The FIT/Packaged Vacations Report Card for Travel Advisors. The Resource for Agents on FIT/Packaged Vacation Operator Policies

Transcription

1 The FIT/Packaged Vacations Report Card for Travel Advisors The Resource for Agents on FIT/Packaged Vacation Operator Policies

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3 Table of contents The FIT/Packaged Vacations Report Card Letter from the Editor....4 Chart One & two: Agent Loyalty...6 Chart Three: Direct Marketing...7 Editorial: The Changing Face of FIT/Packaged Vacations Chart Four: Direct Marketing...10 Chart Five: Direct Marketing...12 Chart Six: Agent Partnership...13 Editorial: FIT Tour Operators Reveal New Products Debuting in Chart Seven: Agent Partnership...16 Chart eight: Agent Partnership...17 Chart nine: Agent Partnership The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Chart ten: Agent Partnership...19 participating suppliers IS NOW POWERED BY

4 Letter from the Editor Dear Travel ADVISOR, Welcome to the first edition of Travel Market Report s FIT/Packaged Vacations Report Card for Travel Advisors, and the fifth in our series aimed at providing travel professionals with the policies and practices of the suppliers you work with on a daily basis. The FIT/Packaged Vacation market explored within this report combines both independent guided and non-guided travel suppliers with those tour operators who bundle air, hotel, transfers and other services together in one package. To date, Travel Market Report has produced two annual Ocean Cruise Report Cards, one River Cruise Report Card and one Escorted Tour Operator Report Card and all have been well-received in the market. Stay tuned for our next edition of Ocean and River in 2019 both of which will not only feature supplier feedback, but for the first time will also include survey responses from your peers, namely agents on the front line. As you will see, all of these report cards seek out information about how the major suppliers in each sector of our industry interact with their most important partners, the travel advisors. 4 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents It is our intention that these report cards provide you with a resource you can use when dealing with your clients for all of their booking needs. We want you to know which suppliers truly have your best interest in mind. We invite you to take a look and to keep a copy at your desk during your day-to-day dealings with clients and suppliers. Not all of the operators we invited to participate chose to do so, but we re still very excited to show you just how valuable you are to the biggest companies in travel. We also encourage you to write us if you experience a different policy than what is outlined in the pages that follow. Sincerely, Kerry Tice Managing Editor Jess Montevago Hotel/Tour Editor

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6 CHART 1-2 FIT/Packaged Vacations Agent Loyalty African Travel Do you sell exclusively through travel agents? Apple Vacations 75-90% Authentic Vacations Under 50% Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations 75-90% Eurobound Despite a changing landscape for travel bookings, travel agents continue to be the most important distribution channel for FIT/Packaged Vacation operators, with 44% saying they sell exclusively through them. Of those operators who do not sell exclusively through agents, most say their percentage of business from the agency community is close to 75%. If you do not sell only to travel agents, what percentage of your business comes from the agency community? 6 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Europe Express Funjet Vacations Declined to answer. Goway Travel 75-90% Journese Luxury Gold Monograms (Globus family of brands) Pleasant Holidays 90% or above 75-90% 90% or above Southwest Airlines Vacations Declined to answer. Travel Impressions TravelBrands United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations) Declined to answer %

7 CHART 3 Direct Marketing Direct marketing has long drawn the ire of travel agents but our findings below for the FIT/Packaged Vacation segment tell us that most suppliers see this practice as a collaborative effort, working alongside their agent partners in reaching clients. Another group of operators (28%) say the question doesn t apply because they don t market direct but in most cases will develop collateral materials (such as flyers) whereby agents can add their contact information. FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound When marketing to agency clients, do you include the agency s call to action with their contact information? N/A We do not market directly to agency clients. N/A We do not market directly to agency clients. 7 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Europe Express N/A We do not market directly to agency clients. Funjet Vacations Goway Travel Journese N/A We do not market directly to agency clients. Luxury Gold Monograms (Globus family of brands) Pleasant Holidays N/A We do not market directly to agency clients. Southwest Airlines Vacations Travel Impressions N/A We do not market directly to agency clients. TravelBrands United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations)

