Become a Home Based Travel Agent

Host Agencies – Why are they all different?

Take your travel business to a Happier Place with
Travel Planners International (TPI) as your Host Agency!

An Interview with TPI’s President Ken Gagliano
By: Joanie Ogg, CTC, MCC

We interviewed Ken Gagliano in mid January and asked him about TPI’s success as a Host Agency, why TPI is so different from other Host Agencies and what he is doing to weather the global economic crisis and current trends in the travel business.

How well is TPI financially in these challenging times?

Travel Planners International (TPI) has been in business and hosting agents since 1988, and we’ve grown to be one of the largest Host Agencies in the United States.  We never boast about our sales but we do boast about how we can increase sales and earnings for our agent’s year over year.  Our suppliers are very thrilled in how we track the sales of our agents and all of the marketing & training tools we use to help our agents differentiate themselves from the competition.  We are privately held by my Father, Anthony Gagliano, Sr., and we have always been a profitable company – even after the commission cuts in the 90’s, 9/11, and the current global economic recession.  We constantly monitor our revenues and expenses and always reinvest our profits back into our business to advance our services, support and marketing programs.  We strive to under-promise and over-deliver in everything we do.  Our sales are tracking down slightly.  However, it is very promising that we will end the year up over our 2008 sales!  Our recruiting numbers are way up especially since the financial crisis started in August and the problems at Joystar.  Since August, we have added well over 300 new agents and it’s only a matter of time before these agents get their sales ramped-up.

Tell us about how TPI can claim to “Take Your Travel Business to a Happier Place”?

First of all, we are all about happiness in life and in our travel careers.  With that being said, it is important to enjoy what you do on a daily basis.  I’m pretty sure most agents do enjoy selling travel do, but are not so thrilled about the frustrations that come with managing their business and the financial outcome.  Our main objective at TPI is the help our agents increase in their sales through our marketing programs, create more efficiency in invoicing and tracking of commissions and ultimately, help the agent earn more money.  An agent and Host Agency has to equally see value in the relationship and at TPI we focus on creating value with our programs.  The agent sees the results in their checking accounts and less stress at the end of the day!  If an agent could do it for less and earn more on their own, then why would they want to work with us?  I often lose sleep on why more agents are not with a Host Agency!

How is TPI different from other Host Agencies?

Our success as a Host Agency is solely dependent on the success of our agents.  We offer several different hosting plans paying our agents between 70% and 100% commission.  Our average agent is earning 85% which is earned off our top-tier preferred supplier commissions, and we pay them twice per month by direct deposit.  We have a Commission Manager system that the agent can see their earnings on a daily basis as we reconcile incoming commission.  We offer all 4 GDS reservation systems, with ticket fulfillment, as well as several successful marketing and lead generation programs.  When you combine all of these services, this is what defines a true Host Agency.

Tell us about your marketing programs for agents?

We finished 2008 up over 22% over 2007 sales!  We attribute this to our advanced marketing programs.  We have a dedicated Marketing and Business Development website for our agents – see www.tpimbd.com, where agents can visit to sign-up for training and business building opportunities.  As a Vacation.com agency, all of our agents can take full advantage of the marketing programs they offer.  TPI realizes the power behind the Vacation.com Engagement Program (Direct Mail/Email Marketing Program) and that's why we include the full membership benefits of the Engagement Program to all of our agents.  Engagement is a marketing campaign program where Vacation.com produces and mails 60+ personalized direct mailings (post cards, flyers, destination magazine, etc.) per year to the agent’s customer list.  In addition, they offer 50+ e-Engagement email ready promotions that can be sent to their entire email list at no additional cost. These marketing tools enable the agent to compete with travel sellers like Expedia, Travelocity, and AAA who spend big bucks on consumer promotions.  All direct mail and email promotions are designed with Vacation.com/TPI negotiated value added benefits promoting a preferred supplier.  A quarterly Destination magazine can be customized with a personal letter (on the inside cover) to their customers!  These marketing programs are so cost effective to the agent that it would cost them 4 times the price if they designed, printed and mailed it themselves.

