Selling Travel 101: Bookings
by John Hawks

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Now, the immediacy of the Web has given home-based agents more power to control our schedules - and improve our earnings! - by shifting phone bookings to the Internet.

More suppliers have added agent-only Web sites, introduced online booking engines of their own, or joined GDSs and booking systems like CCRA and VAXVacation Access. And, the number of online booking avenues will continue to expand as suppliers try cutting costs in the current recession.

VaxVacationAccess.com offers the perfect example of the synergies agents enjoy by using the Web to bypass traditional call centers. This site offers vacation package booking engines for various suppliers, along with cruise, hotel, and air booking tools. The site also gives home-based agents a dynamic listing of hot deals, as well as the ability to save itineraries for price comparisons, upsell package add-ons, add service fees, and process up to four different credit-card payments (for group bookings). Plus, you have lots of research options such as Frommer’s destination descriptions at your fingertips, too. Last year, VAXVacation Access added a new adventure travel booking portal that links us to many small niche companies targeting all types of unusual adventure excursions.

CCRA Travel represents another very popular online booking tool for home-based agents. Using this portal, you can preview hotel rates for thousands of properties around the globe, as well as book rooms for clients and even set your own commissions with CCRA’s net rates! This year, CCRA just introduced a new group booking system that gives you bids to help you find the best multi-room deals.

On the other hand, there are times when only a phone booking will work. For example, you may represent a client with very specific travel requirements (e.g., a disabled traveler who carries a portable oxygen tank, or simply a client who’s very, very picky about the type of rental car he desires). Group bookings beyond the simple family unit usually require phone support with most suppliers, especially if the individuals within the group are paying separately for their trips.

Most reputable suppliers offer home-based agents both booking options (phone and Web), even if they prefer receiving most reservations online to cut costs. In some cases, you can actually earn more by booking online; for example, Travel Impressions (an OSSN supplier member!) will pay you an extra 1 percent commission when you use its online booking engines to close the sale.

Regardless of the booking avenue you choose (Web or phone), two things will matter in the end. First, did you receive confirmation for the booking from the supplier (by fax, return email, etc.)? And, does the confirmation match what you ordered?

You'll find a brand-new resource for finding suppliers' agent sites and booking engines as part of OSSN's CheckATrueCode.com site. This page on that site features direct links to the agent-only Web sites and account set-up procedures for many leading suppliers. Check it out today!

(Credits: Kevin Ballard; OSSN; stock photos)