Every book ever written on sales has a detailed chapter outlining the steps and apparent benefits of “closing the sale.” Ever sales manager promoted to the corner office reminds his team that they need to “close” more sales before the quarter’s figures are tallied.

Next to overcoming objections and up selling, closing is a very popular topic in the world of sales these days. But, could there be a better way? I believe there is. The answer? Opening Sales Read the rest of this entry »

I’ve been at a lot of travel agency and press conferences since the year began, and heard a lot of interesting stories from travel advisors and suppliers. Here are a few I found particularly interesting.

Five years into the business, Susie Flores is among a new batch of advisors redefining the way travel is sold. A cruise lover who always had “that itch to be part of the business,” the mom of four took the leap in March 2019 and became TikTok’s full-time “Cruising Susie.” Even when Covid-19 hit and the world closed, she hung in there, pushing through wherever she could and posting over and over, “It’s going to be okay, the cruise lines will come back.’” Read the rest of this entry »

Viking kicked off the start of its 2024 river season in Europe yesterday, as its Viking Longship fleet began sailing itineraries throughout the region. The company’s river fleet of sister ships sail a variety of itineraries on the Rhine, Main, Danube, Seine, Rhône, Douro, Moselle and Elbe rivers Read the rest of this entry »

It’s the first week of river cruise season in Europe, and AmaWaterways is sailing into the niche with a special for single travelers.

For a limited time, the travel-advisor-friendly company is waiving single supplements on select 2024 Europe sailings for stateroom categories other than suites on reservations booked by June 30, 2024.

Single supplements also are being waived on the two single-occupancy staterooms (140 sq. ft. with French balconies) on its four ships in France: AmaCello, AmaDante, AmaDolce and AmaLyra. And Ama will charge a reduced supplement of 25% on all fixed window staterooms on Europe sailings (Category E&D) and Category C staterooms on all Mekong sailings.

“Solo travelers on their own or perhaps as part of a multi-generational family group or girlfriend getaway have every reason to take advantage of this special offer” on more than 45 departure dates, Ama said, including the new Flavors of Burgundy.

Ana has seen “continual growth from the solo market” and is a perfect fit for single travelers, Ama’s VP of Strategic Alliances Brenda Kyllo told TRO. “Traveling isn’t only about sharing special time with loved ones, it’s also about self-discovery and finding pleasure in meeting new people in a safe and welcoming environment,” she said. “With no more than 150 guests on board, our crew are able to take special care of solo travelers to ensure they feel welcome from the minute they arrive on board. And with the choice of up to eight included daily excursions plus wellness classes and small group biking and hiking tours, there are so many opportunities to meet fellow travelers who share common interests. Many of our tables in the main dining room are set for five rather than six guests to be sure solo travelers feel at ease joining other couples for dinner.”

The offer is capacity-controlled and subject to change. Ask for promo code SOLOWAIVED. See current list of sailings here: https://www.amawaterways.com/solo-traveler-2024

After five years, Jerry Mpufane has left his post as president of the North American hub of South African Tourism, the government tourism board, to pursue other opportunities. Although his tenure 2019-2024 included the time of COVID’s global rampage, Mpufane leaves SAT in a better position than when he took the post in May 2019. When he started, North America, including Canada and the United States, was the third largest source market for South African visitors. Now it’s the largest Read the rest of this entry »

American Cruise Lines in May will kick off its 2024 New England season with six small ships, including three Coastal Cats, sailing a selection of 8- to 15-day itineraries along the East Coast.

There are two new itineraries, Yankee Seaports, sailing between Boston and New York City, and Hudson River Summer Classic cruises, sailing roundtrip from New York.

ACL’s roster of New England cruises call at 20 ports in all, including Providence, Plymouth, Bar Harbor, Bangor, Nantucket, Martha’s Vinyard, Block Island, Newport and Gloucester.

