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WHAT IS WRONG WITH TRAVEL AGENTS?

I have been reading lately from both the travel media and Expedia about their travel agent sign up program. The new program, like most travel affiliation programs, provide commission levels that aren't fit even for an MLM referral travel agent. I cannot understand why any travel agent professional would even consider signing up for these ridiculous programs. There are plenty of travel agent booking sites that are available that offer fair commissions. What is even worse, some of these affiliation sites do not require you to have any travel agent credentials. In addition, these same affiliation sites, especially the mega online agency programs, will probably capture( steal) your clients as you book them.

My word of advice to the travel agent professional is that they stop holding the hand that keeps on slapping them down. They really need to avoid working with those suppliers who will steal your clients, play games with your commissions and are not really interested in anything that recognizes you as a travel agent professional. I avoid doing business with those who have bitten me at least once. For example, Delta Airlines who was instrumental in eliminating your commissions has Delta Airline Vacations. The only reason for anyone doing business with these people and the others like them is because you are trying to serve your client's needs, which must come first. Otherwise, seek out alternative suppliers who haven't hurt you in the past.

Why not send a letter or email to your cruise line President asking him or her to be transparent with their "Non-Commissioned Fares" (NCFS). It's really not a big deal for the cruise lines to be honest about this. Why not report on Facebook or other social websites, suppliers who have wronged you if you can substantiate it. The bottom line is if travel agents continue to "let things slide" because they feel they can't fight the "big guys" are doing an injustice to themselves and their fellow travel professionals.

I know being pro-active as a travel professional can make a difference in the long run. I know my rhetoric over the years has made some differences. Can you imagine if a couple thousand of us became more active? It would make a difference

WHEN ARE THE CRUISE LINES GOING TO EXPLAIN THE NCF?

In this age of ever more demanding transparency, why do cruise line executives continue to evade providing straight explanations concerning "non- commissioned fares" a/k/a NCFs. We have not really heard anything substantial from the cruise lines regarding this very controversial subject. Some travel agents believe the NCF's are just another way to reduce agent commissions. Cruise line executives prefer to avoid the discussion and change the subject when asked. Rick Sasso, President of MSC cruises recently stated "Instead of wasting energy focusing on NCFs, retailers would be well advised to focus on selling more cruises to increase their compensation." Travel Agents have a history of "turning their cheek" when it comes to responding to this kind of insulting rhetoric.

What is the real answer? Is it all about a segment of the travel industry continuing to "screw" the travel agents or is it just about corporate policy determining that using the NCF is needed to earn a profit for the cruise line by reducing agent commissions or burying unexpected expenses and asking travel agents to pay for it.? Why the need to play games? Is it that the cruise lines don't want to be as direct in reducing and then eliminating commissions as the airlines did in the 90's? Is this just a different approach to eventually ending in the same result?

Travel agents have always been a patsy for many suppliers. First the airlines and more recently the cruise lines. I personally believe this will always be the case until the travel agents stop their petty bickering and shortsighted "what's in it for me" attitude and join together and create their own voice in this industry. It's one good reason to become a member of STARS. The suppliers have their CLIA for cruise lines and USTOA for the major tour operators. What do the travel agents have? No one!

I would love to hear more from reasonable cruise line executives and travel agents concerning this subject. I recently attended the Cruise World conference where they had a panel of cruise line Presidents. The NCF question was asked very sheepishly and only Rick Sasso responded. RCL and NCL remained mute. Mr. Sasso's response was one we have always heard. A bunch of unknown or extraordinary expenses that cruise lines can't or won't account for. Doesn't everyone in business incur these types of expenses? Is it just a "slush" fund to account for expenses that should have been budgeted in the first? I believe it all should be brought out into the open. Is the NCF just a ruse or is there legitimate reasons why it is there?

Why not turn the NCF problem over to CLIA to properly explain to travel agents. The cruise line executives are doing a terrible job of it and are putting their sales people in embarassing positions trying to explain it, when they are not sure either. There's a simple answer to the NCF misuse. Allow travel agents to add an additional commission when making a booking online.

I would like to continue this conversation and would like your input. Please send comments to [email protected].