8 The Changing Face of FIT/Packaged Vacations by David Cogswell The battle is on for primacy in a dynamic, ever-changing market full of players who compete to be the best at anticipating what the public will want next, and what new trends will dominate the market. Modern vacation packaging began in the early 1950s when a retail travel agency saw an opportunity in the marketplace for easy, convenient vacation arrangements pre-selected and packaged by experts and offered at economical prices. Fred Kassner and Gil Haroche, the founders of Liberty Travel, offered basic travel components packaged together, and their innovation was so successful that they found a market selling the packages to other retailers, thereby becoming wholesalers. In 1951, they started Keystone Tours to sell wholesale vacation packages. We revolutionized the travel industry by introducing the vacation package concept, said Kassner. By combining hotel accommodations, airfare and ground transportation to our initial two destinations, Puerto Rico and Florida, we became your neighborhood wholesaler. While Keystone Tours (today known as GOGO Vacations) was not the first to package vacation components, it did establish a new market. The packages that existed at the time, according to Kassner, were mostly for European travel and targeted to affluent travelers. Our innovation was doing it mass market as opposed to luxury, he said. In the 30s and 40s traveling was for the rich, students and teachers. The blue collar workers went to the Jersey Shore or Wisconsin Lakes. They didn t go on cruises or to Miami. Our packages took that market and got them to travel. They didn t know they could get all that for that price. Keystone was a great success, and no great idea remains secret for long, so in the 50s, 60s and 70s, many other companies emulated Keystone s model and tried to claim a share of the vacation packaging market. Each one brought its own style and individual variations to the vacation packaging concept. They varied across a broad range of differences in destination, price range, hotel style and inclusions. Growth of a good idea The titans of vacation packaging grew up and took their places in a competitive market through the 50s, 60s and 70s: Pleasant Holidays, Apple Vacations, Funjet Vacations, Travel Impressions, and a host of others that have come and gone over the decades. By the 1970s, when airline deregulation was put in place, the age of vacation packaging was rolling full tilt, and individual operators were applying the concept to a variety of destinations and trying different kinds of combinations of components. Independent packages started in the most accessible destinations, such as Florida and the Caribbean, and gradually the concept has spread to destinations all over the world. Avanti Destinations was one of the first to take independent travel far 8 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents

9 beyond the North American beach destinations. Founder Harry Dalgaard said, I started this company for people who like to travel the way I do, independently. Avanti was on top of the growing wave of people wanting to travel independently. Founded in 1981, Avanti got the jump on competition in the 1990s with a proprietary technology that made it easy for travel agents to assemble packages from a list of individual components. The technology enabled the company to seamlessly connect multiple destinations with air, hand-picked hotels and sightseeing. Avanti started selling packages to Europe, then expanded to Latin America in 1990 and to Asia in A highly competitive market Once the public got a taste for how much travel they could get for an affordable price, the demand climbed and the market grew. Though the market has its ups and downs, overall demand remains strong and continues to grow year after year. The public s insatiable desire to travel has fueled a huge, healthy market for independent travel. Because the demand is so strong, competition is fierce as many players try to claim a share of the market. It s a diverse market and competition drives it and keeps it fresh with ever-new innovations. In such a competitive market, no vacation packager can afford to sit still. They have to constantly seek ways to improve their products and services to ward off competition. It makes for a rich selection of choices for travelers. Novelty and innovation The public s desire for novelty goes hand-in-hand with its desire for travel, which makes vacation packaging a very innovative market. The various packagers are always seeking to secure an advantage over their competition by offering the latest new destinations, styles of travel, and specific inclusions. It s a never-ending battle for primacy in a dynamic, ever-changing market full of players who compete to be the best at anticipating what the public will want next, and what new trends will dominate the market. Independent travel has continued to grow in popularity as the traveling public has become increasingly sophisticated and confident in traveling independently. Authenticity and immersion Along with the evolution toward greater independence today is a growing demand for more authentic experiences, immersion in the destination and contact with locals. Independent travel packagers have responded by trying to find ever-new ways to accommodate those wishes through inclusions in independent packages. Vacation packagers find novel ways to give clients immersive experiences. Many of them focus on food in response to the wave of culinary interest that has swept America over the last couple of decades. Cooking classes and tastings of wines, beers or spirits have become among the most popular inclusions. Although independent travelers do not want to travel with groups, an independent package may include some guided or group experiences as inclusions, such as a guided city tour or a tour of a winery. The range of popular inclusions today is virtually infinite and caters to practically every special interest. Popular inclusions are such activities as: Broadway shows, museum visits, bungee jumping, whitewater rafting, canoeing, kayaking and many others. Variations on a theme As travelers continue to become more sophisticated and world-wise, independent travel has continued to grow in popularity. As independent travel has eaten into the guided tours market, no tour operator can afford to stay out of the independent travel market. So traditional escorted tour operators have responded by offering their own versions of independent travel. Tour operators continue to look for ways to combine the advantages of guided travel with those of independent travel. The Travel Corporation (TTC) which includes classic escorted tour operators Trafalgar, Insight Vacations and Contiki offers independent travel on a custom basis, building programs to the tastes of individual clients, rather than offering pre-formed packages off the shelf. TTC offers independent custom programs for the mid-market under its Brendan Vacations brand and luxury independent programs under the Luxury Gold brand. For some clients who have traveled with pre-formed packages off the shelf, the custom tour arrangement takes independent travel out of the prepackaged mode and gives clients the freedom of individual choice. Personalization and exclusivity are important decision-making factors for luxury travelers when choosing a private bespoke journey with Insight Vacations or Luxury Gold, said Jon Grutzner, president of Insight Vacations and Luxury Gold. Many of our clients have traveled previously on massmarket trips, and are ready to try a more elegant, tailored style of trip. They may only have a couple weeks of vacation a year and they want to do it right, so they are increasingly choosing the luxury bespoke option. This allows them to choose the type of transportation that suits them, whether it be coach, car, or van, and allows for a larger degree of personalization based on their particular interests, whether they be culinary, historical, golf, or nature. The Globus Family of Brands blends the advantages of guided travel with those of independent travel in a hybrid product called Monograms. It provides an independent travel experience but takes advantage of the tour operator s network of contacts, its bulk buying power and its hands-on experience and knowledge of the destination. The Monograms product includes meet-and-greet at the airport, transfers to hotel, some basic tour inclusions and local hosting and on-call assistance. The idea is to make independent travel packages easy to purchase and also take advantage of the support of the tour operator s destination management team, while remaining fully independent. No one can predict precisely how independent vacation packages will evolve in the future, but it s certain that they will continue to be popular and innovative as travelers continue to seek new experiences. 9 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents

