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Make this your year to sell more cruises and increase profits. You can do so by learning as much as you can about cruises and perfecting your sales and marketing skills! On the next few pages, we feature our catalog of cruise products – everything from important resources and reference materials to direct mail products, marketing materials, and much more. Just consider this a toolbox to tweak and enhance your marketing and selling skills. Each one of the products in this catalog has been exclusively designed for CLIA to help you, our member agents, reach incredible sales success!
CLIA Products To Sell More Cruises
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CLIA’s comprehensive collection of training DVDs is priced to fit any budget. These DVDs cover topics helpful in improving cruise sales, ranging from geography to effective motivational and selling techniques. Select any of the following titles:
CLIA DVD TrainingImprove Your Sales!
BUILDINGYOURBRAND How can you not just succeed, but stand
out in today’s travel marketplace? By building your brand.
In this CLIA DVD, Dr. Marc Mancini will show you how to discover, design, maintain and market a distinct and compelling identity for yourself and/or your agency. You’ll learn how to leverage your unique skills, craft a consistent image and tell your “brand story” in a way that will set you apart from your competitors and take you to a higher level of profitability, professionalism and success.
CLIA’SGUIDETOESCORTINGGROUPSIn this DVD, Dr. Marc Mancini (who began in the industry as a tour conductor) takes you on an insightful and often amusing exploration of what it takes to operate a successful cruise group departure. (65 minutes)
CLIA’STECHTIPS:MAKINGTODAY’STECHNOLOGYWORKFORYOU
E-mail has become a powerful marketing tool for selling travel. In this DVD, Dr. Marc Mancini will share with you five ways to get people to open your e-mail promotion; seven strategies to make your e-mail especially effective; and ways to get the most out of your Internet searches. If you’re already knowledgeable about technology, it’ll be a good refresher course – and you may learn a few new things, too. If you feel a bit technologically challenged, this DVD will teach you plenty. (26 minutes)
CLOSINGTHECRUISESALEThis CLIA DVD reviews the most popular closing strategies to get your clients to make the final commitment to buy. You’ll learn how to recognize when a client is ready to buy. As a bonus, there’s a chance to share your own favorite closing techniques and maybe even win a prize. (35 minutes)
SINGLEDVD$19.95(non-memberprice$29.95)
ANY2DVDsFOR$29.95(non-memberprice$49.95)
ANY5DVDsFOR$59.95(non-memberprice$99.95)
ANY10DVDsFOR$99.95(non-memberprice$149.95)
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CONVERTINGLANDLOCKEDVACATIONERSINTOCRUISEVACATIONERSThis DVD will explain ways to break down the wall of resistance, examine common misconceptions, provide solutions for getting past barriers, and identify the five types of non-cruisers and ways to reach them. It is estimated that there are 22 million prospects on the verge of taking a cruise just waiting for you to persuade them. (30 minutes)
CRUISING…KNOWINGTHEWORLDYOUSELLDr. Marc Mancini, leading travel educator and speaker shows you some of the world’s great cruise destinations – the Caribbean, Alaska, Europe, Asia, the Pacific, South America, and Mexico – and shares insights on the best way to sell them. Presented in a lively news broadcast format. (70 minutes)
DELIVERINGGREATSERVICERecent consumer surveys have verified what we’ve all suspected: great service is becoming an increasingly rare commodity. But as with anything rare, consumers want, even treasure, service excellence. And many now are willing to pay extra for it. In this DVD, Dr. Marc Mancini reveals the five emotional needs that any service-related travel business should address. He’ll share with you the 10 standards of excellence that the most successful service providers follow; which communication skills can best enhance your service efforts; how the luxury market is built on service excellence; what you must do to turn yourself into a brand; and how technology can help you provide even greater service to your clients. (35 minutes)
EFFECTIVEDIRECTMAILTECHNIQUESThis DVD reveals the success strategies used by the pros. Learn how to build or obtain databases, apply the seven “C’s” of great copywriting to all of your mailings, and make potential clients notice your mailer above the rest. Join Dr. Marc Mancini and discover what direct mail is all about. (20 minutes)
INTRODUCTIONTOSUCCESSFULCRUISESELLING-2NDEDITIONA must-see for anyone involved in cruise sales, particularly new retail agents. This DVD includes elements of the cruise vacation, effective sales techniques, insights from clients, do’s and don’ts, tips for turning the reservation process into a sales opportunity and using brochures to close a sale. (35 minutes)
MARKETINGYOURAGENCYONTHEINTERNETIn this DVD, Dr. Marc Mancini shows you how to make the Internet a powerful ally for your agency in the travel marketplace. You’ll learn what will set you apart from your competition, the essential “e-strategies” for web-based success, how to tailor e-marketing for cruise sales, and gain valuable insight from Internet professionals. (25 minutes)
PRINCIPLESOFPROFESSIONALSELLING–2NDEDITIONThis DVD focuses on the essential sales skills that need to be learned and practiced with every client. Subjects covered include – the five essential steps of the sale, turning features into benefits, and tips to refine your telephone sales skills. (35 minutes)
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These DVDs can earn you 10 credits toward CLIA’s Certification program.Learn, enjoy, and watch your profits grow,
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PROFITINGFROMTHEPOWEROFGROUPSAsk any cruise line executive what marks the most successful agents and the probable response will be “Groups.” In this updated video, Dr. Marc Mancini, along with industry experts, will take you on an exploration of the who, what, where, how and why of marketing and selling groups.