Among the itineraries are:

American Cruise Lines’ 2024 collection of exclusive New England sailings include:

15-Day Grand New England cruises, roundtrip from Boston, MA

11-Day New England Explorer cruises, roundtrip from Boston, MA

8-Day Cape Codder cruises, roundtrip from Boston, MA

8-Day New England Islands cruises, roundtrip from Providence, RI

8-Day Maine Coast and Harbors cruises, roundtrip from Portland, ME

8-Day Downeast Maine cruises, roundtrip from Bangor, ME

“Exploring coastal New England in summertime, especially from the water, is an unforgettable experience,” said ACL Director of Business Development Melissa Young. “While some large ship lines sail parts of this region, none can cruise it the way American’s small U.S ships do—sailing protected waters, accessing local harbors where big ships don’t go, and never visiting a foreign port of call.”

ACL is the largest small ship and river cruise operator in the United State, sailing 19 ships on 50 itineraries in 35 states. Each ship holds just 90-180 passengers. The curated itineraries are highlighted by onboard experts, historians and authors, and regional evening entertainment is included. Cruises from Boston also offer a Four Seasons Pre-cruise Package.

In home-based businesses, sales professionals have been stricken with a disease called “quit-itis.” Although most people desperately want to succeed, they let their fears and misguided beliefs hold them back only to convince themselves that the logical next step is to give up. But it doesn’t have to end this way for you Read the rest of this entry »

Sailing for a week with 500 or so travel advisors and partners for the KHM Group Crystal Awards Cruise, I heard a lot of presentations onboard Celebrity Reflection last month. And a surprising number of them shared the same advice for travel advisors in 2024. Whether you are a new advisor or a Crystal Award winner or even a supplier, I heard over and over again, the key to success in this busiest of years is to zero in on your top customers Read the rest of this entry »

Douro River Cruise Prices is part of a continuing series of comparison charts and articles featuring European River Cruises offered by world class river cruise lines. Our goal is to provide a True Per Diem for each cruise, or the daily cost breakdown of the trip once all extra fees are added to the cruise fare Read the rest of this entry »

As the Flight Centre Group sunsets its Gogo Vacations brand and offers best wishes to departing Gogo staff members, we are witnessing the closing act of one of the creators of the modern packaged travel industry, a company that ruled the segment for more than a generation Read the rest of this entry »

Royal Caribbean has canceled excursions from Labadee, its private island in Haiti, but is keeping the island open.

“Out of respect to our local communities surrounding Labadee, Haiti, and to ensure our guest and crew safety, we’re temporarily adjusting our tour offerings,” RCCL told passengers.

Passengers on social media reported cancellation of jet skiing, kayaking and walking tours, as they were asked to remain within the resort at all times.

The cancellations follows days of violence in the country, where armed gangs roam the streets and Americans are being evacuated. The Department of State in July issued a Level 4 travel advisory (“do not travel,” the highest warning level) citing “kidnapping, crime, civil unrest, and poor health care infrastructure,” and this morning sent in a Marine anti-terrorism unit to guard the US embassy in Port-au-Prince.

Travel advisors, meanwhile, are reporting minimal concern among clients, though some are not getting off the ship in Labadee and some are calling to express concerns about the Dominican Republic. The DR shares the island on which Haiti is located but has closed its border.

Many also mourn for the people of the island.

“I have a real heart for Haiti; I have helped missionaries and aid workers with flights in the past, and I have seen how they are helping the orphanages and people there,” said travel advisor Margie Lenau of Wonderland Family Vacations LLC in Grand Rapids, MI, who rued the earthquakes and hurricanes and political violence that have upended the island’s stability.  “The question we get most often is whether it’s okay to travel to the Dominican Republic. I tell my customers that Haiti and the Dominican are two very different countries, and there is a mountain range and some distance between them. So far Dominican has kept away from the violence.

”The world can be a dangerous place. With the cruise lines and with travel advisors, safety is always number one. It’s nice to know that cruise lines and tour operators are keeping track to keep travelers safe.”

Labadee, RCCL’s first private island, is 130 miles from Port-au-Prince. Independence of the Seas, Oasis of the Seas, Symphony of the Seas and Odyssey of the Seas are scheduled to stop there in coming weeks.

*Editor Update 03/14/24*

As of now, RCCL has cancelled all stops to Labadee due to the current unrest in Haiti.