10 Direct Marketing CHART 4 FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound Europe Express If a client was booked through an agency first, but contacts you directly for repeat business, what is your standard operating procedure? We take the booking and extend a commission to the original agent. We take the booking and extend a commission to the original agent. N/A Doesn t apply as we only work through travel agents. 10 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Funjet Vacations Goway Travel We take the booking and do not inform the original agent. We have no way of knowing if a client has booked with an agency before as we don t keep customer information. Journese Luxury Gold Monograms (Globus family of brands) Pleasant Holidays Southwest Airlines Vacations Travel Impressions We take the booking and extend a commission to the original agent. We take the booking and do not inform the original agent. We take the booking and do not inform the original agent. We have no way of knowing if a client has booked with an agency before as we don t keep customer information. TravelBrands United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations) We take the booking and extend a commission to the original agent. We take the booking and do not inform the original agent. We have no way of knowing if a client has booked with an agency before as we don t keep customer information.

11 CHART 6 11

12 CHART 5 FIT/Packaged Vacations Direct Marketing African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound When a customer contacts you directly, you Suggest an agency for them to use. Suggest an agency for them to use. When contacted directly by a customer, a whopping 83% of operators surveyed said they make sure they ask if they already booked through an agency? If they did, they kindly refer them back to that agency to make any adjustments. If they don t have an agency, some will suggest an agency for them to use. 12 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Europe Express N/A, Doesn t apply as we only work through travel agents. Funjet Vacations Goway Travel Journese Luxury Gold Monograms (Globus family of brands) Pleasant Holidays Do nothing, it s a direct booking. Southwest Airlines Vacations Travel Impressions TravelBrands United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations)

13 CHART 6 Agent Partnership We asked operators if they make it a point to display the agency s name and contact information in their clients confirmations and documents to reinforce their commitment to the seller. While most responded yes, there were a few companies who do not take up the practice. FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound Do you prominently display the agency s name and phone number in confirmations and documents? 13 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Europe Express Funjet Vacations Goway Travel Journese Luxury Gold Monograms (Globus family of brands) Pleasant Holidays Southwest Airlines Vacations Travel Impressions TravelBrands United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations)