You’ll learn the 10 reasons why people opt to travel as part of a group and how this knowledge can help you close the sale. You’ll discover what most group travelers have in common, how and where to find them, what kind of support you can expect from cruise line representatives and how your groups timeline and activities should ideally unfold. (Approximately 40 minutes)
SECRETSOFSUCCESS:10STRATEGIESTOINCREASEYOURPROFITABILITYWhat do top-producing sellers of travel do to enhance their profitability? In this DVD, Dr. Marc Mancini will take you on a discovery of 10 easy-to-apply secrets to success, including dozens of practical tips that pacesetting travel agents will share with you. You’ll especially learn how new technologies can assist you with even the most personal of your sales and service skills. (40 minutes)
SELLINGCRUISESASAHOME-BASEDAGENTYou’ll discover the seven advantages of working from home and the five biggest challenges. Gain insider tips on how to satisfy government requirements, work with suppliers, learn new technologies and how to maintain an efficient home office. (30 minutes)
SELLINGSPECIALINTERESTS/NICHECRUISING
Perhapsthefastestgrowingsegmentoftravelisspecialinterestcruising–andnicheclientsarebecomingamajorprofitcenter.Findouthowtoadjustyoursalestotheneedsoffamilies,luxuryseekers,learningenthusiasts,adventurers,andhoney-mooners.You’llalsolearnaboutthefivegenerationsthatbuytravelandwhateachseeksinacruisevacationexperience.Nichesalescanenhanceyourbottom-line–orserveasyourcorestrategy.Findouthowandwhy.(30minutes)
TURNYOURAGENCYINTOACRUISEVACATIONSTORELearn simple, effective strategies to transform your agency into “Cruise Vacation Central.” Learn to use your agency’s existing resources (such as business cards, stationery, promotional pieces, and even office layout) to reach your cruising market with the impact that gets results. Find out the best ways to tell the right people that your agency is the place to book a cruise. (20 minutes)
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SINGLEDVD$19.95(non-memberprice$29.95)
ANY2DVDsFOR$29.95(non-memberprice$49.95)
ANY5DVDsFOR$59.95(non-memberprice$99.95)
ANY10DVDsFOR$99.95(non-memberprice$149.95)
These DVDs can earn you 10 credits toward CLIA’s Certification program.Learn, enjoy, and watch your profits grow,
CLIA DVD TrainingImprove Your Sales!
