Search Travel Market Report

mainlogo
www.travelmarketreport.com
  • News
  • Tours & Packages
  • Cruise
  • Hotels & Resorts
  • Destinations
  • Retail Strategies
  • Niche & Luxury
  • Air
  • Training & Events
  • Who We Are
    • Brian Israel
    • Dan McCarthy
    • Denise Caiazzo
    • Dori Saltzman
    • Kelly Fontenelle

Travel Agents Are Missing Big Opportunity in Commissionable Event Sales

Sponsored by Events 365
by Kerry Tice / December 01, 2017


Creating memories of a lifetime doesn’t have to be as challenging as it sounds. Sometimes it’s as elementary as thinking like your client. While booking air and hotel packages are a given, many travel agents are leaving money on the table by letting their customers book their event tickets directly.

Sites like Ticketmaster and Stub Hub are known to have large markups, shining a light on new suppliers who are bringing game-changing pricing — and making events easier for agents to sell.

There are tens of thousands of commissionable bucket-list events that drive travel across the nation and beyond, and travel agents who define themselves as full-service providers need to make sure they are including them in their sales pitches. From Wimbledon and the FIFA World Cup, to the Rolling Stones in concert and the hottest seats to Broadway’s "Hamilton," offering clients a connection to the most-sought after experiences can be the cherry on the ice cream sundae.

Ask the "sports, music, theater" question
Whether new clients or repeat, planned trips or trips created around an event, travel agents can no longer forfeit asking the “sports, music, theater” question – leading to the moment when a hobby or an interest suddenly translates into a sale.

Let’s face it: Being an event planner and making the travel purchase a one-stop-shop is a win-win for travel agents and clients alike. In addition to opening up an avenue where agents can gain intel on their clients’ likes and dislikes, it also can be the link to a plethora of referrals to friends and family members with similar interests – think group trips and multi-generational travel for reunions or special-interest vacations.

Entertainment is organic to the overall travel experience, and qualifying the client is the first step. For example, there is a lot to love about Kentucky, but if the client is headed to the Bluegrass State the first week of May, odds are there are horses involved. Consider asking them if they have their tickets for the Derby yet.

Dawn Snyder, CTC, a luxury travel advisor with World Travel in Tulsa, Oklahoma, an agency with $10 million in annual sales, says offering this type of service isn’t an option anymore – it’s a requirement. “It’s something that we need to do to be a full-service agency. People are willing to pay extra for it, especially when you’re dealing with more upscale clients.”

The definition of customer service has evolved significantly over the past several decades and no one would know that better than Snyder, who has been a frontline agent for 36 years. Having seen her share of commissions come and go, she along with the 11 other agents that work with her, are turning towards commissionable products like entertainment tickets to fulfill every aspect of their client’s itinerary needs – big or small.  “My business is built mostly by repeat customers and referrals because I provide them with the proper service,” said Snyder.

Commissions and service fees – one, the other, or both?
Paula Killion, DS, CTC, owner of The Travel Center, a Tzell agency in Hanover, Massachusetts, is another agent reaping the rewards of commissionable event sales. This summer she booked just over $21,000 in tickets to the U.S. Open for her clients, and walked away with a $1,600 commission.

For Killion, the extra bonus of working with suppliers who offer commission means not having to hike up her service fees any higher than they currently are. “How do you charge an extra service fee for helping them when they are buying $30,000 worth of tickets? In the past we had to break it to them, but this way we are making a decent commission on the ticket sale and it takes that sting out of telling the client that you need to charge them a fee.”

That being said, when products are commissionable, having the freedom to mark up the entertainment portion of a client’s travel itinerary is a welcome notion and one that over the years has finally come to be expected by clients who value service.

At the end of the day, Killion appreciates suppliers who pay commission on ancillary products so she can keep her bundled package service fees reasonable. From transportation and hotel stays to restaurant reservations and theater tickets, she wants her clients to rely on her for absolutely all their travel needs.

Making a commission on those components is a huge motivator. “We want our clients to know they can make one phone call and they don’t have to worry about anything. This way it’s one complete experience for them,” said Killion.

From the sponsor:
Events 365 offers travel agents purchasing access to over 80,000 exciting live events around the world including sports, concerts, theater and special events. With over $2 billion worth of inventory running through an easy-to-access, internet-based booking platform, it is hard to not take the client’s vacation to the next level. Agents also now have the ability to earn commissions when their clients purchase directly by sending a dedicated link to them through the Events 365 booking portal. Events 365 users also have a dedicated sales support team that will guide them through the registration and booking processes. Over 2,400 agents have currently registered to use the Events 365 platform since it went live to the agency community in June 2016. Click here to learn more from Events 365.

