Monthly Archives: April 2020

Persistence Pays Dividends


Although there may not be any do-overs or mulligans in business these days,
there is certainly time and rationale for “Do-Agains.”

Let me explain.

I recently sent out a blast email promoting one of my books. In this case, I was featuring my 52-Week Sales Planner. What better time to start planning for a brighter future than right now? Read the rest of this entry »



The truth is that communication is such a detailed topic, I could write a book about it. In fact, others have already beaten me to it. Today, I will cover just a few facets in hope I can help your communications become more communicable.

I am reminded of a scene from Cool Hand Luke when the Warden says to a fallen Paul Newman, “What we have here is failure to communicate.” Failing to communicate has become a national concern. Read the rest of this entry »


“Now is the best time to play catch-up!”

Business owners, in all categories, are kicking themselves for not finishing certain projects prior to the pandemic. A handful are experiencing an uptick in sales and are struggling to keep up. The rest are wishing their phones were ringing and emails were dinging. Read the rest of this entry »



A popular belief, and one which I endorse 100%, is that relationships build businesses. I have always said that anybody could sell anything to a person once. A second sale to the same individual is telling. But it is the third sale to the same person that starts the relationship.

Relationship conjures up the idea of personal loyalty to me. The qualities that come attached include trust, respect, understanding, appreciation, open and honest communication, and kindness. How are you doing with these six attributes? Read the rest of this entry »

Posted In: Outposts

El Calafate sits near the bottom of the world, nestled near the southernmost point of Patagonia, Argentina. It is a wondrous place full of sights rarely seen anywhere else. From caves to glaciers to still, blue lakes—El Calafate is the nature lovers paradise. And, today, Aerolineas Argentinas wants you to know all about this magical place. Read the rest of this entry »



Today’s reminder covers two areas of direct importance. (1) Marketing and (2) Operations.

Marketing: A common malady of all entrepreneurs, from all industries, is when they start feeling they are leaving money on the table when they pass up incoming opportunities. This is both natural and understandable. It is also a huge mistake.

You have all heard it said before in many ways, by many so-called marketing gurus: “You can’t be all things to all people.” Read the rest of this entry »

Posted In: Editorial Musings

Once we get this COVID-19 virus behind us (and we will), things will look a lot different. At this point no one knows exactly how different, but all aspects of the travel industry will be unrecognizable to us. Perhaps the biggest changes, I feel, will come to the cruise industry, and here’s why. Read the rest of this entry »

Posted In: Publishers Corner

A bit of courage

Courage is not the absence of fear, but rather the assessment that something else is more important than fear.Franklin D. Roosevelt

The last few weeks have been difficult. The travel industry like all others will suffer greatly from the long  standstill as it stretches into the summer months as it is almost certain to do.  With far too much time on our hands right now, it can be tough to keep our spirits afloat, surrounded by so much threat and difficult news, isolated in our homes.

I collect heroes.  In times like ours, I turn to them for a bit of courage. Read the rest of this entry »

Posted In: Deck Plans

Looking Toward The Future Of Cruising

Special guests joined us from AmaWaterways, Avalon, Riviera, Silversea and Teeming River Cruises to discuss the future of cruising. Here’s the replay from April 7, 2020. Read the rest of this entry »



I have always reminded seminar attendees that “speed wins.” Speed wins in horse racing, car racing, triathlons, and in business.

Let me address you quick thinkers out there who are conjuring up an old quote that reminds us that “Haste Makes Waste.” I will immediately counter with “He who hesitates is lost.” Your turn.

To avoid 350 words of tit for tat, allow me to assume control of this article again. I’m not talking about rushing in to make foolish, uncaring mistakes. I am talking about paying close attention to the person carrying the wallet and who is directly responsible for your future eating habits. At the risk of insulting you, I will once again remind you that customers are good things. Read the rest of this entry »

LEARNING: More Important Then Ever


I am astounded how people seem to have an aversion to reading non-fiction materials these days. Stephen King, Agatha Christie, J.K. Rowling, John Grisham and Margaret Atwood are names of authors that may sound familiar. How about Seth Godin, David Newman, Don Hutson, Dr. Jeffrey Lant. Not so much I bet.

