Become a Home Based Travel Agent

It’s alright to look beyond the porthole...I did!
By Dave Randon
Vice President, Sales & Marketing
Expedition Cruises & Imperial River Cruises

When I was approached to speak to you again, I realized my focus and passion hasn’t changed. The profits in small ships; specialty market is still there for the taking.

How do we get there?

The process of “getting there” is simple, scary and rewarding. Many agents, big and small backed themselves into a corner. Not knowing if taking the leap of faith into the small ship world will work. It will! Think of it in fishing terms. Did you ever fish on a party boat? One person catches a fish and everyone crowds that area thinking the fish are only in that spot? True, it always happens. Results, tangled lines, cost of replacing your hooks/sinkers, angry passengers and no fish. Or maybe one fish so tangled in the lines, you have no idea who it is? Take a peak on the bow (front of the boat for you land lovers) you will see a seasoned angler avoiding the group, catching fish and laughing. I must admit, I’m guilty of this in past. As I became more confident in my abilities and more daring, I departed from the fishing gang war and moved forward. Safe to say, it’s simple to take a chance. It’s also scary to move away from the pack. The end result…I returned with so many fish, I shared my catch with the fishing crew (Future free passage), my parish (Heaven bound?) and fillet’s for my wife (She allowed me in the house). You get my point, just do it!

Should I stop selling the traditional cruises? No! Traditional markets (7 nights’ warm water cruises) are the foundation of our business. The consumer demand continues to grow and recent new builds are fantastic playgrounds for first time cruisers and repeat cruisers. Oasis is a perfect example of the wow factor.

Is there new business to capture? Absolutely! The challenge in today’s market is not the deal. We have many to choose from. The core issue is how do we generate new business?  Introducing new product, like an Adventure to the North Pole on Expedition Cruises www.expedition-cruises.com will open new doors and defiantly get the attention of your past cruises. Will they be many, probably not. Then again, how does minimum commission of close to $4000 for 1 cabin, 2 passengers sound? I thought you would agree.  

Imperial River Cruises offers scheduled departures to Russia and the Ukraine at some affordable prices.  The current promotion “Russia on Sale & Available” has just been launched and offers aggressive commission and guest incentives. There is limited availability in this historic destination.

Where is the business? The demographic for the small ship, specialty market is growing:  (A) Seasoned Traveler (B) Time/Money (C) it’s about the destination! The core reason you are going (D) Experience bound/Heart of destination, Touch history, Adventure spirit.

Can we help? Yes! Organizations like CLIA, NCMA and many others have focused seminars and webinars on this emerging market. . 

In future communications, I will share with success stories from those who looked and booked beyond the porthole. 

I wish you and your family a very Happy New Year!

Do what you do best.

Good Selling,

Dave