Not Your Grandfather’s Host Agency
by Andi McClure-Mysza – MTravel.com
article continued from
These days, working with a host has a multitude of benefits for agents, regardless of where they work, that include the following:
- Timely commission payments and document delivery
- Higher commissions
- Networking opportunities
- Better pricing through consolidators and consortiums
- Member-only websites and consumer-focused Web sites
- Business mentoring
- Technology support
- Marketing programs
- Credit cards for better merchant fees
- Help and support for business processes, including accounting
Members of the host agency can even tap into the network of group cruise inventories when needed, to meet larger group requirements. Better communication lines between a host and agents have taken the industry further through things like proprietary agent portals and Yahoo! Groups, which keep everyone connected 24/7.
In the past, home-based agents weren’t as recognized by suppliers, but these days a reputable host agency can help agents to gain recognition and enjoy some earned perks, like fam trips and invitations to inaugural cruises.
While it is beneficial to hand over several time-draining processes to a host, agents should always keep client and prospect lists private. If they have the option of using a CRM system through the host, they should have in writing that this list is not to be solicited. An agent should also keep their own set of financials, even if their supplier payments or accounting are handled by the host agency.
Any agent that brings in less than $2 million in sales annually should consider joining a host, but there is no limit on how much a company can grow under a host agency. There are agents with more than $6 million in sales that swear by host agencies because of the many benefits that permit them to continue growing and developing their businesses. Some report that they are able to make more money splitting commissions than they ever did on their own, all the while focusing on selling travel and doing what they are truly good at doing.
The bottom line is this: If you’ve been turned off by host agencies in the past, now is the time to take a second glance at this rapidly evolving segment. Further, a host is a “must” for anyone new to the travel industry, as they can start off strong by focusing on building their business and not wearing the many hats of a stressed-out entrepreneur.
Andi McClure-Mysza is the president of MTravel.com, a division of Montrose Travel in Montrose, Calif., and a member of the board of directors for PATH, the Professional Association of Travel Hosts. PATH is a new association that aims to set the standards for the travel host industry. You may reach her at andi@montrosetravel.com.
(Credit: MTravel.com; stock photo)
|
