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Financial Management

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in ASTA White Papers as of the date of their publication, please be advised that some content contained therein may be outdated or otherwise inaccurate at the present time.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.

Helpful Resources — June 22, 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.

Supplier Bankruptcy Resources — October 8, 2012
ASTA's supplier bankruptcy resources include the ASTA Travel Agents' Guide to Airline Bankruptcies, information specific to Cruise Line Defaults, and a Supplier Bankruptcy Updates page with the latest information on specific suppliers.

2010 Corporate Agency Report - Executive Summary — December 23, 2010
ASTA and The Beat conducted this survey to provide insight into changes in distribution, economic norms, and technology use among corporate travel agencies in relation to the marketplace shift.

2009 Labor & Compensation Report — November 8, 2010
ASTA conducted this labor and compensation study to assist travel agencies in benchmarking their compensation, benefits and hiring practices. This information can be used to benchmark your own compensation and benefits, and may help you improve your hiring practices. A free 3 page summary is available to all members, a full report is available for purchase.

2009 ASTA Travel Agency Business Trends Report — November 16, 2009
The Agency Business Trends Report looks at changes agencies made to weather the past year as well as changes planned for the future. The report benchmarks plans for operations and employment for leisure and corporate agencies.

2009 NACTA Independent Agents Report — November 11, 2009
This report shows several shifts in the independent agent population, specially in what is the primary source of income for agents.

Federal Loan Assistance for Travel Agents — August 3, 2009
An overview of the range of loan assistance programs available to travel agents, and will explain how to go about preparing a loan application.

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.

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.

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 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 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 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 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 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 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?

IATAN Financial and Personnel Standards — February 6, 2009
ARC-appointed agencies can satisfy IATAN's financial requirements simply by submitting a copy of their ARC bond or letter of credit. If you are not appointed by ARC, you must give IATAN a financial statement demonstrating required amounts of net worth and working capital.

Credit Card Acceptance Procedures — February 6, 2009
Failure by agents to (i) follow the 3-step process outlined below, and (ii) respond to carriers' requests for supporting documentation within the timeframe referenced above, will result in agents being held financially liable for disputed transactions.

Calculating the Cost of Taking on New Corporate Business — February 6, 2009
No travel agent should offer a corporate client a rebate or management fee program unless the agent knows that his resulting income will be profitable. If the cost to the agent of every ticket issued is higher than the commission received, there is simply no way to, as the old saying goes, "make it up on volume". Profitable revenue sharing demands that the agent know, with substantial accuracy, all costs associated with his agency.

Understanding and Managing Service Fees — February 6, 2009
Since the majority of airline commissions were eliminated several years ago, travel agencies have had to adjust their business plans in order to recoup the loss of revenue.

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.

2007 Labor & Compensation Report Summary — May 22, 2008
ASTA conducted this labor and compensation study to assist travel agencies in benchmarking their compensation, benefits and hiring practices. This is a free 2-page summary of the report.

Collecting a Judgment — July 10, 2007
If your travel agency wins a judgment against a client or other party for money owed, the court will record that fact on the court's records. Now the question is: will the defendant pay the judgment, and if not, how can the judgment be enforced?

Credit Card Surcharge Laws — July 9, 2007
Focusing on the laws of eleven states that ban credit card surcharges in specific transactions, this report examines how those laws affect travel agencies and airlines. The report also includes an analysis on how well travel agencies are protected by these laws should the airlines decide to pass credit card expenses onto travel agencies.

Payment Collection Programs Report — June 20, 2007
This Premium Member report provides information on PayPal and its potential use for travel agents. Provided in the report is a detailed comparison of three payment options: ARC TASF, a typical merchant program and PayPal.


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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