Independent agents and host agencies work best together when they
choose each other wisely, according to Richard Klein, founder and
president of ProTix Agent Support Network in New York.
Klein offered the following questions for independents and host
agencies to keep in mind when seeking each other out:
Does the independent contractor have experience working out of
the office and on commission?"At different stages in their lives, some agents may prefer to
be at home rather than working 9 to 5 in an office," Klein
said.
Is the agent so independent that he or she won't be able to
follow the agency's procedures?"You can't only appeal to the way one agent operates, especially
if you are trying to blend dozens of agents into one organization,"
he said.
Will the host agency offer coverage to an independent when he
or she is traveling or otherwise unavailable?Does the host agency offer fam trips to independents or keep
them all for salaried staff?Does the host agency offer strong financial backing and a solid
track record?"We recommend that agents check with the Better Business Bureau,
ASTA and other unbiased sources of information," Klein said. "If
there is a problem, you won't be the first to have one with the
agency."
Does the agency have the latest technology behind it and does
it use the Internet?"Make sure the company stays on top of the latest technology
instead of resting on its laurels, because [technology] is changing
so fast," he said.
How extensive is the knowledge base of the host agency?"If the independent agent has a question or concern, is there
one main source to address those matters? The agency should be a
clearing house of information and should be able to farm out
questions to other agents in the network who have niche
specialties," Klein said.
Will the host agency offer marketing consultation and support
to the independent agent? If he or she wants to expand into a new
area, such as cable TV, for example, will the agency be there to
help?If the agent wants to charge fees, will the host agency provide
assistance?Does the host agency route leads to the agents or are they on
their own to create business?Just the ticket
ProTix Agent Support Network, which was founded in 1982, is
owned by Tix Travel in New York.
The company originated as a ticket broker for sporting events
and concerts, according to Richard Klein, founder and president of
ProTix Agent Support Network, and eventually added the travel
component for ticket buyers.
"Agents like to be able to offer clients tickets to sold-out
concerts and theater shows, and we saw a tremendous niche evolving
for us," Klein said.
With an eye toward expanding his sales force, Klein created
ProTix, offering memberships to independents along with a dedicated
program that revolves around them.
The
company has had a Web site since 1996, and recently launched a new
site, at www.protix.org, which offers relevant news, travel
tools and a virtual membership tour for independent travel
agents.
ProTix also offers Web sites to its members, which can be
customized to individual specifications upon request as well as
provide search engines.
The company affords marketing consultation for the life of the
contract and farms out leads to member agents.
Other features include training on procedures, such as how to
implement services fees and fee processing, along with offering a
supply of form letters, scripts, vouchers and other relevant
materials, Klein said.
The company still offers an in-house ticket brokerage for
hard-to-get concert performances, Super Bowl tickets and other
big-name events that can be procured on short notice, he said.
For additional information on ProTix, call (800) 932-2849 or
visit the Web site.
The monthly travel calendar
One of the most difficult intellectual challenges facing leisure
agents is knowing when to go where. Nothing makes an agent feel
more inadequate than a question such as: "What's the best month to
visit Timbuktu?"
Your agency can create a monthly travel calendar that will help
clients put their next vacation in perspective.
Best of all, you and your staff can write the piece without
needing to bring in outside professionals.
This
cost-free distribution piece offers five to 10 specific destination
or experience suggestions for every month of the year.
The idea is that you will come up with at least 60 specific
worldwide destinations each year, pointing out the optimum month
for a visit.
Clients thinking of traveling next September, for instance,
might discover it is the ideal time to visit Provence, France, and
Tuscany, Italy; those looking for something in late November might
be directed toward your favorite Caribbean islands, Australia or
portions of Asia.
The calendar serves two purposes. It helps your clients, many of
whom have no idea where they really want to go, look at a number of
your agency's favorite suggestions.
It also is a list of the best months to visit each location.
That means this will be a piece that your clients will save for
future reference.
Richard Turen is an industry consultant and travel agency
president. Contact him at [email protected].