effectively sell the cruise to your clients.
ACTION:
Organizing a group can be as simple as calling all of your friends:
"Hello Marge, you know how we had been talking about doing something special this year? Well you won't believe what a terrific cruise deal I've come across. It's on that fabulous cruise ship sailing from Miami. We'll save tons of money off the regular rate."
"You mean that cruise that's always on the TV advertisements?" asks Marge. "Yes, that's the one, a 7-night cruise to the Caribbean with everything included!"
"Just imagine all the food," says Marge, "and the midnight buffets. Finally, a vacation where I won't have to cook"
"Yes and the guys can play golf on the islands. Best of all, with our discounted group rates, we'll have some extra money to do some great duty free shopping in St. Thomas," you remind her. "WOW! Sounds terrific," says Marge.
"It really is a fabulous deal, but to get these great rates we'll have to get at least 7 couples to go," you explain. "Besides, it's more fun to cruise with a bunch of friends. Remember when we all went on that ski trip together?" "Yes, everyone was there. That was a terrific vacation! We'll have to let everybody know about this new trip," says Marge. "This is going to be great!"
You have just planted the seed. Next, tell everyone you know about the terrific deal on the cruise. Invite them to join you. Tell your butcher, hairdresser, minister, insurance man, dry cleaner, and the people at the library. Tell the society column writer at the local paper. TELL EVERYONE!
See EM'-Tell EM'-Invite EM'!
Here are 12 good prospects for group cruise sales:
- Alumni Associations
- Service Clubs (Lions, Rotary, and other civic clubs)
- Condominium and Mobile Home Groups
- Employee Clubs
- Friends and Family
- Family Reunions
- Occupational Groups (associations)
- Professional Groups (lawyers, doctors, nurses, teachers)
- Religious Groups
- Schools
- Sororities & Fraternities
- Special Interest Groups (bridge club, garden, dancing)
With experience, you will become more valuable to the travel agency. You will begin to receive more benefits and share in commissions. Productive outside sales agents go on free or nearly free Familiarization Trips (FAM trips.) Compensation should be discussed with the agency owner before you start working. Remember to take your time choosing the agency you'll want to work with. Your new part-time job should be fun. It is important that the people you work with are fair and have a sense of humor.
By acting as a commissioned outside sales agent you become your own small business and provide yourself with a great TAX SHELTER. Operating a small business will allow you to deduct expenses when filing taxes with the Internal Revenue Service. Deductible expenses may include the following: automobile expenses, business equipment, computers, answering service, magazine subscriptions, and telephone bills. Consult with a qualified accountant about your deductions.
Bon Voyage and don't forget to write!
For more information on sailing for free, get your copy of
Cruise Vacation Values: Buying Guide to Bargains, Discounts and Deals
Other resources: Part Time Travel Agent: How to cash in on the exciting world of travel marketing, Monaghan, Kelly $24.95, Air Courier Bargains, Monaghan, Kelly $14.95
