Leverage add-ons to drive up your earning potential

TRAVELLERS want
to experience as
much of their holiday
destination as possible and
add-ons such as kayaking,
snorkelling, museum trips
and even theme park trips
are great ways to do this.
However, agents are missing
out on potential earnings
when travellers book their
experiences themselves.
Travellers want
flexibility
Another pull factor for
travellers organising their
own add-ons is the flexibility.
Before a trip, travellers may
not know whether they are
going to go kayaking or go
to a theme park. Kathy
Corser, product manager
of Beachcomber Tours,
says weather also plays a
role. “You cannot predict
the weather and so it is
easier for travellers to book
on the day.” However, this
is not always the case. In
some destinations, it is
easier to book ahead. In
Europe it is easier to book
museum tickets or theme
park tickets in advance to
ensure entrance and skip
ticket queues. Agents can
encourage clients to book
with them by guaranteeing
that experiences are
booked, but allow clients
to retain flexibility by telling
them that the booking can
be changed.
The cheaper the better
Travellers booking add-ons
themselves mainly do it
to secure cheaper prices.
Often booking add-ons
online or in-destination is
cheaper, especially in places
such and Thailand and
Mauritius. However, Flora
Fubbs, senior manager of
product, marketing and
operations at The Holiday
Factory, points out that
many operators offering
cheaper activities are
not properly insured –
something agents should
inform their clients about.
“Many of these providers
do not hold the correct
licences, or have Public
Liability insurance policies.”
She says this is part
of how they manage to
undercut local destination
management companies.
Overcome flexibility
and pricing
All-inclusive packages
encourage clients to include
activities in their initial
booking. “All-inclusive
packages are a great way
for travel agents to earn
additional commission at
the time of sale. The client
also benefits as almost
all of the extras are then
pre-paid at a set rate of
exchange prior to departure,
with little to nothing to
settle at time of check-out,”
Kathy explains.
John Ridler, pr and media
manager of Thompsons
Holidays, says agents can
also give travellers options.
“If a couple are flying to
Paris, show them what
their options are. Offer
them a Paris sightseeing
pass, the open-top hop-on,
hop-off bus, a Seine cruise,
a day trip to Versailles, or
dinner at the Eiffel Tower.
In all likelihood, the client
would purchase one or
more of these options
once they arrived in Paris,”
John says.