Going Solo But Never Alone
by Jeff Grieder (OSSN Midwest Regional Manager)

article continued from

That’s right, even though I run my own home based travel agency I have great resources to work with in order to make my business a success. OSSN (Outside Sales Support Network), CLIA (Cruise Lines International Association), and many other travel industry associations offer tremendous support for home-based travel agents that are completely on their own. Both OSSN and CLIA, for example, offer Travel Industry Identifier Codes that allow you to work independently with suppliers.

But it is the valuable support that these associations offer that helps me stay up with current travel industry trends and run my business efficiently. They also offer education on a local, national, and international level. And the best part is being able to network with other agents that are in the same “boat” you are in. Meeting other home based travel agency owners can be a great source of inspiration!

Keeping up on travel industry education is important as well. This industry changes every day, if not every minute. As I mentioned before, OSSN and CLIA offer great educational resources. You can also find wonderful programs with The Travel Institute and Career Quest. They too offer special courses designed just for the home-based travel agent professional. There are even trade publications that keep up with the home-based travel agent market such at Agent @ Home and Home Based Travel Agent Magazine. So, as you can see, there is plenty of support and education to help you be completely on your own.

When working directly with the suppliers, you also get to keep 100 percent of your commissions. There is no 80/20 split or monthly fees. And, if you specialize in certain supplier products, you can increase your revenue with those suppliers (therefore increasing your commission structure as well). You can also obtain higher commissions by joining a consortium like Jurni, NEST, and others. For myself, I like the fact that I do not have to wait two weeks to a month or more after travel is completed to receive my commissions. Since I specialize in cruises, my commissions are protected with most of the cruise lines. So, in most cases I receive my commissions before the client even sails.

You also get your own credit for each sale that you make with your preferred suppliers. Each supplier keeps track of your agency sales with them. This can prove important down the line as you increase your revenue and commission structure. However, this is important as you establish your agency relationship with your preferred suppliers. As your revenue and commission structure rises, so do your rewards. Suppliers like to reward their best producers with invitations to inaugurals, FAMS and other special supplier events. This is very rewarding when you know you have accomplished it completely on your own.

Working directly with the suppliers is awesome. And, it is even better when you get to work one on one with the Business Development Managers of your preferred suppliers. If anyone can help you close that big group sale, it’s your LOCAL BDM. Being able to work with your local BDMs is your direct line between you and the supplier. They want that big sale just as much as you do and will go above and beyond the call of duty to help you achieve it. And, as your relationship grows with your preferred suppliers, the more your local BDMs can do for you and your agency. Just note that, if you are not completely on your own or affiliated with an agency in your area, you may not be able to work with your local BDMs.

So, as you can see, going completely on your own is not that scary. It is very challenging, but very rewarding at the same time. If you want to be on your own and still not sure, then find a mentor. There are many of us in the travel industry who are going it solo and not associated with a host agency. It’s like one big family and we love to help each other out. It’s like I said before. You may be on your own, but you’re never alone. And like my Mama always tells me… “I know you can do it!”

Jeff Grieder serves as director of the OSSN Houston Chapter and as OSSN’s Midwest Regional Manager. He owns ASAP Cruise Vacations in Houston. Jeff may be reached at jeff@asapcruisevacations.com.

(Credit: Jeff Grieder)