14 FIT Tour Operators Reveal New Products Debuting in 2019 by Jessica Montevago From a Red Light District walking tour of Amsterdam to a foodie and yoga tour in Provence to a helicopter and Harley tour in South Africa, there are new FIT options for every taste and budget. The New Year brings new opportunities to sell vacation packages, and there are many options for travelers to choose from on every continent. To help travel agents stay up-to-speed on the latestand-greatest, here is a roundup of the newest offerings from the suppliers who participated in Travel Market Report s latest survey. african travel African Travel is unveiling eight new itineraries for the new year, as well as several new enhanced journeys that feature new hotels, experiences and activities. One new trip offering is Essence of Southern Africa, a safari vacation that visits Cape Town, Botswana and Victoria Falls. On a separate flying safari entitled Deserts and Dunes of Namibia, travelers can explore the wildlife sanctuary of Etosha, scale the red iconic dunes Sossusvlei, and discover the rugged beauty of the Skeleton Coast. Apple Vacations Apple Vacations recently kicked off its 50th anniversary and will be celebrating throughout 2019 with savings opportunities. The brand is also enhancing its Royalties program, which launched on Dec. 10, to provide greater options and flexibility for agents. In addition, on Nov. 19, Apple Vacations made the switch to MyAppleOnline, powered by VAX VacationAccess. They are currently accepting bookings for travel after May 1, 2019, via the enhanced portal. Avanti Destinations For 2019, Avanti has teamed up with a number of European rail operators and released a new brochure that will educate travel advisors on the benefits of choosing rail over air for their clients. The Best Way to Explore Europe e-brochure includes 26 customizable itineraries linked by rail throughout Europe, including 12 that are brand new. In other news, the recently launched Avanti Journeys is a series of airinclusive, complete, multi-country FIT vacations to Europe, Asia, and Central and South America. The 14 new Journeys have fixed itineraries and include roundtrip air from the U.S., hotel, all land or air transfers between and within the destinations, as well as sightseeing tours, activities and add-on products. Blue Sky Tours Blue Sky Tours launched its Island Guide earlier this year. It also added the ability to manage contracted groups in VAX VacationAccess via the agent group dashboard. In 2019, the operator will have a Year of Aloha campaign with some of their top hotel suppliers; it will include sales promotions and hotel giveaways. Brendan Vacations Dublin-based Brendan Vacations celebrates its 50th anniversary in 2019, offering agents a legacy of experience and relationships that will serve them and their clients travelling to the Celtic Isles well. To celebrate, in the first quarter the operator will launch a new trade incentive program called TAP that is designed to educate, empower and arm agents wherever they are in the customer journey phase. Citing a growing demand for itineraries that appeal to multi-generational families, Brendan Vacations has introduced Shamrocks & Leprechauns, a 10-day family trip to Ireland which will debut this summer. In 2019, Brendan Vacations will also continue its efforts to assist families seeking their Irish roots and heritage, offering personalized itineraries that follow their family s unique ancestry. Eurobound Eurobound will be adding more nature-oriented travel to countries like Switzerland and Austria, where clients can combine luxury with outdoor pursuits. In Switzerland, the Get Natural and More itinerary combines hiking in Zermatt with spectacular scenery via the Glacier Express and luxe leisure time at the five-star Bürgenstock Spa Hotel. The Austrian theme is The Best of Nature and Culture; it is also a custom 14 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents

