High Season Space

High Season SpaceHigh Season Space

Is it worth it?Is it worth it?

High Space HeadachesHigh Space Headaches

PricePrice- fares are 2 to 3 times higher- fares are 2 to 3 times higher

AvailabilityAvailability- discounted fares are sold out- discounted fares are sold out

TimeTime- more leads and more time spent- more leads and more time spent

Rate DeskRate Desk -we don’t look for availability -we don’t look for availability

I Time HeadacheI Time Headache

ProblemProblem: Your e-mail is full, phone won’t : Your e-mail is full, phone won’t stop wringing, can’t get back to anyone stop wringing, can’t get back to anyone and you’re constantly working late. You and you’re constantly working late. You thought you’d have some time this thought you’d have some time this morning, but then someone scheduled a morning, but then someone scheduled a stupid meeting!stupid meeting!

SolutionSolution: Before you begin a new trip ask:: Before you begin a new trip ask: Is this going to sell?Is this going to sell? How much time is this going to take?How much time is this going to take? How much can I potentially make?How much can I potentially make? How much can I potentially lose?How much can I potentially lose?

1.Is this going to sell?1.Is this going to sell?

US originatingUS originating Round the worldsRound the worlds MSI’sMSI’s TYO originatingTYO originating Europe originatingEurope originating Net faresNet fares Serious paxSerious pax

OZ/NZ originatingOZ/NZ originating LON originatingLON originating India/SE Asia organIndia/SE Asia organ ARCARC Africa originatingAfrica originating S. America originS. America origin Shoppers/Shoppers/

cheapskates/Time cheapskates/Time wasterswasters

Business classBusiness class Roundtrips?Roundtrips?

2.How much time is this going to 2.How much time is this going to take? – the Bandits- $20/hrtake? – the Bandits- $20/hr

Waiting for vendor answers- 2 days/$320Waiting for vendor answers- 2 days/$320 Client changes- 3 hours?/$60Client changes- 3 hours?/$60 Last minute Ops nightmares- 2 hour/$80Last minute Ops nightmares- 2 hour/$80 Sending to the rate desk-2 days/$320Sending to the rate desk-2 days/$320 Looking for space-2hours?/$40Looking for space-2hours?/$40 Total time lost-4 days, 4 hoursTotal time lost-4 days, 4 hours Total price due to time- $820Total price due to time- $820

How much time is this going to take How much time is this going to take – the heroes!– the heroes!

Pricing with verified fares -2 Pricing with verified fares -2 minutes/$1minutes/$1

Steering Clients- 30 minutes/$10Steering Clients- 30 minutes/$10 Rating yourself – 30 minutes/$10Rating yourself – 30 minutes/$10 Knowing where to look for space-1 Knowing where to look for space-1

hour/$20hour/$20 2 hours, 2 minutes2 hours, 2 minutes Total money lost - $45Total money lost - $45

What do we learn from time?What do we learn from time?

It’s everywhere- every time you start It’s everywhere- every time you start working with a client, you are being working with a client, you are being charged by time. If you sell that lead, you charged by time. If you sell that lead, you still must deduct how much you owe to still must deduct how much you owe to time. time.

It’s precious- don’t waste it on people who It’s precious- don’t waste it on people who have little chance of buying. Always ask have little chance of buying. Always ask yourself- how much time is this going to yourself- how much time is this going to take? How much do I stand to make or take? How much do I stand to make or lose?lose?






II Price HeadacheII Price Headache

ProblemProblem-- Expectations of PriceExpectations of Price vsvs Realizations of PriceRealizations of Price

ExpectationExpectation – the high estimate on trip – the high estimate on trip planner is close to what this trip will costplanner is close to what this trip will cost

RealizationRealization-often the final price will 2 to 3 -often the final price will 2 to 3 times as much the highest trip planner times as much the highest trip planner estimateestimate

ActionAction: Prepare your clients-if they have : Prepare your clients-if they have low budgets, remind them of when they low budgets, remind them of when they are traveling. If price is too high, maybe are traveling. If price is too high, maybe they can go later in the year, or shorten they can go later in the year, or shorten their triptheir trip

ExpectationExpectation- if I switch my days around, - if I switch my days around, the price will be much cheaperthe price will be much cheaper

RealizationRealization- there are weeks at a time - there are weeks at a time where there is no space. Especially to where there is no space. Especially to places like Africa, Europe and Indiaplaces like Africa, Europe and India

ActionAction: drastic prices call for drastic : drastic prices call for drastic measures: is pax willing to fly into measures: is pax willing to fly into different cities; ie BRU instead of AMS. Are different cities; ie BRU instead of AMS. Are they willing to cut out entire continents, ie. they willing to cut out entire continents, ie. Africa?Africa?