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#06B
Direct Mail and Promotional Materials
A.LetterheadUse promotional letterhead to personalize or imprint and send to your clients. Invite them to a cruise event or let them know that new cruise products are in. (8.5" x 11") $2.00 per pack of 25 – FREE pack for every 3 purchased
B.StickersReinforce your cruise message at every opportunity and remind clients that you’re a cruise vacation expert. (2.75" x 1.25") (50/roll) $1.00 per roll
C&D.FlyerShellsandPostcardsThese pre-printed shells allow you to send out a great looking marketing piece without spending countless dollars and time. Simply run shells or postcards through your printer, or take them to a copy shop. Then pop them in the mail. Postcards and Flyer shells are an extremely eye-catching way to drive business through your agency’s door. (8.5" x 11" flyer shell; 5" x 7" postcard) FREEPACKFOREVERY3PURCHASED:• FlyerShells,$2.00perpackof25• Postcards,$1.50perpackof25
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Resources & Reference Materials E.2012CLIACruiseManualCD-ROMAn easy-to-use reference manual with complete information on member line’s ships, on-board activities, worldwide port descriptions, sales policies, links to ship deck plans, and more. Endorsed by agents everywhere as the best cruise sales reference source. CLIAMember$29.95;Non-CLIA$59.95
F.CruisingQ&A–AnswerstoFrequentlyAskedQuestions
When new prospects need convincing, hand them a copy of our “Cruising Q&A” brochure. It’s full of answers to typical questions and will help turn doubts into eager anticipation. Look for your free samples in your 2012 membership kit. CLIAMember$16.00perpackof50(minimum)Non-CLIA$25.00perpackof50(minimum)
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Custom-Imprinted Promotional Products From Crestline Specialties, Inc. – a CLIA Preferred Partner Benefit
Crestline Specialties, Inc. promotional products are a great way to complement your cruise sales. Clients will love our fun, useful products that keep your agency top-of-mind.
All pricing below includes one-color imprint in standard location. Smaller quantities available on some items; call for details. For complete product information, pricing, and to order any of these and other promotional items, visit the The Travel Agent Center of www.cruising.org and click into the “Tools To Use” section. If you’d like to place your order by phone, call Mike Randall at 800-925-0171, ext. 2768 or you can e-mail him at [email protected].
A.DocumentHolderBusiness travelers appreciate this zippered travel case which organizes tickets, passport, credit cards, business cards and ID. Black simulated leather cover material with pen loop (pen not included) offers a very professional look and appeal. Dimensions: 5.25"L x 10.25"H x 0.75"W. Minimum quantity: 25Cost each: $9.25 $55 set-up charge.
B.InlineLunchCoolerThis sporty colorful cooler is great for any outing. Features include Velcro closure and front pocket along with a side mesh pocket for water bottle (water bottle not included). The grab handle allows for easy carrying. This product is kid-friendly/CPSIA compliant. Available in black, blue, red, or apple green. Dimensions: 7"L x 9"H x 4"W. Minimum quantity: 50Cost each: $4.25 $55 set-up charge.
C.BeachBallStressRelieverClients can relax with this 2.75" diameter beach ball stress reliever available in red/white/blue. 1.5" diameter imprint area. Minimum quantity: 150 Cost each: $1.75 $50 set-up charge.
D.Captain’sBoatBagAlways in demand, these all-purpose carry-alls are value priced and well made of durable cotton canvas with snap closure, open front pocket, cotton-bound inner seams, and colored bottom and handles. 18"L x 14"H x 7"W. Minimum quantity: 25 Cost each: $8.75 $55 set-up charge.
J.WalkingEnthusiastKitKit comes with pedometer and 16 oz. water bottle (decoration of water bottle not available). Features reflective piping and webbing for safety. Earphone exit for MP3 player. Design allows it to be worn across body or around waist. 5"L x 10"H x 3"W. Minimum quantity: 25 Cost each: $10.49 $55 set-up charge.
K.LuggageIDTagAchieve global name recognition – send your clients on vacation with imprinted luggage tags! Features a Sof-Touch™ feel, outstanding durability, and a guaranteed permanent imprint in a rainbow of color options (Light Green, Green, Light Blue, Blue, Light Red, Red, Clear, Teal, Orange, Yellow, Smoke, Purple, Pink). 2.25" x 4". Imprint Area: 1.75" x 3.25" (one side). Minimum quantity: 250 Cost each: $0.84 No set-up charge (pricing includes a one-color, one side imprint and includes an ID card inside).
L.PacificaPenPens are always handy and these feature a high-quality jumbo plastic cartridge for long-lasting ink. Exciting bright barrel colors with silver accents that really pop. Impressive thick body design for writing comfort. Black ink only. Translucent colors include orange, green, black, red, and blue. Minimum quantity: 200 Cost each: $0.76 $15 set-up charge.
