p38-39 Frontline Dec11 8/12/09 12:48 Page 39
ttglive.com
homeworking knowledge
“In summer we know “I phone back after six
there’s really good o’clock when they’ve
money to be made, been fed and watered
and you’ve got to get and they’re receptive to
it while you can” talking about holidays”
Louise Baughan, Sue Sexton,
homeworker, homeworker,
TOP TIPS
Holiday Elite Future Travel
■Think if your time off can help your business: Sue finds
golf great for networking while Dan sees his travels as
an investment in his product knowledge.
■ Check the level of flexibility your company is
comfortable with.
centre you’ll probably be more aware of the work part-time hours but they work the
■ Decide if your core product has distinct seasonal peaks.
peaks and troughs,” she explains. busiest hours. The evenings, particularly in
Homeworking companies’ views on the the summer months, are really lucrative.”
■ Consider how important repeat custom is to you and if
primetime approach vary. Travel Counsel- One such Future homeworker is TTG
extended time off would send your regulars elsewhere.
lors prefers its agents to nurture year-round award-winner Sue Sexton from Seaford, East
relationships while Holidays Please says its Sussex. Although she was motivated more
■ Ask your company for stats on call versus working
peaks and experiment.
long-haul product is a consistent seller. by her love of golf than a deliberate earning
Hays Travel’s homeworker support strategy, she’s found working evenings suits
■ Ask your customers when they prefer to talk holidays.
manager Gemma Morrell says: “It’s something both her and her customers. “I’m phoning
that we actively encourage. Obviously in the them back after six o’clock when they’ve
■ Think where your advertising appears. Louisa finds
summer months it’s very busy so we say ‘fill been fed and watered and they’re very recep-
people ring or email from work when it’s web-based
while TV Teletext pages generate more evening calls.
your boots’ and some take December off. We tive to talking about holidays. I’ll also work
provide agents with information on when Saturday afternoon and Sundays which is a
■ If your children have early bedtimes, consider
we’re busy and when we’re losing the most good time for people.”
resuming work once they’re asleep.
calls – if there are too many people working Sue also takes extended holidays of up to
or not enough." eight or nine weeks, off-peak, but unlike
■ Sue works evenings but her husband is retired. Decide
if doing the same would prevent you seeing your partner.
Head of Future Travel Sheena Darby warns Dan, retains high repeat custom. Such loy-
seasonal workers to consider customer loy- alty is the payback for years of nurturing,
■ Make it clear from your answerphone when you’ll be
alty. she says. “Until you build up that rapport
around and be reliable about call-backs.
“Of your ski customers, nine out of 10 will with your clients most people will work very
want a summer holiday as well. If you drop long hours.”
■ Consider a bookable website so you can be “in when
you’re out”.
everything and you’re not around when they Dan, meanwhile, is in sunny Florida, reap-
want you they may go elsewhere,” she ing the rewards of his own hard work. “I
■Plan days off for the middle of the month – Dan finds
points out. wanted to work in travel because I love to
most people are paid, and therefore book, at the
But she believes maximising the daily travel,” he explains. “I’ve been about 30
beginning and end.
peaks can work, particularly for agents who places in three or four years. I don't think
■Remember you need some down times to plan the
can log in and out of a calls feed. She adds: any other career would allow me to do this,
development of your business.
“We do have individual homeworkers who especially someone in their twenties.”
Case study: “Because I do all my own marketing, I’m more in control”
Dan Wylde, Holiday Experts but as he’s often 31% personal commission entitlement.
Holiday Experts away he’s happy if they revert to He says: “It’s an incentive to keep on
Dan generates work by advertising colleagues. Repeaters account for getting the money that you can earn, then it
on the Teletext website, taking two just 20% of his bookings: “I’m covers the rest of the year. It really gets you
to three days to load enough promo- much better, I think, at generating through the winter.
tions to provide a fortnight’s calls. new business.” “I’m not only motivated by money; it’s more
“Because I do all my own marketing, I’m He aims to bring in £100,000 worth of com- about the travelling, but I do see it as a career
more in control,” he says. mission annually for Holiday Experts to earn and I want to make money out of it. I don’t think
He gives good service so clients return to himself the top bonus of 8% on top of his ‘it doesn’t matter if I’ve only made £10 today.’”
11.12.2009 39
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