  1
  0
Related Articles
Travel Kind…It’s Good For You and the Planet
5 Reasons You Need to Use a Travel Advisor Now More Than Ever
How to Help Clients Make the Most of Their European Vacations This Season
Small Ship Sailing: What This Bespoke Luxury Travel Experience is All About
9 Tips for Making Spring Break More Memorable
All About Culinary Immersion at Sea
What You Need to Know About Sustainable Travel
Why River Cruising? 9 Reasons to Share With Your Clients
Why Selling Giveback Travel Will Bring You Greater Satisfaction and Revenue
Why Book Villa Vacations Instead of Traditional Resort Stays?

MOST VIEWED

  1. U.S. State Department Updates Jamaica Travel Warning to Level 3
  2. First Hand Look at the Soon-to-Open Sam Lord's Castle Barbados, A Wyndham Grand Resort
  3. TSA Will Now Allow Teens to Access PreCheck with Parents or Guardians
  4. 25 Qualifying Questions to Help You Nail Your Clients' Vacation Plans
  5. Report: Margaritaville Times Square Faces Foreclosure
  6. U.S. State Department Reissues Travel Advisory for Peru

MOST EMAILED

  1. First Hand Look at the Soon-to-Open Sam Lord's Castle Barbados, A Wyndham Grand Resort
  2. 5 Reasons You Need to Use a Travel Advisor Now More Than Ever
  3. U.S. State Department Updates Jamaica Travel Warning to Level 3
  4. 25 Qualifying Questions to Help You Nail Your Clients' Vacation Plans
  5. TSA Will Now Allow Teens to Access PreCheck with Parents or Guardians
  6. Travel Kind…It’s Good For You and the Planet
TMR Subscription

Subscribe today to receive daily in-depth coverage, analysis of industry news, trends and issues that affect how you do business. Subscribe now for free.

Subscribe to TMR

Top Stories
Tennis Icon Venus Williams Will Headline ASTA’s 2024 Global Convention
Tennis Icon Venus Williams Will Headline ASTA’s 2024 Global Convention

Williams will speak on her entrepreneurial journey during next year's AGC in Dallas. 

Read...
Even with Mask Mandate Lifted, Airline Passengers Are Still Behaving Badly
Even with Mask Mandate Lifted, Airline Passengers Are Still Behaving Badly

Vaping is now the most frequent reason for passenger non-compliance. 

Read...
Double Their Luxury Experience in Riviera Cancun
Double Their Luxury Experience in Riviera Cancun

If you’re looking for a recommendation on a luxury adults-only vacation experience, Secrets® Riviera Cancun Resort & Spa is sure to impress. 

Read...
New Legislation Would Give Travel Advisors a Seat on DOT Advisory Body
New Legislation Would Give Travel Advisors a Seat on DOT Advisory Body

Travel advisors could soon have a seat on a key DOT advisory body.

Read...
Carnival Cruise Line Unveils "Your Winning Plan" Roadshow and Competition
Carnival Cruise Line Unveils "Your Winning Plan" Roadshow and Competition

Carnival is giving advisors the opportunity to learn from SBA business experts, while at the same time competing for $20K worth of prizes. 

Read...
One Year Out, Cruise Planners Reflects on Move Away from American Express
One Year Out, Cruise Planners Reflects on Move Away from American Express

Cruise Planners was the only travel franchise with an American Express Travel Affiliation.

Read...
TMR OUTLOOKS & WHITE PAPERS
Cruise Trend Outlook 2023
river cruise 2022
group outlook 2022
View All
Advertiser's Voice
https://img.youtube.com/vi/_UQsgtX1HVU/0.jpg
Video: How One Travel Agency Finds New Clients
About Travel Market Report Mission Staff Advisory Board Advertise
TMR Resources Webinars Calendar of Events Outlook/Whitepapers Previous Sponsored Articles Previous This Week Articles
Subscribe to TMR
Select Language
Do You Have an Idea Email
editor@travelmarketreport.com
Give Us a Call
1-(516) 730-3097
Drop Us a Note
Travel Market Report
71 Audrey Ave, Oyster Bay, NY 11771
News |Tours & Packages |Cruise |Hotels & Resorts |Destinations |Retail Strategies |Niche & Luxury |Air |Training & Events |Who We Are
© 2005 - 2023 Travel Market Report, an American Marketing Group Inc. Company All Rights Reserved | 243 South Street, Oyster Bay, NY, 11771 USA | Telephone (516) 730-3097| Terms and Conditions
Cookie Policy Privacy Policy