E.CinchPackHelp your clients carry their important personal items in this value backpack with cinch closure. Features an easy-access storage compartment and dual branding opportunity on the front and back. Made from 210d Nylon. 14.75"L x 16.75"H. Minimum quantity: 150Cost each: $2.75 $55 set-up charge.
F.ColoredHandleToteThis is the ultimate value in natural mid-weight cotton canvas totes. Features 21" reinforced webbed handles and a large imprint area. 15.5"L x 12"H x 4"W. Minimum quantity: 75Cost each: $3.25 $55 set-up charge.
G.CruiseShipStressRelieverA fun little item to keep on a desk! Dimensions: 2" x 4" x 2". Imprint area is 2" x .5" on one side of ship. Minimum quantity: 150 Cost each: $2.04 $50 set-up charge.
H.CustomSunStickGive the gift of sun protection with this 0.55 oz. SPF 30 sun stick. Features easy, no-mess application; non-greasy and fragrance free; PABA-free; non-irritating; water and sweat resistant. Minimum quantity: 50Cost each: $3.25 $75 set-up charge (four-color process imprint).
I.FlipFlopStressRelieverKeep vacations on their mind! Dimensions: 4.375" x 2" x 1". Imprint area is .75" x 2" top. Minimum quantity: 150 Cost each: $2.00 $50 set-up charge.
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M.RegattaRaceToteClients will stay organized on the go with this sporty, eye-catching tote that features a pen loop (pen not included) on front for easy access; a large main compartment with zippered closure; and an interior organizer for pens, MP3 player, and business cards. Made from 400d polyester. Dimensions: 17.5"L x 14"H x 3"W. Minimum quantity: 50 Cost each: $4.95 $55 set-up charge.
N.BelizePenExciting translucent colors with eye-catching push click retractable and matching rubber grip. Blue ink only. Pen available in translucent orange, green, blue, red and purple. Minimum quantity: 250 Cost each: $0.46 $15 set-up charge.
O.SeasideBeachToteA fashionable sling tote with cinch closer that is perfect to carry from the beach to an afternoon of shopping in town. Features removable translucent PVC bag with Velcro closure to keep contents dry and secure (5.5"L x 7"H); front zippered pocket; mesh sides, and metal grommets to help keep sand out. Made from 420d nylon. Dimensions: 11"L x 18.75" H x 6"W. Minimum quantity: 25Cost each: $9.99 $55 set-up charge.
P.SPF30SunscreenonaCarabineer
Your clients will keep their sunscreen handy with this 2 oz. SPF 30 sunscreen that features easy, no-mess application; non-greasy; fragrance free; PABA free, non-irritating; water and sweat resistant. Minimum quantity: 50 Cost each: $5.20 $75 set-up charge. (four-color process imprint).
Q.StarFishStressRelieverBring the beach to their desk with this 4.25" x 4.25" x .625" stress reliever. Imprint area is 1" diameter on top. Available in orange. Minimum quantity: 150 Cost each: $1.85 $50 set-up charge.
R.TropicalJavalinaPenCool tropical colors with uniquely shaped body that fits comfortably in the hand. Stylish and affordable! Available in green, orange, pink, and yellow, all with black accents. Blue and black writing ink available. Minimum quantity: 250 Cost each: $0.48 $15 set-up charge.
S.VinylPhotoAlbumYour clients will think of you every time they look back at their treasured vacation photos. This clear-color vinyl photo album fits 4" x 6" photos and includes 12 clear sleeves holding 24 photos. Front and back lined with plastic panel to protect photos from bending. Available in blue, red, and smoke. Minimum quantity: 150 Cost each: $1.59 $45 set-up charge.