15 sample package which can be tailored to individual needs, but is offered at an affordable price. Following this year s successful launch of the company s Art, Food & Yoga personally guided tour to Provence, Eurobound will expand the concept to Italy. Europe Express The European wholesaler has introduced two new walking tours in Amsterdam. The Red Light District Walking Tour is a two-hour exploration of the city s famous Red Light District and includes free admission to Red Light Secrets, the world s only museum of prostitution. On the Amsterdam Walking Tour, clients can discover the best of the Dutch capital from Dam Square to the Red Light District and sample stroopwafels, herring, and other Dutch snacks. On the new Best of Italy itinerary, guests learn how to make authentic Roman pizza; explore the jaw-dropping Cinque Terre; bike through the Tuscan countryside; and explore the ruins of illfated Pompeii. Funjet Vacations Celebrating its 45th anniversary, Funjet will enter new charter markets including Boston, Detroit, Indianapolis, Lansing, Minneapolis, Philadelphia, Pittsburgh and Rockford. It will also offer agents a new uncapped, flexible commission. The Set Your Own Commission can be itemized or bundled into any package at the agent s discretion. GoWay Travel Goway Travel is welcoming 2019 with a new multi-day foodie tour plus biking tour through China; and a Heli and Harley tour in Southern Africa. New resorts and excursions enhance island itineraries from Greece to Tahiti. In Peru, guests can sleep hundreds of feet above the ground, secured on an Andean cliff face. Luxury Gold Come 2019, Luxury Gold will introduce five new luxury guided journeys, bespoke independent holidays, and Chairman s Collection experiences. On Bespoke Journeys, travelers can create their own tailor-made, independent itineraries in Greece, Ireland, Scotland and Africa. Monograms (Globus family of brands) With its new YourWay format, Monograms takes the customization concept one step further by inviting travelers to choose the number of nights they wish to stay in select European cities. With Monograms YourWay, guests can design their stay from two to five nights in popular cities. On the heels of the program s success in five cities, the tour operator has extended this option to Madrid and Barcelona for With Globus, travelers can discover uncrowded England, Scotland and Wales on nine Undiscovered Britain tours, including seven new tours for 2019, ranging from 6 to 14 days. For travelers looking for more of an á la carte option, the Globus family of brands new Cosmos Lite vacations offer the freedom to tailor each day according to individual travelers interests, budgets and pace. Pleasant Holidays and Journese In the fourth quarter of 2018, both brands launched new destinations for 2019 vacations, including Hong Kong (Hong Kong Island, Kowloon and New Territories), Colombia (Bogota, Cartagena and Medellin), and the U.S. (Branson, Missouri; Santa Fe, New Mexico; Bar Harbor, Maine; and Savannah, Georgia). Pleasant Holidays also added new hotels, including more than 140 hotels to its U.S. and Canadian portfolio for 2019 travel. New selling tools have also been introduced. Pleasant Holidays and Journese will reduce Caribbean and Mexico deposit requirements by 75 percent to $50 per person, from $200 per person. Both brands added Cruise Protection Plan Coverage for U.S. and European river cruise vacations; as well as for Caribbean, Alaska and Europe ocean cruise vacations. Southwest Vacations Southwest Vacations will launch Hawaii in It also debuted several new programs in 2018, including Vacations Plus and Upgrade Bonus Commission. Additionally, advisors can now use unused Southwest ticketless travel funds as a form of payment toward a Southwest Vacations package. TravelBrands TravelBrands has expanded its destinations, with more new hotels and resorts. In Europe, new locations include: Greece, Portugal, Iceland, Poland, Denmark, Ireland, Spain, and Cyprus. In Asia and Africa, TravelBrands is now offering: Thailand, Japan, Indonesia, Morocco, and Egypt. Colombia and Australia were added, as well. Travel Impressions Travel Impressions is now using the VAX VacationAccess booking portal by Trisept Solutions, after switching over this past fall, and they are working with agents to train them on how to maximize efficiency with the enhanced capabilities of the portal. This will be a big emphasis for Travel Impressions is also adding Cuba tours with a targeted launch date of May Additionally, Travel Impressions LoyalTI First rewards program will be enhanced in 2019 with the addition of a LoyalTI First Virtual Mall and, eventually, integration with other ALG brands loyalty programs. United Vacations United Vacations has added new nonstop service for SFO/PPT (Tahiti). It also introduced uncapped, flexible commission, allowing agents to set their own commission to be itemized or bundled into any package at their discretion. The Agency Seat Incentive will continue for 2019, as well. Yankee Leisure Group The group is the operator of three travel brands: Yankee Holidays, which offers American city packages; Amtrak Vacations, a branded rail vacation package product in partnership with Amtrak; and Railbookers, a service for booking European and international rail packages. Railbookers has seen increased demand for pre- and post-river cruise options beyond the port cities, adding new rail excursions that extend the river cruise experience. Amtrak Vacations, meanwhile, is producing new itineraries based on the demand of the customer, including Grand National Parks with Yellowstone, Yosemite and the Grand Canyon, and Northern Rail Experience. 15 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents

