A A A A A A A ( 493350799 )p104~P109 ( 494350580 )P110~P115 ( 494351667 ) P116~P121 ( 494350881 )P122~P126 ( 494350823 )P127~P132 ( 494350645 ) P133~P138 ( 494350857 ) P139~P144

P104

------- FORMER EDITOR THE FREE PRESS 1986ppt

(Bringing Travelers and Tourism Service Suppliers Together)

(CHAPTER OUTLINE)

P105 1 One Stop Does It All 2 Introduction 3 Serving Traveler Needs 4 Why Use Intermediaries 5 One Level Direct Distribution Channels 6 Two Level Distribution Channels (1) Travel Agencies (2) Improving Service Delivery through Cooperative Systems 7 Three Level Distribution Channels (1) Tours (2) Tour Operators ppt (3) Consolidators and Travel Clubs (4) Meeting Planners

8

Tapping the Power of Dual Distribution 9 Tourism Information Sources and Services 10 Selling Adds a Personal Touch (1) Acquiring Product Knowledge (2) Approaching the Client (3) Qualifying the Client (4) Making the Sales Presentation (5) Closing the Sale (6) Following Up (7) Building Relationships 11 Summary 12 You Decide 13 Net Tour

ppt

14 15 16 17 18

Discussion Questions Applying The Concepts Glossary References Readings

P105

21 : When Meeting Planners Go the Extra Mile 21st Century Travel :Looking Ahead Agents Expect to Be Viable in the New Centuryppt

Glossary-11 Airlines Reporting Corporation (ARC)

2

All-inclusive

( )

3

Call centers Caps

24/7

4 ( ) 5 Commissions

6 computer reservation systems (CRSs)

7

Glossary-2 Consolidators

8 Consortium

9

Domestic independent tour (DIT)

10 11 12

Escorted tour Familiarization trips Foreign independent tour (FIT)

fams fam ) , ( )

Glossary-313 Franchise Global distribution systems

14 (GDSs) 15

Ground transfers Hosted tour Independent tour

16 17 18

Intermediary

Glossary-419 Itinerary 20 Mark-up

21 Meeting planner

22 Missionary sales

23 24

One-level distribution channels

Overrides

Glossary-525 Personal selling

26 Receptive service operator (RSO)

27 Three-level distribution channels

28 Tour

29 Tour operator

Glossary-630 Tour package

31 Travel agent

32 Travel clubs

33

Two-level distribution channels

2. 3. 4. 5. 6. 7.

(LEARNING OBJECTIVES)P105

: ppt

(ONE STOP DOES IT ALL ! ) P106

Kristin Kristin (familarization trips) Kristin ppt

(INTRODUCTION)

P106

1.2 ppt

(SERVING TRAVELER NEEDS)p107

EX:

(all-inclusive) 4.1 ppt

(WHY USE INTERMEDIARIES)p108

1. 2. 3. 4. 5. / 6. ppt

7. 8. 9. 10. ppt

(One-level distribution channels ) (One-level distribution channels )

P.109

(One-level distribution channels )

P.110

1. 2.

P .11 ( Two -l eve l d is tr ibutio n c hannels ) 0

( T wo -l eve l dis tr ib utio n c hannels )

( Two -l eve l d is tr ibutio n channels )

P.110

( Travel Agents ) ( Improving Service Delivery though Cooperative Systems )

( Travel a ge nts )

P.110

( Travel agents )

( Travel a ge nts )

P.111

1. Expedia 2. Travelocity 3. Orbitz 4.2

P.111 ( )

4.2

( Travel a ge nts )

P.111

1. ( commission ) 2 . ( mark-up )

( Travel a ge nts ) (Itinerary)

P.112

( Travel a ge nts )

P.112

(Tour package)

4.1 1.

P.113

40% ( )

2.

3. ( )

4. ( ) 5. 6.

P.113

P.113

7.

8.

P.113

9.

Pri ce lin e . Tr av elo ci ty

( Travel a ge nts )

P.112

4.2

4. 21.

P.114

(What are your qualifications?) 2. (What are your relationships with specific industry members?) 3. (What will you charge and what will I receive for your fee?) 4. (What are your phone numbers?)

1.

(What are your qualifications?)

P.114

?

2.

