While at the Travel Leaders EDGE conference I heard Mike Marchev give this presentation. I thought it was one that our Travel Advisor readers would get some value out of. I hope you enjoy it.
When it comes to growing a business the terms “closing,” “up-selling” and “overcoming” have specific chapters in every book teaching selling tactics. I believe these practices are the reason most travel professionals shy away from “sales.”
Ask any stranger what word pops into mind when they hear the word “salesman.” You will hear sleazy, obnoxious, dishonest, manipulative, fast-talking, ... and shifty. None of which sound appealing to me. But we are all in sales. And most of us have honorable intentions.
JAX FAX is excited to announce a new addition to our repertoire, our very own podcast series called Pins In The Map. Pins In The Map is your audio reference guide to the travel industry, featuring destination based articles, travel news, and interviews with industry leading professionals.
Last August, at its Annual Global Conference, ASTA announced a rebranding that better reflects the role that travel professionals play in the travel planning process. As with any change, universal adoption takes time, but in order to facilitate change, it is necessary for all stakeholders to embrace the new mantra. Below is an open letter from ASTA to the Travel Industry which describes the change and we felt was worth sharing with our readers.
USTOA’s 40th Annual Conference & Marketplace was held at the JW Marriott Phoenix Desert Ridge in Phoenix AZ, November 26-30, 2018. Representing 55 companies and over 165 brands, USTOA has its finger on the pulse of the travel industry. Their annual conference, in addition to being a great networking opportunity, is also a great time to learn what the coming year holds for the industry. Below are some highlights from an annual survey of its tour operator members.
Today I am in the Bahamas at Ensemble’s Annual Conference. Weighing heavily on my mind was developing a topic for this issue’s Publisher’s Page. I went to listen to one of the keynote speakers, Kindra Hall, who spoke about marketing through storytelling. Storytelling is a method of engaging your clients (or in this case, readers) through the use of creative storytelling. I realized that, at a time when many of our competitors are large, corporately owned companies, our small family owned publishing company has a unique story to tell, and that story sets us apart. And so, I give you, The Story of JAX FAX.
The all-inclusive resort concept, first made popular in the 1970s, has transformed the resort industry and provided excellent earning opportunities for travel advisors. Today’s all-inclusives bear little resemblance to their predecessors of 50 years ago. JAX FAX recently stayed at the new Sandals Royal Barbados, and this serves as a great example of the evolution of the all-inclusive concept (or what Sandals calls “Luxury Included”).
Virtual reality has finally arrived as an exciting new sales tool for travel agents with the much anticipated launch of Explor VR - JAX FAX’s brand new app-based virtual reality technology, created especially for travel agents.
Early this fall, JAX FAX will be distributing Virtual Reality Starter Kits to our subscribers. This new sales tool will give you a sense of the amazing potential of VR technology - as a tool to help close sales, as a tactic to grab attention, as a means to bring more foot traffic through your agency door, and much more. Virtual reality technology can be used to engage and ‘wow’ clients, and we want agents to benefit from this technological development, bringing more to your clients that online booking websites can’t.
As the whirlwind of winter/spring tradeshows comes to a close, I am faced with a mountain of business cards on my desk. Each of these cards represents a chat with an industry friend or the making of a new industry acquaintance.
For years, the tourism industry organizations in the Caribbean have been working to market the Caribbean as one region connected by a common sea. The idea is to create awareness of the Caribbean as a region to draw potential worldwide travelers. And, while it is true that a united effort can accomplish much more than a fragmented approach to enhancing awareness of the region as whole, this strategy can also backfire when certain parts of that region are faced with adversity.
Understanding why your customer wants to travel is equally, if not more important than knowing where they want to go. This was a common theme at two of the year’s best conferences, that JAX FAX attended in December. During the USTOA Annual Conference, the results of a recently completed project exploring the reasons people travel were announced. Also, at the Signature Travel Annual Sales Conference, generation research expert Jason Dorsey explained to a packed house how different age groups perceive the process of vacation planning.