Fams - educational opportunities or discounted vacations?
by Penney Rudicil
OSSN Eastern Regional Manager

Many suppliers and/or tourism boards put together familiarization trips for travel professions because they know that an agent can do a better job of selling the product or destination once they have experienced it themselves…. This is what the travel industry calls a fam.

Who is eligible for a fam?

Some people think that if they if they pay to join and agency, and are given an agent ID card they are instantly entitled to participate in fams, this could not be further from the truth. Those that purchase their ID card may be eligible for reduced or discounted rates but are usually not invited to attend educational fams.

The agents that earn their ID card through sales and a lot of hard work, are the agents most suppliers want on their fams.

Working Fam, Freelance Fams, Seminars@Sea or Cruise Fams, do you know the difference?

Working or Escorted Fams:

Suppliers usually spend a great deal of money and time planning fams, this is why they most often invite there top producing agents. The schedule can be very busy with little or no free time. Some days you could work for 10-12 hours visiting hotels, resorts, attractions and/or ships. ALL agents MUST participate in all inspections and scheduled events.

The agents that are true professionals and work hard for these invitations will often get very upset when non producing agents attend these fams, as they are not looking at them as a learning experience but as a cheap vacation. We have even heard agents say 'I am here checking it out to see if I really want to be an agent'.

Most often the invitation is for one or two agents per agency, spouses & companions are discouraged as these types of fams are for working/producing agents only.

Seminars@Sea and Cruise Educational Fams:

While there are usually educational programs involved in these types of fams, there is also free time for you to enjoy the cruise experience and ports of call. These programs are offered to all agents at a reduced rate and usually a spouse or companion is welcome.

Freelance Fams:

Suppliers will advertise and/or offer freelance fams to agents and companions at a reduced rate so that you can experience the supplier, product or destination at your own pace. There is usually no seminars, inspections, or educational opportunities offered.

Many times cruise lines, hotels or resorts will offer reduced rates for agents, companions and even families to visit and experience there hospitality.

Fam-iquette - what a professional travel agents should know and do:

• Attend and be on time for ALL sponsored functions, events and inspections
• Never ask for a complimentary upgrade
• Be professional at all times, remember you are not only representing your agency but 'our' Industry
• Dress appropriately, if you are uncertain, ask your host
• It is suggested to bring along a camera and a pen/paper to take notes
• When cruising or visiting a property NEVER solicite other guests for your own business
• Have fun, but know your limits