(What are your relationships with specific industry members?)

P.114

3.

(What will you charge and what will I receive for your fee?)

P.114

P.114

4.

(What are your phone numbers?) Loftus, Margaret 2003).18. p

4.3

P.114

1. 2. 50 75 3. 10 15 4. , 24 5. 25% 2004, 5 ). p.24. 1,000 250 )

( Travel a ge nts )

P.113

1. 2. 1. 2.

( Travel a ge nts ) * ~ * ~ ( 4.4)

P.115

4.4 (Travel Agents Changing Role) : SPA.

(Improving Service Delivery through Cooperative Systems)P116

1. (GDSs) 2. (CRSs) 3. (ARC)

P117 (Three-Level Distribution Channels)

,

P118

1. (Tours) 2. (Tour Operators) 3. (Meeting Planners)

(Tours)-1

P117

USTOA

(Tours)-2

P118

1. (Independent tour) 2. (FIT)/ (DIT) (Foreign /domestic independent tour) 3. (Hosted tour) 4. (Escorted tour)

(Why would a traveler prefer to purchase a tour package rather than buy from individual tourism suppliers? ) P118

1. (Convenience) 2. (One-stop shopping ) 3. (Cost savings ) 4. (Special treatment ) 5. (Worry-free )

@ Kin dersle y

(Tour Operators)P119

"

4.5 2. Abercrombie & Kent International 3. Gogo Worldwide Vacations 4. Certified Vacations 5. Holland America Line- Westours 6. Collette Travel Service 7. Japan & Orient Tours 8. Dertravel Services 9. Tauck Tours 10. Globus & Cosmos 11. Trafalgar Tours/Contiki Holidays

Abercrombie & Kent International

http://www.abercrombiekent.com/

Gogo Worldwide Vacations

http://www.gogowwv.com/Home/DefaultLogin.asp

Certified Vacations

http://www.certifiedvacations.com/

(Consolidators and travel clubs )

(Meeting Planner)P121

828

Table 4.6 A Small Sample of Decisions Made by P.122 Meeting Planners

.How many people will attend the meeting? ? .What city of destination will you choose to host the meeting? ? .What types of transportation services will clients need? ? .What types of food functions must be planned? ?

1.Meeting catering 2.Reception catering 3.Event/program catering / 4.Banquet catering 5.Festival catering 6.Cocktail receptions

p.122

P.122

. What types of support services will be needed? ? 1.Message and paging service 2.Welcome banners 3.Registration assistance 4.Welcome packets 5.Room blueprints

.What types of facilities equipment and p122 supplies will be needed? ?1. High ceilings(for projections) ( ) 2. Light controls in each space 3. Variety in table size 4. Overhead projection 5. Flip charts 6. Portable computer stations 7. Teleconferencing 8. Simultaneous translation 9. Projection screens 10. Overhead computer panels 11. Video conferencing

.What types of activities need to be planned outside of meeting times? p122 ? 1.Tennis 2. Horseback riding 3. Golf 4. Shopping 5. Sightseeing 6. Tours

FYI Trip-Cancellation and Trip-Insurance

p.123

: : :

-TAPPING THE POWER OF DUAL DISTRIBUTION

P.123

1. Direct channel using Carnivals Internet site 2. Direct channel using mall locations 3. Indirect channel using traditional travel agents 4. Indirect channel using Internet-based cruise-only agents

P.123

5. Indirect channel using last-minute fire sale agencies to fill cabins close to sailing dates

-TOURISM INFORMATION SOURCES ANDSERVICES

P.123

GDSs ,

p125

( fams fam trips) FAM trip : 1. 2. ( ) ( ......)

The Internet: Its Not One-Stop Shopping p124 :

(Expedia Travelocity Orbit ) / /

-SELLING ADDS THE PERSONAL TOUCH 1 Acquiring Product Knowledge 2 Approaching the Client

P125

3 Qualifying the Client 4 Making the Sales Presentation

-SELLING ADDS THE PERSONAL TOUCH p125

1.Acquiring Product Knowledge p126

2.Approaching the Client

3.Qualifying the Client p126

4.Making the Sales Presentation p126

DVD

5.Closing the sale

P127

CASE 4.7

4.7

6.Following up ( )

7.Building relationships

, . .