by John Frenaye
Monday September 28, 2015

A long time ago, I made the business decision to be completely transparent in my pricing for my clients. As a traveler, I hated the hidden fees and charges that only added to the cost of my trip. For all of our trips, the price we quote is (to borrow a term from the car sales industry) “on the road and out the door.” All fees, taxes, and any additional items we are capable of adding are included. So when a supplier markets to my same client with a less than transparent offer, I want to strangle them.

Currently, I have a group trip for a long weekend. My “on the road and out the door” price is $750 for a parent and a child for…

Upgrade is in quotes because I don't necessarily endorse the concept of "up-selling.” I do, however, endorse the practice of "selling right". And if "right' is "up", I say go for it. I also endorse "selling down" if it is the right thing to do.

Bottom line: Sell right. And "right" does not mean "what is right for you". It means "what is right for the customer". This does not always translate to instant profitability…

by Richard Earls
Sunday September 27, 2015

I spend many of my columns speaking to the importance of positioning and differentiation - setting your travel practice apart from the crowd. From the emails and comments I received, however, it's clear that it's not always easy to really BE different.  Where do the ideas arise that will energize your travel practice in such a way that travelers will choose you over another agency or booking on their own?

The most important thing is to lead with your personality. You are the one thing that is truly unique about your travel practice.  You are the one thing not duplicated online, in your office, or at another agency. You are the human element with which people want to engage. Learn to infuse your creative thinking with your own…