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CLIA Certified Cruise Counsellor Promotional ProductsCLIA offers its Certified Cruise Counsellors more ways than ever to promote their expert status. In addition to the valuable benefits you receive automatically when you achieve Certification as an Accredited, Master, Elite Cruise Counsellor/Elite Cruise Counsellor Scholar or Luxury Cruise Specialist designation (lapel pin, frameable certificate, ad slick, and sample press release), you can order (seefollowingpagetoorder)the following exclusive items:
A.BusinessCardHolderAttractively displays your Certification achievement and keeps your business cards neat and available; high-quality, brass-finish holder with space for us to engrave your name and ACC, MCC, or ECC logo. $17.00 each
B.DeskPlateElegantly states your name and status on a walnut-finish desk accessory crafted of brass and solid wood. We’ll engrave your name and appropriate Cruise Counsellor status (Available in ACC, MCC or ECC logos). $15.00 per plate
C.LapelPins(replacementpinsonly)
Proudly wear your CLIA Accredited, Master, Elite Cruise Counsellor, or Luxury Cruise Specialist enamel pin. You’ve earned it! $5.00 per pin
D.Pen&LetterOpenerSetRetractable pen with rubber grip and matching letter opener. Royal blue with gold accent and gold laser engraving. Available with Elite Cruise Counsellor or Elite Cruise Counsellor Scholar logos. $10.00 each
Order FormPAYMENT INFORMATIONYOUR AGENCY LOCATION’S CLIA ID#
YOUR AGENT MEMBER KEY
YOUR NAME
AGENCY NAME
ADDRESS
CITY
STATE/PROVINCE
ZIP/POSTAL CODE
PHONE NO.
FAX
TYPE OF PAYMENT:
Check (make payable in U.S. funds to CLIA)
Visa MasterCard AMEX
CREDIT CARD NUMBER:
EXP. DATE SECURITY CODE
CARDHOLDER’S NAME
CARDHOLDER’S SIGNATURE
CREDIT CARD BILLING ADDRESS
CITY
STATE/PROVINCE
ZIP/POSTAL CODE
PHONE NO.
FAX OR MAIL BACK COMPLETED ORDER FORMMail to: CLIA
910 SE 17th Street, Suite 400 Fort Lauderdale, FL 33316-2968
or Fax: 754-224-2250
Please allow 4 weeks for delivery. Agency name and address must be the same as listed for the CLIA number given. Otherwise an authorization from your agency must accompany this form to ship to an outside address.
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SALES TRAINING DVDs CLIA NON-CLIA TOTAL PRICING MEMBER PRICING COST
ANY2DVDs Please check appropriate title boxes below $29.95 $49.95
ANY5DVDs Please check appropriate title boxes below $59.95 $99.95
ANY10DVDs Please check appropriate title boxes below $99.95 $149.95
CLIA NON-CLIA TOTAL SINGLE DVD TITLES PRICING MEMBER PRICING QUANTITY COST
BuildingYourBrand*† $19.95 $29.95
CLIA’sGuidetoEscortingGroups $19.95 $29.95
CLIA’sTechTips:MakingToday’s TechnologyWorkforYou $19.95 $29.95
ClosingtheCruiseSale $19.95 $29.95
ConvertingLandlockedVacationers intoCruiseVacationers $19.95 $29.95
Cruising…Knowingthe WorldYouSell* $19.95 $29.95
DeliveringGreatService* $19.95 $29.95
EffectiveDirectMailTechniques $19.95 $29.95
IntroductiontoSuccessful CruiseSelling–2ndedition $19.95 $29.95
MarketingYourAgency ontheInternet $19.95 $29.95
PrinciplesofProfessional Selling–2ndedition $19.95 $29.95
ProfitingfromthePowerofGroups $19.95 $29.95
SecretsofSuccess:10Strategies toIncreaseYourProfitability $19.95 $29.95
SellingCruisesasa Home-BasedAgent $19.95 $29.95
SellingSpecialInterests/ NicheCruising $19.95 $29.95
TurnYourAgencyintoa CruiseVacationStore $19.95 $29.95
* Included in 2012 Agency Membership Kit on one DVD † Included in 2012 Agent Member Kit SUBTOTAL $______________
