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While every effort has been made to ensure the accuracy of the information contained in ASTA White Papers as of the date of their publication, please be advised that some content contained therein may be outdated or otherwise inaccurate at the present time. Accordingly, ASTA makes no representation regarding the timeliness of all of the information accessible here. Members having questions regarding the current state of a White Paper topic may wish to contact ASTA to obtain the most up-to-date information.

Video Library — May 17, 2016

Leisure Sales Course - Chapter Two: Consulting Skills — October 26, 2015
There is definitely a skill to consulting and, just like sales, there are very specific techniques and approaches. There are many courses, books and workshops available to teach you consulting techniques. Unfortunately, there are relatively few resources available specifically for the travel industry.

Sales and Marketing Course: Instructions — October 14, 2014
Using this course is easy! It is designed to be an online course consisting of onscreen text, a complete printable version in PDF format, and various video clips. To navigate around the course just follow the instructions.

Your Website is NOT About You — May 11, 2011
In this video, designer, writer, and web strategist Barry Harrison looks at what happens after potential customers arrive at your website.

Best Western - the World's Largest Hotel Chain — April 27, 2011
Best Western has launched a new marketing strategy as part of the brand's long-term commitment to enhance its image, ensure brand relevance and drive superior revenue to its hotels.

CCRA – how to book hotels wisely AND make more money worldwide! — March 31, 2011
How to book hotels through CCRA

Build a Better M.I.C.E. trap! — March 14, 2011
Decision-makers are acknowledging that it’s the old-fashioned, face-to-face meetings that establish the strongest relationships. Information on how to tap into the M.I.C.E. marketplace.

How to Promote and Sell Cruises — March 1, 2011
Analyze the marketplace and you will agree there is profit to be made in selling cruises. But it is not that simple.

Should you be in the medical travel business? — February 24, 2011
Medical travel, leaving home for care, is a growing industry and anticipated to be a multibillion dollar industry. Unlike other specialty travel products, however, there are significant issues with providing medical travel services to patients whether inbound, outbound or domestic.

Fairmont, Raffles and Swissôtel Hotels & Resorts — February 11, 2011
Information about the three distinct brands, products, programs and services to ensure you're getting the right fit for your client.

Webinar - Your Relationship with Suppliers — February 7, 2011
One of the most critical areas of the business side of selling travel is your relationship with suppliers.

Webinar - Paris – An Afrocentric Perspective — January 24, 2011
Information to better equip you to sell Paris as a black heritage destination.

Power of Data: Using ASTA’s Research Resources to Meet Your Needs — December 16, 2010
This video talks about data available on ASTA’s website that you can use today for marketing, agency information, and business planning.

Connecting with the Travel Industry — October 26, 2010
Did you know that one of the best ways to grow in your career development is to be involved your professional trade association?

Increasing Your Business. Discover Why Puerto Rico Does it Better! — October 26, 2010
Review the impressive contrast of activities and diversity of experiences that Puerto Rico has to offer. You will get a taste of all the materials available to better sell Puerto Rico to your clients. This will be a new step in developing your knowledge to sell this exciting destination for profit!

Making a Living in the Travel Industry — October 15, 2010
There are lots of business models to choose from, and some are more profitable than others. Which specialties, clients, and business segments provide the best profit potential for you?

How to get business from ASTA.org — August 30, 2010
Did you know that ASTA.org has more than 100 tools to help you boost your business and make a profit? You have access to unlimited FREE consumer leads, etc.

PR Pitfalls: How to keep your foot out of your mouth — August 2, 2010
Video of the most common mistakes companies can make when trying to get their message out to others.

Hardware, Cloud Computing, and Apps...Oh My! — July 16, 2010
Technology is constantly changing - and if you're not up on current trends, you're behind the curve. A hour video to learn a little more about technology and how agents are using it.

Fraud Prevention Strategies: Protecting Your Business — June 24, 2010
Fraudulent activities show no signs of slowing. Fraudsters continue to approach agents with new and creative situations that will test your firm’s vulnerability.

ASTA's Regulatory Compliance Course — February 16, 2010

Anguilla the Unparalleled Alternative — October 12, 2009
Tucked away in the Northern Caribbean, this 48 square miles of magic, history, beauty and bliss is an alternative to the traditional Caribbean destinations.

Webinar - ASTA Government Affairs Activities — June 16, 2009
Join us, as Paul Ruden, Senior Vice President of Legal & Industry Affairs, covers the range of activities that have been taking place in your association during 2008 and preview what is coming ahead.

Webinar - Money, Money, Money and More. — May 22, 2009
Managing a travel agency is not always easy, but there are external resources, this video addresses how SCORE, a nonprofit organization offering free business assistance to small business, that can help you along the way.

Webinar - Changing Your Future By Upgrading Your Business Model? — May 22, 2009
Agencies need to develop and implement a progressive fees strategy. This presentation will address critical issues related to upgrading your business model to successfully use fees.

What Every Businessperson Should Know About BRANDING — May 22, 2009
Managing a travel agency is not always easy, but there are external resources, this video addresses how SCORE, a nonprofit organization offering free business assistance to small business, that can help you along the way.

Leisure Sales Course - Chapter Five: Make It Happen! — May 11, 2009
Now you have ten fun tips and a helpful approach to building your consulting skills. You might want to try one or you might want to try them all. If you just don’t have the time or interest to give them all test drive then put your efforts where you will get the most bang for the buck. It’s pretty clear that most travel agencies could improve their advice dispensing skills so the chapter on consulting could just for you.

