agents | shop talk ADDED VALUE Private air charter
GONE ARE THE days when flying private meant you had to have mega bucks. No longer the preserve of rock stars and politicians, private air charter is on the increase as a lucrative option to pitch to high-end, high-flying clients. Weddings, special occasions and large-group
family vacations are among the prime selling opportunities, with charter companies providing commissionable quotes. “The most common question people ask is
‘so how much does it really cost to charter a private jet?’ and the quick answer is ‘not as much as you’d think,’” says Jeffrey Menaged, president and CEO of Chief Executive Air. The costs of a private charter, calculated per
aircraft rather than per passenger, are based on multiplying the flight time by the hourly rate, plus expenses such as landing fees and overnight airport charges. This adds up to around $22,140,
or $2,750 per person for a group of eight, for a weekend in the Bahamas from New York. Damian McCabe, CEO of McCabe World Travel
in Virginia, says: “My agency has a small amount of private jet travel, but the inquiries from clients for this experience are definitely on the increase. “One of my biggest selling points is it takes
all the hassle out of air travel. There are no long security lines, no waiting for an available gate upon arrival and no wait for your luggage at your destination. In most cases you can arrive at a private terminal within an hour of departure and these benefits help offset the difference in cost.” In addition to private air charters, agents
can also look to new tour operator products for ultra-high-end clients. This year, Abercrombie & Kent has introduced a $1.5 million round-the- world tour by private jet and ENV Jetours has private jet golf tours.
ROUTE TO THE TOP
TIPS ON WORKING FROM HOME
Working from home sounds appealing, but it carries the responsibility of finding your own clients and building your business in a competitive market. “People who choose to work from home must
be organized and focused on their work,” says career expert Heather Huhman, founder of PR and marketing consultancy Come Recommended. “Although there are many benefits, like flexible
hours and the comfort of your home, there are also some challenges.” Here are some top tips for home-based agents:
GET ORGANIZED: Create a dedicated
workspace separate from the rest of your home. Use to-do lists, calendars, filing systems or online tools such as Google Docs to keep yourself on track. Create boundaries for your family while you’re working and let them know that despite being at home for work, you must limit the distractions you have throughout the day.
HAVE A PLAN B: There will be some days
where working from home becomes impossible. Whether it’s a faulty internet connection or an interference such as having noisy work carried out on your home, you need to have a back-up workplace, such as a library or coffee shop, where you can email or catch up on paperwork.
CUSTOMER CARE: By following up with
your customers at the right time, you can provide personal attention that often leads to business loyalty and referrals. Send a thank you card or letter after every sale is made and within a week of your clients returning. You can also show appreciation by sending birthday cards.
Abercrombie & Kent private jet SHARPEN YOUR SKILLS: Seek out training bottom line
ABC Global Services reached its fund-raising goal of $10,000 for ASTA’s Political Action Committee. The contribution was an incentive-based donation contingent upon agent bookings made in February through ABC.
TOTAL: $10,000
opportunities such as seminars, webinars and certification programs to update your skills and find new niches. By learning how to sell special interest vacations, such as culinary, cruising, adventure and religious travel, you can differentiate your business and capture bigger commissions.
GET OUT OF THE OFFICE: Networking is
a key ingredient for any home-based business. Word-of-mouth marketing is your biggest advantage, so devote time to meeting people and handing out business cards. Always follow up by sending a quick email the next day to recap on the introduction and help build new connections.
summer 2014 | ASTAnetwork | 37
WORDS: JEANNINE WILLIAMSON. IMAGE: ABERCROMBIE & KENT
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