OSSN INTERVIEWS
GLOBAL TRAVEL INTERNATIONAL
MICHAEL GROSS, PRESIDENT AND CEO

OSSN decided to meet with CEO, Michael Gross of Global International Travel, Maitland, FL to discuss the agency’s controversial profile with in the travel industry. Gary M. Fee, President of OSSN conducted the interview January 6th in Boca Raton, FL.

OSSN: How long has Global Travel been in business?
Michael: Since 1994. We have been growing rapidly, contrary to the trend in the travel agency community.

OSSN: That is a long time. What do you contribute to the success of your business?
Michael: Knowing a long time ago that travel distribution would give power to the people. Combined with strong management and great customer service, Global Travel International has become one of the most successful agencies in America. We are proud to maintain the same key management team since 1994.

OSSN: Did you have a background in travel prior to starting Global Travel?
Michael: Actually, I am a licensed attorney in the state of Florida. My partner, Randy Warren, Chairman, has his masters in accounting. After twelve years running a successful travel business, we consider ourselves on the way to veteran status.

OSSN: Has Global Travel always been in Florida?
Michael: Yes, in the Orlando area. We have grown considerably and expanded our space, including state of the art facilities. Anyone who has been to Global Travel Headquarters has been impressed. The headquarters and call center house 120 employees, serving 35,000 independent contractors. We are among the largest businesses in the Orlando area and we are debt free.

OSSN: From what I have been reading in some of the trade magazines, ASTA has declared you as a “Card Mill.” And, many think that your company has a recruiting program that incorporates MLM methods.
Michael: ASTA has their own set of issues and for reasons unknown they have fingered Global Travel as one of the industry’s “bad guys”. Let me set the record straight, Global does not and will not use MLM (multi level marketing). We are proud members of the Better Business Bureau and are proud of the business we have built. As far as our IC’s having a “card”, we provide all our IC with a Global Travel Int’l ID photo card and our card does not resemble the IATAN ID Card. At Global Travel our Agent’s have access to many benefits including negotiated Fam rates and these suppliers require our IC’s provide them with their agency member ID card.

OSSN: Has ASTA ever been to your office?
Michael: No. We certainly have extended an invitation to them. If they did decide to visit our office they would find several different departments such as; group sales, cruise center, air, car and hotel department, tour department and an extensive training facility that many of our IC’s take advantage of. We take great pride in the many training modules we have for IC’s and the support staff that handles these continuing education programs.

OSSN: I have been to your agency and I must admit it is one of the most impressive agencies I have seen. What is your sales volume for 2005?
Michael: $120,000,000. That is a 15% increase over last year, which tells us where the industry is headed. We are totally convinced that the home-based seller of travel is the major trend in our industry and for this reason we have served this market since 1994. We were one of the first agencies in the U.S. to notice this change.

OSSN: How do your IC’s book their travel?
Michael: Some book direct with the supplier using our IATA code, others use our online booking website or our IC’s can use our call center to book and our in-house agents assist them with the booking. We will be releasing some advanced technology to qualified agents in the next few months, stay tuned.

OSSN: What does it cost an IC to affiliate with your agency?
Michael: $299 and that is an annual fee renewable on their anniversary date. Once a new member joins Global Travel, they are assigned what we call a, “Global Tutor” to get them up and running, including their own booking website and a marketing plan to follow.

OSSN: What commission do you pay your IC’s?
Michael: 50% for a newbie, 60% if they earn $1000 in commission, 75% when they earn $2500 and 90% when they earn $5000 in commission. The 90% can also qualify the IC for an IATAN ID card if that is what the member wants to have. We do not charge our IC any transaction fees or invoice fees like so many other hosts. Agents can also qualify for overrides.

OSSN: You mentioned you have a training department and training staff for your IC’s, what other type of training do you offer?
Michael: We provide both basic and advanced training through multiple mechanisms including printed materials, online courses, webinars, teleconferences sponsored by our suppliers and DSM’s, CLIA and Travel Institute training programs, and regional seminars. At Global Travel we actually have a full time trainer that travels around the country holding training for our IC’s. In addition we have an extensive “Cruise College” and Seminar At Sea program, an aggressive ship inspection program and a bi-monthly Newsletter that is supported by many of our suppliers. We regularly send E-Broadcasts to our IC’s that are sponsored by our suppliers as well. We pride ourselves by having 3 full time web designers and 3 creative writers to help our IC’s to sell travel.

OSSN: It certainly sounds like you have created a successful agency. Your suppliers must be pleased with your performance.
Michael: Actually, our suppliers are extremely please with our sales performance. All suppliers have a common goal and that is to increase their sales. At Global Travel we make that a reality. Our success has been written up in the Wall Street Journal, New York Times, Inc. Magazine, Fortune 500 and yes we have even been on the cover of Travel Agent Magazine. Some in the industry or ASTA may label us what they want due to ignorance and by not investigating our business model. But don’t take my word, ask any of our suppliers.

OSSN: I want to thank you for taking time out of your busy schedule and would like to ask just one more question. What are Global Travel’s goals for 2006?
Michael: We’re excited about some new selling tools, which will help Global Travel International Agents sell even more, and we are upping the ante on providing the best training and support in our industry. We would like this year to bring opportunities to educate the industry and to work with new partners who can benefit from this agent marketplace.