Leisure Sales Course - Chapter Four: Leisure for Corporate Agencies — May 11, 2009
Obviously, most if not all of the tips in the previous chapter can work for corporate agencies as well. There are however some things that every corporate agency should know when it comes to developing more leisure business. A recent FPTS survey found that approximately 83% of business travelers said that they purchase their personal or leisure travel from a DIFFERENT agency than the one that handles their corporate travel!

Leisure Sales Course - Chapter Three: Leisure Boosters — May 11, 2009
While there are an infinite number of great ideas that could help increase your leisure sales we obviously had to make some choices! In addition to the now obvious tip of mastering the art of consulting as presented in the previous chapter you’ll also find some ideas below that nearly anyone can implement. Just remember, these ideas may cause the phone to ring or the email inquiries to fill your inbox, but you’ll still have to close the sale. If you can really apply the techniques from the previous chapter, you’ll see that happen with increasing frequency.

Travel Agency Consultancy Fee Course - Chapter 4: Fee Models and Fee-Based Services — April 6, 2009
Chapter 4 - Fee Models and Fee-Based Services - There are some fee programs that are now somewhat standard in the industry. For example, nearly all agencies charge some sort of fee for airline tickets. Most also charge a refund, exchange or cancellation fee. These types of fees are not only common but are generally accepted as the norm among consumers and travel agents alike.

Travel Agency Consultancy Fee Course - Chapter 3: Statistics and Research — April 6, 2009
Chapter 3 - There are numerous studies and surveys within the industry regarding fees available from ASTA and other sources. For the purposes of this course we will examine some of the most important findings and those that directly relate to the other subject matter in the course.

Travel Agency Consultancy Fee Course - Chapter 2: Fees Advantages and Challenges — April 6, 2009
Chapter 2 - Statistically, revenue from commission sources alone has decreased over the years while revenue from fees has increased. It would seem then that an increasing number of agents are adopting fees in one form or another.

Travel Agency Consultancy Fee Course - Chapter 10: Marketing Fees — April 6, 2009
Chapter 10 - Marketing is an important topic whether one is referring to fees or not. Marketing is often misunderstood to be primarily about advertising. Advertising is a significant aspect of marketing but it is only one of many tactical efforts in an overall marketing strategy to promote your business and your fees.

Travel Agency Consultancy Fee Course - Chapter 12: Fees Implementation Plan — April 6, 2009
Very few agencies go from “no fees” to “fee-for all” overnight. Even if you are completely committed to the idea of fees for your agency it is wise to think it all through and plan the implementation. There are plenty of issues to be considered in a fees implementation plan. Your agency’s unique combination of clientele, agent skills, agent “buy-in”, competition and more all impact the potential success of your fees programs.

Travel Agency Consultancy Fee Course - Chapter 9: Front Line Agent Challenges — April 6, 2009
Chapter 9 -The challenges with fees faced by frontline travel agents are real. With potentially years of practice and habits (good and bad) developed selling travel without fees, there can be a legacy to overcome. Also, there is a tremendous responsibility placed upon the shoulders of frontline agents. They are personally responsible for the delivery of the value for which fees are designed. The burden of that responsibility is not taken lightly and it is with great respect and admiration that this chapter is offered.

Travel Agency Consultancy Fee Course - Chapter 5: Corporate Travel and Fees — April 6, 2009
Chapter 5 - Corporate Travel and Fees - Corporate travel agencies were among the first to adopt fees, some even before the days of reduced and zero commission. So-called “management fee contracts” became very popular in the 1980’s and involved returning some or all airline commissions to the client in exchange for a fee per transaction or even a flat fee per month, quarter or year.

Travel Agency Consultancy Fee Course - Chapter 7: Using The Included Spreadsheet — April 6, 2009
Chapter 7 - A spreadsheet has been included with this course (courtesy of Future Proof Travel Solutions) to assist you with the basic calculations needed to determine your costs per transaction by product type. You will need Microsoft Excel ™ or a compatible program to use the spreadsheet although you need only possess very basic spreadsheet skills. Instructions will be provided as you are guided through the process that follows.

Travel Agency Consultancy Fee Course - Chapter 8: Value Proposition: Skills and Service — April 6, 2009
Chapter 8 -One of the most essential and fundamental business concepts is that of the value proposition. Your value proposition is basically the answer to the question: “what I am getting for my money?” Of course your clients are getting a cruise or a tour or an airline ticket, but those are all from a supplier. What are they getting from YOU? If a client is paying YOU a fee, they will logically expect to get something from YOU for the fees paid to YOU. What is THAT value proposition?

Web Marketing Toolbox: 10 Ways to Turn Your Web Site into a Consumer Magnet — December 18, 2008
You don’t have to be a technology pro to comprehend search engines. You probably realize that they can help or even hurt your chances of being found in popular search sites. You can put the marketing power back in your own hands by gaining a basic understanding of how search engines are designed to read and rank your Web site. In this essential Web marketing guide, learn the simplest ways you can boost your Web site and become a magnet for new business.

Travel Agent's Management Toolkit — October 3, 2008
Materials that will provide you, the professional agency owner, manager, or home-based business owner, with the essential business tools to run your business in a more efficient and profitable way. Covering topics such as revenue sources, cost structures, sales goals, marketing and business strategies, this toolkit is the foundation to continued growth and financial prosperity.

Become an Agent — April 26, 2007



While every effort has been made to ensure the accuracy of the information contained in ASTA White Papers as of the date of their publication, please be advised that some content contained therein may be outdated or otherwise inaccurate at the present time. Accordingly, ASTA makes no representation regarding the timeliness of all of the information accessible here. Members having questions regarding the current state of a White Paper topic may wish to contact ASTA to obtain the most up-to-date information.

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