A recent study indicates that 70% of our high school graduates head off to college. Of those who give higher learning a shot, a little over 50% graduate from college in four years. (The percentage is higher for those who take longer to complete their degree’s requirements.)

It seems to me, however, that once a job is attained, permission is granted to stop learning. Read the rest of this entry »

Posted In: Spotlight


John started his travel career with OAG Travel Magazines in 1989, working in marketing and sales with their highly successful TravelAge Trade Shows. He phased into also selling TV sponsorships and advertising for The World of Travel, which aired at major travel conferences worldwide.

John co-founded the trade show division at Travel Agent magazine, as well as writing a bi-monthly column called Trade Show Insider. After which he pioneered “Video Streaming” for that travel industry with His next stop, was developing the travel vertical with a newly created position for Corporate Trading at ICON International, a division of Omnicom.

Returning to travel publishing as Vice President/Executive Publisher of Travel Trade Publications, he expanded its trade show operations.


Read the rest of this entry »



Can you think of anything more unsettling than to live a life that shifts from hot to cold without notice? Some relationships are like that. The significant other is loving one minute, and arrogantly obnoxious the next. There is a term for this. Maybe it is bi-polar. It could be a split personality. Whatever you choose to call it, I call it bad news.

On a slightly different level many customer relationships follow the same sine wave. Up today and down tomorrow. With all the options consumers have these days, who in the world would put up with such antics? Not me. Read the rest of this entry »

One Step at a Time


Page 169 of the book Momentum Builders by John Mason states: “The quickest way to get a lot of things accomplished is to do just one thing at a time.” Upon reading this passage, my mind shot to the concept of Kaizen which is the Japanese term meaning incremental improvement.

Do you want to hear this message as your parents heard it? “A journey of a thousand miles begins with a single step.” How true it is. One more to drive today’s point home. “How do you eat an elephant? One bite at a time.” (I’m done.)

The feeling of being overwhelmed in this day of electronic gizmos, multitasking, remote controls, and running in circles at the office or at home Read the rest of this entry »

It is No Accident That You Are Here


“Accidents happen” is a reminder we have all heard at one time or another. And, yes, they do – often times at the most inconvenient time.

Yesterday, I received an alarming phone call from a member of my Inner Circle sharing the sad facts that their agency just received word of a $200K cancellation from a group scheduled in late spring. That is 200,000 dollars.

I like to refer to this as a gut-wrenching blow to one’s solar plexes. I am afraid this won’t be the last email I receive like this in the months to follow. There are no words to soothe the pain, nor would I attempt to put a positive spin on predicaments like this. Read the rest of this entry »

Posted In: Editorial Musings

By the time this publishes, most (if not all) of the United States will be under emergency orders to stay at home for all but essential trips. I know I am. There is no sugar coating this, we have a huge problem on our hands and we all must work together to come out on the other side—whenever that may be. The headlines in the travel business are alarming… Read the rest of this entry »

Posted In: Deck Plans

Viking Will Sail The Mississippi


Viking announced that it will further expand its fleet with the launch of new Mississippi River cruises, honoring a commitment Viking Chairman Torstein Hagen made to loyal past guests to launch the Mississippi product by early April.

The company’s first custom vessel, Viking Mississippi, will debut in August 2022 and will sail voyages on the Lower and Upper Mississippi, between New Orleans and St. Paul. Read the rest of this entry »


I am not suggesting you do this. I am suggesting you listen to this idea and see if it stimulates a few ideas of your own.

The story takes place in New Providence, New Jersey and, like many towns today trying to cope with the COVID-19 Pandemic, this particular salon was ordered to close. This particular establishment was quite large as salons go, with 27 full-time employees. That spells a lot of overhead.

The owner had an idea. Read the rest of this entry »

Posted In: Agent Perspectives


Last Friday, I spotted a recent Development Counsellors International survey on what travel advisors need during the COVI-19 crisis. The fifth of their key findings confirmed that 38 percent of those surveyed are using their time to engage in professional education. For those of you with the UK on your radar, check out the videos, expand your UK product knowledge, be inspired, reflect on what you see and start planning for the future.

Read on, enjoy these eye and ear-catching snapshots and stay well as we all work our way through this crisis. Read the rest of this entry »