16 CHART 7 Agent Partnership Few things are more troubling for agents than having to track down commission checks that are due them. The good news is most of the tour operators below maintain a strict schedule for paying agents their fair share. FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound What is your schedule for paying travel agents commission? Commission is paid one week after the clients departure. Commission is paid after the booking has traveled, usually within days. We pay travel agents after the client's travel has been completed. We run commission checks once a week. We send this out the week of the US departure date. We pay commissions to agencies twice per month. Commissions are paid 6-13 business days after departure. It depends on the agreement with the Consortia partner. We pay commissions up front when the travel documents are finalized. 16 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Europe Express Commission is paid within 30 days of the departure date of the booking. Funjet Vacations Commissions are paid 6-13 business days after departure. Goway Travel As soon as full payment is made. Journese We pay for Monday through Sunday departures on the following Thursday. Luxury Gold Monograms (Globus family of brands) Pleasant Holidays At the time of departure. Approximately two weeks after travel commences. At time of departure. Southwest Airlines Vacations Commissions are paid 6-13 business days after departure. Travel Impressions Within one week of travel. TravelBrands Prior to departure. United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations) Commissions are paid 6-13 business days after departure. Commission is paid after clients have traveled.

17 Agent Partnership CHART 8 FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound Europe Express How can an agent qualify for a familiarization trip with your company? Agents must complete the African Travel University, attend online training sessions and confirm at least one booking for the current year. Work with local BDM for criteria, specifics, space, and other details. An agent just needs to make at least one booking with us in a calendar year to qualify for a FAM trip. Various ways - through consortia, contact us to let us know they are interested, keep in contact with their Regional Sales Director (aka BDM), high sales, etc. Usually based on top sales production. Our travel agency sales team approves all agents, based on FAM, agency production and opportunity. It is based on sales and an application process. We have offered limited fam trips in the past and have found they do not benefit us in developing future business with the agent directly nor the agency. Best way to develop loyalty is through service. Interested agents should contact their sales representative for further discussion. 17 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Funjet Vacations Goway Travel Journese Luxury Gold Monograms (Globus family of brands) Pleasant Holidays Our travel agency sales team approves all agents based on FAM, agency production, and opportunity. You have 3 ways Passport to a FREE FAM book each of our 6 destinations in one year and receive a free fam Qualify for an escorted FAM through your sales Visit gowayagent.com to see self educational rates. Work directly with their Business Development Manager. Please contact sales@journese.com if an advisor needs the contact information for his/her Business Development Manager. E-learning. Travel agents can visit the Globus family of brands Travel Agent Portal to apply for a Travel Agent Discount OR see special rates on select vacations. They must have 4 traveled passengers within the last 2 years to qualify. Through their local BDM. Southwest Airlines Vacations Travel Impressions TravelBrands Our travel agency sales team approves all agents based on FAM, agency production, and opportunity. Graduates of TI University registered with LoyalTI First can contact their BDM for criteria, specifics, space, and other details. Sales volume. United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations) Our travel agency sales team approves all agents based on FAM, agency production, and opportunity. N/A

18 CHART 9 Agent Partnership For travel agents, having a good relationship with their suppliers can be worth its weight in gold when problems arise or questions need to be addressed. Having the ability to reach out to them to help close a sale can make all the difference. Only two operators out of all respondents said they aren t willing to participate in a conference call to make this happen. FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound Are you willing to participate in a conference call with an agent and client to assist with closing a sale? Sometimes, it depends on the circumstance. 18 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Europe Express Funjet Vacations Goway Travel Journese Sometimes, it depends on the circumstance. Luxury Gold Monograms (Globus family of brands) Pleasant Holidays Sometimes, it depends on the circumstance. Southwest Airlines Vacations Travel Impressions TravelBrands United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations)