Michael Bayley, RCCL CEO, stated on Facebook “We have suspended calls into Labadee, Haiti for the next 7 days and will continue suspension on a rolling basis with 3 days advance notification to our guests sailing on itineraries impacted and changed as we monitor and evaluate the situation in Haiti.”

As the home of Mount Fuji, there’s already an expectation that Shizuoka will be a scenic delight of any trip to Japan. But outside the shadow of Japan’s highest mountain is a cultural heritage, beaches, and fresh seafood cuisine.

I was recently reminded how a true professional can really make a difference. Last month, while driving on the highway, I found myself flirting with disaster. Not knowing a worn ball bearing from a left-handed steering strut, I wasn’t sure what was happening when my steering wheel started to shimmy. My car suddenly veered to the left and the steering wheel was shaking wildly Read the rest of this entry »

In our world, complaints are as inevitable as flight delays and lost luggage. But, as professionals, how we handle these complaints can be the make-or-break factor for our reputation and business success —or, as the kids say today, our rizz. Here are my thoughts on turning a potentially negative experience into a positive one. Read the rest of this entry »

It’s not often you get to spend a week at sea with two of the best cruise executives in the industry. Of course, I took the opportunity to talk travel news with Katina Athanasiou and John Diorio during the KHM Travel Group’s Crystal Awards, sailing Celebrity Reflection in the Caribbean, and they were gracious enough to chat with me Read the rest of this entry »

Thanks to a long-time reader for this note regarding our pricing charts: The per-diem charts you provide are a great time saver when comparing which line to choose for a trip. There is just one thing to consider, however. An 8-day cruise is really 7 nights since you have to exit the ship early on the 8th day. It would be more fair to readers if you use the cost/night rather than per diem based on days since that changes the denominator. Keep up the good work, Al. Read the rest of this entry »

Onboard Celebrity Reflection for its Crystal Awards cruise last week, host agency KHM Travel Group took the opportunity to offer tips for travel advisors whose clients are among the 25% of the US population that has some kind of disability, and to highlight two of the industry’s best inclusion and diversity programs—one by KHM and one by Celebrity and its sister brand, Royal Caribbean.

A new award this year, for “Diversity, Equity and Inclusion in Action,” went to travel advisor Amy Garner, and the new DE&I Supplier Award went to Celebrity. An eye-opening tour of the Reflection with Amy and Ron Pettit, RCCL’s director of disability inclusion and ADA compliance, pointed out the many touchpoints on the ship that most people don’t even notice, but that make sailing easier for many guests. They include:

The Royal Caribbean/Celebrity contact center for travel advisors has a staff of 45 available to answer questions and make arrangements.

All ships have at least two pool lifts. You can arrange with Guest Relations to meet you at the pool and they will be there to help you.

The Spa Café has a variety of food options for guests with specific dietary needs.

There are ramps throughout the ship and in some cabins. Some cabins have ramps leading to the balcony.

All venues have tactile and Braille signage.

Camp at Sea is autism-friendly, and like the ship in general, it tends to be quieter and less crowded than the kids programs on Royal Caribbean ships—making Celebrity a good choice for children with autism. Celebrity also is working to bring on Autism on the Seas, a respite service that gives caretakers a break.

On Celebrity ships, the Sunset Bar is multilevel so you can belly up with the rest of them.

For clients who use CPAP machines, Celebrity provides extension cords and distilled water; the newer ships have outlets near the bed.

The Reflection Theater has spots for people in wheelchairs and their guests at the front and back, and double-wide seats for those who need more room.

There are low tables at “iconic spots” around the ships, including tables for Texas Hold Em, blackjack and roulette at the casino, at Celebrity’s Martini Bars, at Boleros on newer Royal Caribbean ships, and at the Guest Relations and Shore Excursions desks.

There’s an accessible treatment room in the spa, with a massage table that lowers to wheelchair level.

And here’s a couple of tips from Pettit for travel advisors working with customers with disabilities:

Have them buy a Sunflower lanyard, available online and at most airports, so suppliers are aware they may need a little extra attention without the client having to say anything.

If you wonder about the correct words to use, follow the client’s lead. Royal Caribbean takes a people-first approach – “I have a client in a wheelchair” – rather than leading with the disability, “I have a wheelchair-bound client.”