Tell us about your Commission Manager Tool inside your TPI-AgentRC website?

Our TPI-AgentRC (Agent Resource Center) website was designed to put the agent in complete control of their travel business.  It is loaded with management tools like our Commission Manager, TripBuilder and TRAMS ClientBase to allow them to fully transact with their customers and TPI. For example, with our Commission Manager system, you can view your day-to-day commission earnings right up to the day we deposit your earnings directly into your checking account!  To my knowledge, we are only one of a handful of Hosts that offer this technology.

What is PATH and how does it help agents in choosing a host agency?

TPI is a member of PATH (Professional Association of Travel Hosts) which does a wonderful job for the host side of the Industry in defining the true meaning of a Host Agency.  Agents can visit their website (http://www.path4hosts.com) and see a listing of active Host members.  PATH will not allow any cardmills or multi-level travel marketing companies to join PATH.  Agents need to really be careful to avoid any type of relationship with an agency unless they check for agency credentials and membership associations like PATH.

We heard about a new Lead Generation Program at TPI.  Why is it better than other lead programs?

We just started testing a new lead generation program with Holland America and 20 of our Holland trained agents.  We purchased ad space in a recent issue of CRUISE TRAVEL Magazine (inside front cover) where the ad drives customers to our website – MyVacationExperts.com (website says…MyVacationExperts.com is your one stop location for excellent service, knowledgeable advice and expert planning for your next memorable vacation.).  The simple message here is all about using one of our professional (preferred supplier trained) travel agents.  We looked at all of the lead services out there including TravelReferrals.com and other Host Agency lead programs – and it was easy to see the shortcomings in these programs.  Whenever we come out with a new program we ask ourselves if the supplier will be happy with this.  If the answer is no, then it simply goes out the window.  We modeled this new lead program after Tripology which is all about connecting the consumer with a professional travel agent but we went a little further with addressing the needs of our preferred suppliers and tightening up the restrictions when it comes to which of our agents can participate in the program.  For example, we only allow agents who are trained with certification or proof of training on the featured preferred supplier.  This makes the supplier happy as the closing ratio is much higher.  We also pay our agents their full commission percentage on the sale and they keep the customer for life.  The lead is not passed to the agent for free, and can be purchased for a nominal fee – this ensures that the customer is taken care because if you pay for something, you tend to make sure you fully work it.  All leads are exclusive so there is no competing (or discounting) for the sale with other agents or agencies.

What are TPI’s fees for joining and commission levels?

We charge a one-time setup fee of $199.95 which is being waived for agents who have sold $100,000 or more in the last 12 months or last calendar year.  Plus, we offer the first 3 months FREE!  Our monthly fees vary depending on the plan type selected.  Our plans are:

... Pro70 Plan, 70% commission, $19.95/month

... Pro80 Plan, 80% commission, $39.95/month

... Pro90 Plan, 90% commission, $59.95/month

... Pro100 Plan, 100% commission, $349.95/month

All plans include free use of numerous booking tools including an air/car/hotel engine to help with their leisure or business air needs.  For agents who demand the real power of a GDS, for $20.00 per month agents can add Amadeus, Galileo (Travelport), Sabre or Worldspan (Travelport).

Are there any other comments that you would like to add?

If your sales are down and you’re looking to cut expenses and earn more commission, then now is the time to join up with a successful Host Agency!  TPI offers everything you need to successfully operate your travel business and more!  Act now and take advantage of our Free 3-Month Trial Offer and watch your bottom line grow!

Complete details on our hosting programs can be found on our website (www.MyHostTravelAgency.com), by emailing join@tpionline.com or by calling 1-800-730-6392.

The TPI Staff

TPI’s Mission:  Our mission is to provide all of the tools, support and fulfillment services that will assist each of our travel agency partners to be the most knowledgeable, efficient, competitive, and profitable leisure and corporate sellers in the travel industry.