19 Agent Partnership CHART 10 FIT/Packaged Vacations African Travel Apple Vacations Authentic Vacations Avanti Destinations Bedsonline TravelBound Blue Sky Tours Brendan Vacations Eurobound Europe Express Funjet Vacations What is your commission policy on the components of your packages/itineraries? Most of the components of our packages/itineraries are commissionable. All land components of the package are commissionable, including land, car, tours/ excursions, transfers. Travel protection is also commissionable. Full commission is paid on charter air and scheduled air; commission varies based on carrier. We don t offer commission on flights as we use net rates. We do offer commission on every other component. Published air is non commissionable, but we pay on land (hotels, transfers, tours, experiences, rail tickets, car rentals), travel protection, and contracted tour airfare. All components of our packages/itineraries are commissionable. All land components of the package are commissionable. This includes land, car, tours/excursions, transfers. Travel protection is also commissionable. Full commission is paid on charter air and scheduled air; commission varies based on carrier. Most of the components of our packages/itineraries are commissionable. All components of our packages/itineraries are commissionable. Some of the components of our packages/itineraries are commissionable. All land components of the package are commissionable. This includes land, car, tours/excursions, transfers. Travel protection is also commissionable. Full commission is paid on charter air and scheduled air; commission varies based on carrier. The following components are not commissionable... Taxes, fuel and park entry fees Some published airfares, taxes & fees Airfare Published airfare Airfare, except Hawaii Special promotions on airfare and also prepaid gratuities Insurance, gratuities, on-site activites, rail, taxes, service fees 19 The FIT/ PACKAGED VACATIONS Report Card for Travel Agents Goway Travel Some components such as rail passes and non commissionable air are not however we always give the agent the opportunity to mark up the file. Limited products such as Japan rail passes, limited airfares. Journese It depends on multiple factors it is best for the Travel Advisor to check with their Destination Specialist. Luxury Gold Most of the components of our packages/itineraries are commissionable. Airfare Monograms (Globus family of brands) Some of the components of our packages/itineraries are commissionable. Insurance, gratuities, transfers, arifare Pleasant Holidays Most of the components of our packages/itineraries are commissionable. Taxes Southwest Airlines Vacations Travel Impressions Earned land and air commission percentages vary and are determined by annual agency production levels. All components of our packages/itineraries are commissionable. TravelBrands Most of the components of our packages/itineraries are commissionable. Airfare United Vacations Yankee Leisure Group (Yankee Holidays, Railbookers & Amtrak Vacations) Earned land and air commission percentages vary and are determined by annual agency production levels. All components of our packages/itineraries are commissionable.

20 The FIT/Packaged Vacations Report Card for Travel Agents is the fifth volume in our series of report cards highlighting travel agent policies from companies in all corners of the travel industry. The first Ocean Report Card for Travel Agents was published in early 2017, followed by the second in February, The River Cruise Report Card was also released in January, 2018 while the Escorted Tour Operator Report Card debuted in May, These report cards were born during a meeting of Travel Market Report s Editorial Advisory Board. In the course of brainstorming ways TMR might be of service to our readers, they suggested it would be helpful to have one reference book that contains all the details of all the policies of all the suppliers in the travel industry. We began our research project in 2017 and while not all of the suppliers we contact have responded, we feel most are represented. By the time we re done, we hope to have a multi-volume reference you can keep at hand and consult any time you want to check the policies of a supplier with whom you deal. We should point out that after these suppliers respond to our surveys, our travel agent advisory board reviews for accuracy. We hope you find our report cards useful for your business. As the Voice of the Travel Advisor, our goal is to be your advocate. And it s all thanks to: Sandy Anderson, Riverdale Travel, Coon Rapids, MN (Signature) Van Anderson, Avoya Travel, Fort Lauderdale, FL (Avoya) Jenny Cagle, Elm Grove Travel, WI (MAST) Tony Fragapane, Voyages Concierge Deluxe Travel, Quebec, Canada (TRAVELSAVERS) Zeina Gedeon, Travel Professionals International, Toronto, Ontario, Canada (Travel Professionals Int l) Jennifer Lee, Travel Planners International, Maitland, FL (TPI) LuAnn Lisell, Lisell Travel, Plano, TX (NEST) Craig Pavlus, Pavlus Travel, Albuquerque, NM (Travel Leaders) Christen Perry, Classic Travel Connection, Birmingham, AL (Affluent Traveler Collection) Theresa Scalzitti, Cruise Planners, Coral Springs, FL (American Express) Bryan Shilling, AAA Travel Products & Services, Heathrow, FL (AAA) Lynda Sinclair, Vision Travel Services, Toronto, Ontario, Canada (Independent) Richard Vanderlubbe, tripcentral.ca, Hamilton, Ontario, Canada (Independent) Jennifer Wilson-Buttigieg, Valerie Wilson Travel, New York, NY (Virtuoso) Some companies in this market segment declined to participate in the report card. Travel Market Report will update this document on our website if or when the information changes or another tour operator chooses to participate. TMR FIT/PACKAGED_1/9/19