When speaking to the client, don’t ask what they have. Ask what they need.

At KHM, meanwhile, Amy Garner last year created a library of resources on DE&I travel, going beyond the usual to include traveling as a single mom or a solo female – “all those niches that need a little extra support,” she told TRO.

The Travel Answers Group has been highly successful at growing a business for 32 years based on designing quality vacations to Australia, New Zealand, Africa and the South Pacific. The company’s transcontinental product range is broad and diverse. But its formula for success is a simple philosophy that can be expressed in a few words. It’s all about providing a high order of service. That company ethos provides the focus and the underlying driving force of its success Read the rest of this entry »

On February 29, Collette announced that US travel advisors will earn an extra $100 for each booking made in March 2024. This applies to tours departing through March 31, 2025.

And, for the big questions, there is no limit on what US advisors can earn with this offer… and Collette has said the bonus cash will be paid out in April 2024, even if the travelers cancel their bookings. The booking must be active at the time of payout.

“We value travel advisors and want to see them succeed,” said Jaclyn Leibl-Cote, chief executive officer at Collette. “This offer is one more way for us to show them our appreciation when they provide their customers with their expertise in planning a dream vacation.”

Adding to this, advisors will earn up to a $200 bonus with Collette’s Advanced Commission Program. These bonus cash payments are valid on new retail bookings only and are not applicable for group bookings.

For more information, please visit https://www.gocollette.com/en.

I was reminded of this simple yet profound truth on a Zoom meeting I recently conducted. The lesson today is very important. Please listen to what I am about to share with you.

As I always do, I asked my coaching students for their recent good news/bad news stories. I do this so we can all learn from each other’s experiences … both good and bad.

The topic that day was distribution, and more specifically, how we can spread the word beyond our current communication list. I began by offering an idea that once worked for me Read the rest of this entry »

Many in the travel industry reacted with dismay this week to the loss of another supplier, as 73-year-old GOGO Vacations shuttered its doors.

Even as it closed the GOGO brand, though, parent company Flight Centre Travel Group (FLT) said its goal is to better focus on the “strong leisure and corporate growth opportunities in the large U.S. market.” FLT is launching a new brand, Envoyage, with an eye to “its best performing sectors,” the independent and luxury sectors.

“With the wholesale model struggling in recent years, it has become increasingly difficult to justify the high costs of maintaining this brand,” said FLT Americas president Charlene Leiss. But “a transition team will remain in the business to service the existing GOGO bookings and support our customers throughout this period with the complete backing of Flight Centre Travel Group.”

An email to travel advisors promised that “all of your existing bookings are secure and will continue to be managed by a dedicated and professional team of wholesale consultants” and that “GOGO’s doors will not close until your last customer has returned home, and your commissions have been paid.”

While GOGO Vacations is no longer accepting new reservations, travel advisors can continue to use their Helio login to existing FIT bookings, and Softrip login for groups, and can access the online support team via chat, email, or phone to assist with booking modifications, schedule changes and general support, the company said.

Still, some travel advisors were feeling nervous. “I am very worried about my current bookings. I can’t cancel without a penalty but I’m reluctant to have clients pay them anymore money. I am not sure yet what my client wants to do; I am going to let them decide,” said Donna McClaugherty of Cruise and Travel by Donna.

And across the industry, many mourned the loss of a partner of many years.

“I’ve worked with them for 30 years on and off, and their closing leaves a void in the market,” said Travel Leaders Network VP of Sales Karen Viera. “They were a great company, very agent-friendly, with great products, and I am sorry to see them go. I’ll look up all our agents that sell GOGO and see how we can help them sell other preferred partners.”

“I’m literally sick over this,” said Angie Rhodes of Rhodes to the World. “GOGO is my go-to. I have been using them for 40 years.”

But many agreed with FLT that GOGO’s business model no longer fits the industry as well as it once did.

“I’m doing more complex FITs than fun in the sun, and I have found less and less need for that type of wholesaler,” said Linda De Sosa at Travel Experts.

More information is available on the GOGO website at Homepage | GOGO Worldwide Vacations (gogowwv.com).