focus on 53
ARTS (Affordable Road To Success), a specialist 0training programme combining webinars and bespoke in-house training courses that increases agents’ confi dence when selling car rental to their clients. The company’s Chief Executive, Angela Day,
said: “Agents are extremely important to us and earn an average 15% commission when they book through Affordable Car Hire. It is a good and easy earner so it is essential they know how we operate and can answer clients’ questions about car hire abroad.”
Cruise control The cruise sector is an obvious one for upselling, especially when it comes to encouraging clients to switch from a windowless inside cabin to a room with a view or maybe even a balcony. Seabourn and Holland America Line UK Managing Director Lynn Narraway said: "Research shows us that once a client experiences a veranda stateroom they won't ever compromise and go back to an ocean view. If necessary, they’ll even book a shorter cruise but still have the private balcony." Narraway suggested agents break the upgrade
cost into a daily rate to show the value of upgrading to a veranda stateroom. “The difference between an ocean view and a
balcony stateroom can be as low as just £50pp, which is less than £10pp per day on a seven- night cruise." MSC Cruises UK Managing Director Giles
Hawke said the company’s pricing structure, which is based on four ‘experiences’ instead of cabin grades, has been designed to help agents upsell to clients.
"WE HAVE AN EXHAUSTIVE LIST OF POSSIBLE ADD-ONS... AGENTS WILL PROBABLY EARN MORE FROM US THAN THEY WILL FROM BOOKING THE HOLIDAY AND THE FLIGHT"
LINDSAY GARVEY-JONES, HOLIDAY EXTRAS
The lowest, Bella, is basically bed, breakfast and entertainment, but clients can trade up to Fantastica, Aurea or Yacht Club, each of which adds extras such as room service, drinks with meals and open dining. Hawke said: “Our feedback suggests agents
are fi nding it easier to upsell from Bella to Fantastica, which includes extras such as priority choice of dining and breakfast in the cabin. "Anecdotally, agents are telling us that using Bella as the hook and then upselling to Fantastica is driving a lot of business.”
Go all-inclusive Rather than upselling the individual components of a holiday, agents can increase
BRITTANY FERRIES OFFERS A ONE-WEEK GITE HOLIDAY IN NORMANDY FROM £431.40 FOR TWO ADULTS, TWO CHILDREN AND A CAR, DEPARTING JUNE
13 AND INCLUDING RETURN FERRY FROM PORTSMOUTH TO CAEN. A SEVEN-NIGHT GREECE AND TURKEY CRUISE ROUND-TRIP FROM VENICE ON (
brittany-ferries.co.uk)
earnings simply by selling an all-inclusive package. The prices are higher, refl ecting the many items included in the price, so the more inclusive the property is the more they will earn. Leah Marshall, Head of Sales for Sandals, said agents earn good money from the company’s super all-inclusive packages and can bump up their revenue by adding excursions, spa treatments or a candlelit dinner for couples celebrating a honeymoon, birthday or anniversary. She said: “We train agents to show clients the top suites fi rst, as it is far easier to sell from the top down, and they earn more commission on a more expensive holiday.”
Sandals’ commission for agents starts at 10%.
15%
Average commission when booked through Affordable Car Hire
MSC MAGNIFICA COSTS FROM £599PP CRUISE-ONLY, DEPARTING APRIL 12. BUTLER-SERVICE ACCOMMODATION AT THE NEW SANDALS BARBADOS WHICH OPENED JANUARY 28, COSTS FROM £1,649PP FOR SEVEN NIGHTS, EXCLUDING FLIGHTS. AGENT COMMISSION STARTS FROM 10%. (
msccruises.co.uk;
sandals.co.uk/Barbados)
SAMPLE DEALS
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