RESOURCES AND REFERENCE MATERIAL CLIA NON-CLIA TOTAL INV. NO. PRICING MEMBER PRICING QUANTITY COST
2012CLIACruiseManual(CD-ROMVersion) 04X $29.95 $59.95
CruisingQ&A–AnswerstoFrequentlyAskedQuestionsBrochure(50/pack) 05D $16.00 $25.00
SUBTOTAL $______________
CLIA CERTIFIED CRUISE COUNSELLOR PROMOTIONAL PRODUCTS CLIA TOTAL PRICING QUANTITY COST
BusinessCardHolder(3one): ACC MCC ECC $17.00each PleaseprintyournameEXACTLYasitshouldappear:
DeskPlate(3one): ACC MCC ECC $15.00/platePleaseprintyournameEXACTLYasitshouldappear:
LapelPins(3one): ACC MCC ECC LCS $5.00each
PenandLetterOpenerSet: ECC ECCS $10.00each
SUBTOTAL $______________
DIRECT MAIL AND PROMOTIONAL MATERIALS QUANTITY INV. NO. PRICING Donotinclude TOTAL FREEPacks COST
LETTERHEADSHELLS (25/pack) 1FREEFOREVERY3PURCHASED
“Cruising – It’s all about you.” 486 $2.00/pack
“Cruising... Today’s Vacation of Choice.” 00L $2.00/pack
“Good Things Come to Those who Cruise.” 723 $2.00/pack
FLYERSHELLS (25/pack) 1FREEFOREVERY3PURCHASED
“Cruising – It’s all about you.” 491 $2.00/pack
“Cruising – It’s all about family.” 492 $2.00/pack
“Cruising – It’s all about time together.” 493 $2.00/pack
“Cruising – It’s all about enriching your life.” 494 $2.00/pack
“Cruising... Today’s Vacation of Choice.” 00Q $2.00/pack
“Cruising... More Choices to See the World.”00R $2.00/pack
“Cruising... More Choices for Every Celebration.” 00S $2.00/pack
“Cruising... More Choices Abroad and Ashore.” 00T $2.00/pack
“Cruise” (Design #1) 292 $2.00/pack
“Reconnect” 293 $2.00/pack
“Romance” 294 $2.00/pack
“Celebrate” 295 $2.00/pack
“Cruise” (Design #2) 732 $2.00/pack
“Tropical” 733 $2.00/pack
“Alaska” 734 $2.00/pack
“Explore” 735 $2.00/pack
POSTCARDS (10/pack) 1FREEFOREVERY3PURCHASED
“Cruising – It’s all about you.” 487 $1.50/pack
“Cruising – It’s all about family.” 488 $1.50/pack
“Cruising – It’s all about time together.” 489 $1.50/pack
“Cruising – It’s all about enriching your life.” 490 $1.50/pack
“Cruising... Today’s Vacation of Choice.” 00M $1.50/pack
“Cruising... More Choices to See the World.”00N $1.50/pack
“Cruising... More Choices for Every Celebration.” 00O $1.50/pack
“Cruising... More Choices Abroad and Ashore.” 00P $1.50/pack
“You’re Not Dreaming, You’re Cruising.” 288 $1.50/pack
“Reconnect” 289 $1.50/pack
“Romance” 290 $1.50/pack
“Celebrate” 291 $1.50/pack
“Cruise” 728 $1.50/pack
“Tropical” 729 $1.50/pack
“Alaska” 730 $1.50/pack
“Explore” 731 $1.50/pack
STICKERS (50/roll)
“You Haven’t Lived Until You’ve Cruised.” (Design #1) 482 $1.00/roll
“You Haven’t Lived Until You’ve Cruised.” (Design #2) 282 $1.00/roll
“You Haven’t Lived Until You’ve Cruised.” (Design #3) 06B $1.00/roll
PricesaresubjecttochangeSUBTOTAL $________________
TOTAL$___________
Add6%Floridasalestaxifapplicable$___________
CanadianordersaddPSTand7%GST$___________
Postageandhandling(seechart)$________________
TOTAL PAYMENT $________________
Order FormPAYMENT INFORMATIONYOUR AGENCY LOCATION’S CLIA ID#
YOUR AGENT MEMBER KEY
YOUR NAME
AGENCY NAME
ADDRESS
CITY
STATE/PROVINCE
ZIP/POSTAL CODE
PHONE NO.
FAX
TYPE OF PAYMENT:
Check (make payable in U.S. funds to CLIA)
Visa MasterCard AMEX
CREDIT CARD NUMBER:
EXP. DATE SECURITY CODE
CARDHOLDER’S NAME
CARDHOLDER’S SIGNATURE
CREDIT CARD BILLING ADDRESS
CITY
STATE/PROVINCE
ZIP/POSTAL CODE
PHONE NO.
POSTAGEANDHANDLINGCHARGES
ORDER TOTAL ..POSTAGE$0-25.............$10.00$26-50.......... $12.00$51-100......... $15.00
ORDER TOTAL ..POSTAGE$101-200....... $21.00$201-400.... $28.00$400+............. $33.00
