Travel Reference
In-Depth Information
travel business these days?
Business and
corporate are OK but vacation travel is way off because
of the economy.'' She then sat down, looked into her
CRS screen, and said, ''Have a nice day.'' Can you believe
such a scenario? What should the conversation have
been?
''
She replied,
''
volume of business has declined somewhat during the
past two years. Considering the decline, the couple
recently had an extended discussion as to possible steps
that might increase tour sales. Jane
finally proposed that
they should contact some of the largest travel agency
cooperatives, also known as co-ops, consortia, fran-
chisers, joint marketing organizations, stockholder
licensee groups, and individual and corporate-owned
chains. Jane thought that perhaps if their company
could become a so-called preferred supplier to one or
several of these groups, they would then increase their
business considerably. Almost all of their tours are sold
through retail travel agencies. Bill listened to this
suggestion and then said,
3.
A prominent national columnist recently advised his
readers that they should bypass their local travel
agencies and obtain their cruise vacations directly from
the suppliers by phone or Internet. This recommenda-
tion was intended to save the public money because, he
explained, ship lines pay commissions to travel agencies
whenever a sale is made. What
'
is wrong with such
I doubt that this idea would
do us any good. The co-op movement is not well
established, and a lot of agencies are not members at
all.
''
advice?
4.
An international tour company partnership is owned by
Bill and Jane W. Bill is a rather deliberate, cautious type;
Jane tends to be more aggressive and promotional in her
day-to-day business relationships. The company
''
Who
'
s right? Why? Explain your position.
'
s
ENDNOTES
1.
Airline Reporting Corporation, Sales and Documents (Arlington, VA: ARC, 2010) and
www.arccorp.com
.
2.
American Society of Travel Agents, ASTA Agency Pro
le (Alexandria, VA: ASTA, 2010) and
www.asta.org
.
3.
Ibid.
4.
Ibid.
5.
Ibid.
6.
Ibid.
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