Become a Home Based Travel Agent

There was a thread in the HBTACommunity.com social network where agents were discussing the various attributes of the many numbering systems that exist in our industry today. ARC's VTC program came into the discussion and since I didn't know much about it, I went to ARC's site and read the details about the program. It appeared to me that ARC had completely nailed the entire agent numbering system with it so I made an appointment with Mr. Christopher Flores to interview him about the program. Here it is

The Verified Travel Consultant Program (VTC Program) is an ARC participation program that was created to meet the needs of those travel agents who have shifted their business model away from issuing tickets (air/rail), by allowing these travel agents to sustain their “identity” in the industry with their Agency Code Number or ACN (also known as their ARC number).

The VTC Program is also designed to provide recognition, in the form of an ARC number, to those home based and independent travel agents interested in establishing relationships with the travel suppliers to further solidify their position in the industry.

In addition to the ARC number, VTCs have the opportunity to take advantage and benefit from many products and services to help them build their business, including commissionable products such as ARC MarketPlace® and the prepaid ARC Travel MasterCard®.

Since the ARC number is the “product” of the ARC VTC Program, there is no requirement to maintain a “membership” in order to retain a number, making the VTC Program the least expensive way to go to establish your agency within the travel industry.

We are reaching out to store-front agencies who do not issue tickets, home based travel agents with or without a host agency, and independent travel agents with or without a host or store-front agency.

The investment is nominal; $150 annually with a one time $100 application fee. I say investment because there is actually a return that is measurable through our products and services.

VTCs receive an ARC number, first and foremost. But the bulk of the benefit lies with our products and services, otherwise known as the VTC Tool Kit. Here is a quick summary:

· ARC MarketPlace® - VTCs have access to more than 6,000 commissionable destination activities, products, and services; available 24/7 – all the extras and conveniences your clients are looking for.

· ARC Agent’s Choice - VTCs can add a fee for their professional services rendered, providing a welcome boost to the bottom line.

· The Prepaid ARC Travel MasterCard® - Better than traveler’s checks and safer than carrying cash, VTCs earn commissions ranging from 30%-40% for each card sold through ARC MarketPlace.

· ARC Agency List – VTCs are included in this comprehensive resource that travel suppliers use to identify travel professionals.

· ARC VTC Mark – VTCs can utilize this high-resolution logo on their Web site, business cards, and stationery, to brand their participation with ARC.

· ARC Check – VTC status can be confirmed by travel suppliers and consumers using this quick and easy tool.

Because ARC has been “vetting” travel agents for years, the VTC Program benefits from already having a process in place. Because VTCs do not ticket or possess ticket stock, there is no requirement for a bond, letter of credit or cash deposit, however VTCs must establish a bank account with ARC. VTC applicants also go through a credit and background check, which includes a check against a database of fraudulent agents. Additionally, applicants must submit their Tax Identification Number as well as any required state licenses (e.g. seller of travel). Detailed ownership and personal information is also captured during the course of the application.

The application process takes between 30 and 60 days. There is a variance because sometimes we receive applications with missing bits of information, which delays the actual processing and subsequent processing time. Our Accreditation department works hard to process applications as quickly as possible without compromising the integrity of the method that the industry relies on. Our customers understand the importance of the process and respect the time it takes.

To be honest, “misconception” has been the biggest challenge. Many still believe we are solely airline-centric and only work with travel agents that issue tickets. But after I explain our dedication and focus on the travel agent distribution channel, the VTC Program, and the revenue-generating products and services ARC offers, folks become engaged and excited about the program.

Another challenge relates to “booking” air versus ticketing air. VTCs can book air and rail, they just can’t ticket. Home-based agents, for instance, can book air through an ARC-accredited host agency that can then issue the ticket.

We have many indirect competitors, but no true direct competitor. We really try to differentiate the VTC Program from any other in the market, and I think we do a good job because at the end of the day I truly believe we have the only program that fulfills the need for identity, plus the need for revenue-generating products and services. VTCs not only utilize the benefits, they can also measure a return on their investment.

We welcome a little more than one new VTC into the program each day. We’re targeting key industry organizations to partner with in order to better complement and expand our market reach. And as the industry learns more about how they can generate incremental revenue through our products, services and business tools, I predict that we should at least double that volume in 2009.

If you haven’t yet considered the VTC Program, please do so. Aside from the ARC number that comes with the participation, you have the opportunity to earn incremental revenue, which is wonderful. The program is affordable, and again, your investment is measurable. For more information about the VTC Program, visit www.arccorp.com/vtc. And feel free to ping me anytime at cflores@arccorp.com.

Christopher A. Flores

Christopher Flores is a seasoned sales and marketing professional, having worked within several industries in the past, for organizations including two INC 500 firms, the largest travel trade association in the world, and the largest travel industry marketing consortia in North America.

Christopher is currently the Product Manager within the Industry Products and Services (IP&S) Business Line at the Airlines Reporting Corporation (ARC), located in Arlington, Virginia. In this role, he is responsible for overseeing the Verified Travel Consultant (VTC) Program and the Agency List File product. Chris is heavily involved with the managing and implementation of strategic marketing and sales plans. Additionally, Christopher is responsible for developing strategic partnerships along with industry relations in effort to expand the VTC Program and the IP&S product presence in the market.

Christopher also acted as Director of Sales for the American Society of Travel Agents (ASTA), the largest travel trade association in the world, located in Alexandria, Virginia. He managed a sales team responsible for membership growth through the implementation of a strategic marketing and sales plan which included mass market and tactical print and electronic advertising. Additionally, Christopher was responsible for successfully growing the foundation of the Young Professional Society (YPS), and for fostering new and existing strategic partnerships with companies such as MasterCard International, Princess Cruises, and Thrifty Car Rental.

Prior to ASTA, Christopher was a Product Manager of the largest travel industry marketing consortia in North America, Vacation.com, also located in Alexandria, Virginia. There he worked in the marketing department where he managed preferred supplier relationships, including SuperClubs, Hertz Corporation, Princess Cruises, and Amtrak, as well as the sole strategic partnership with MasterCard International. Christopher was responsible for developing, managing and implementing strategic marketing plans.

Outside of the travel industry, Christopher has held sales management positions within the government and technology sectors. He was Regional Director of Sales for a Talent Measurement and Business Intelligence consulting firm located in West Chester, Pennsylvania. Additionally, Christopher was the lead Manager of Business Development for a software development firm located in Herndon, Virginia.

Christopher holds a Master of Business Administration degree from Auburn University, as well as a Bachelor of Science in Business Administration degree with an emphasis on organizational behavior and a minor in communications from West Virginia University. He has been published in the Journal of Consumer Affairs and was nominated for publish in the Journal of Consumer Marketing. Christopher resides in Haymarket, Virginia with his wife, Andrea, and son, Cameron.


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