Ask the experts
Gary Gillespie managing director,
Independent Travel Experts
CUSTOMER BASE “If it’s your main source of income and you don’t have an existing database or a large network of family and friends to market to, you need a contingency plan to see you through
until you’ve established a regular flow of bookings. ITE provides an option for 50% of commission to be paid the month after booking to help with cashflow, with the remainder paid after departure. My advice is to dig deep into what’s being offered and make sure it meets your needs.”
Sheena Whittle head of The Personal Travel Agents
COMPANY SUPPORT
“Do your research – it’s like finding the perfect pair of shoes, you have to try a few on and find the right fit for you. It’s easy to be captured by the big headlines from recruitment ads, but when you open your laptop on your first morning at home,
have you got the right support, financial package and technology?”
Kerry Gallagher managing director, Silver Travel Advisor
REPEATS AND REFERRALS
“Be prepared to put in the hard work, especially in the first year or so. Do as much product training as you can, build your social media presence, network in your area, grow your
contacts and potential customer list. It takes time to build up a customer base, but when you do, ensure you focus on generating repeat bookings and referral business.”
Abbie Heaton group manager,
Personal Travel Consultants, Blue Bay Travel
SPECIALISING “There are so many companies to choose from: some specialise in certain areas such as luxury or cruise, others offer different commission payment options, and some provide
different levels of technology or head office support. What training is available? If you’re planning to specialise, do they offer Clia membership, conferences with access to suppliers, local events and the freedom to sell what you want to sell?”
writing business plans or setting targets for growth as your business matures. And if you’re switching to another
homeworking company, read your contract carefully to understand what will happen to pending commission. Kelly Cookes, chief commercial officer at
The Advantage Travel Partnership, which has the Travel Specialists homeworking model, says: “If you are considering homeworking, I would encourage you to explore all the options fully. Do you want to operate under your own brand or a centralised brand? Do you want support with paperwork or to own the end-to-end process? Would you like a base nearby that you can go into? “All of these questions will lead you towards
a different model, and as a one-stop business hub, we have something to suit everyone. Make sure you have access to a great team and resources in a company with a strong culture, so you never feel alone,” she says. Q
travelweekly.co.uk JULY 2024 9
Do your research to work out which company is right for you
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