Pricing tipPricing tip

Aim High- when sending an estimate, Aim High- when sending an estimate, where you haven’t checked space, where you haven’t checked space, keep margins high, maybe even keep margins high, maybe even higher than usual because you know higher than usual because you know you will not be able to find space.you will not be able to find space.

Price conclusionsPrice conclusions

There’s little you can do about prices in There’s little you can do about prices in high season. It’s not your fault someone high season. It’s not your fault someone has waited to the last minute, airlines has waited to the last minute, airlines have raised their fares, or space is gone. have raised their fares, or space is gone. Don’t get hung up a client who is haggling Don’t get hung up a client who is haggling over price.over price.

The more you can qualify your clients The more you can qualify your clients about budget, and flexibility the more their about budget, and flexibility the more their expectations will meet the realizations.expectations will meet the realizations.






III AvailabilityIII Availability

ProblemProblem: You’ve decided this client is : You’ve decided this client is worth spending your valuable time worth spending your valuable time on. He’s comfortable with the price on. He’s comfortable with the price you’ve estimated for a high season you’ve estimated for a high season trip, but now you can’t find jack crap trip, but now you can’t find jack crap on any of the options in filemakeron any of the options in filemaker

SolutionSolution: use your knowledge as a : use your knowledge as a travel professional to get this person travel professional to get this person space where no one else can find it.space where no one else can find it.

Let’s RapLet’s RapAtlantic crossingsAtlantic crossings

Obscure, unique, creative, available optionsObscure, unique, creative, available options AI AIRTREKS- NYC-LON/PAR CHI-LON/FRA LAX-AI AIRTREKS- NYC-LON/PAR CHI-LON/FRA LAX-

FRA – up sells to B class / free add-ons in Germ.FRA – up sells to B class / free add-ons in Germ. AF MILL RUN- auto-prices; fares up to H class, AF MILL RUN- auto-prices; fares up to H class,

allows double open jawallows double open jaw EK AIRTREKS- HAM-NYC vv $482 one-way*****EK AIRTREKS- HAM-NYC vv $482 one-way***** VS ATC – CHI/NYC/MIA/LAX/LAS/SFO/MCOVS ATC – CHI/NYC/MIA/LAX/LAS/SFO/MCO NZ C&H – LAX-LON up sells to B classNZ C&H – LAX-LON up sells to B class SW AVIAREPS- ex- FRA only to WDH/JNB/CPT SW AVIAREPS- ex- FRA only to WDH/JNB/CPT TN PICASSO- LAX-PAR up to H classTN PICASSO- LAX-PAR up to H class CX AIRTREKS-SFO/LAX- JNB 007 up sells to HCX AIRTREKS-SFO/LAX- JNB 007 up sells to H

tiptip

Avoid Europe connections: use non stop flightsAvoid Europe connections: use non stop flights DL MILL RUN- ATL-JNB auto pricesDL MILL RUN- ATL-JNB auto prices SA MILL RUN –NYC/WAS-JNB from websiteSA MILL RUN –NYC/WAS-JNB from website TK MILL RUN –NYC-ISTTK MILL RUN –NYC-IST MS ARC – NYC-CAIMS ARC – NYC-CAI RJ ARC- NYC/CHI-AMMRJ ARC- NYC/CHI-AMM LY TMG –NYC/MIA/LAX-TLVLY TMG –NYC/MIA/LAX-TLV EK AIRTREKS –NYC-DXBEK AIRTREKS –NYC-DXB

TipTip

Use Second Tier international hubsUse Second Tier international hubs VS ATC MIA/MCO JFK/EWR LAX/LASVS ATC MIA/MCO JFK/EWR LAX/LAS DL MILL RUN- ATL/CVG PAR/BRU LON/MAN DL MILL RUN- ATL/CVG PAR/BRU LON/MAN

FRA/MUC ROM/MILFRA/MUC ROM/MIL US MILL RUN- MAD/LIS LON/MAN ROM/MIL US MILL RUN- MAD/LIS LON/MAN ROM/MIL

PAR/BRUPAR/BRU UA MILL RUN –FRA/ZRHUA MILL RUN –FRA/ZRH NW MILL RUN- Any Airline – NYC-LON roundtrip NW MILL RUN- Any Airline – NYC-LON roundtrip

$500 MSP-DTW/MEM SFO/SEA$500 MSP-DTW/MEM SFO/SEA AA MILL RUN- NYC-CHI/MIA PAR/BRUAA MILL RUN- NYC-CHI/MIA PAR/BRU ARC fares from DUB/BRU –USAARC fares from DUB/BRU –USA ARC fares – NYC-LON roundtrip $500ARC fares – NYC-LON roundtrip $500

Pacific crossingPacific crossing

Obscure, unique, creative, availableObscure, unique, creative, available CX –AIRTREKS, up sells to H, get creativeCX –AIRTREKS, up sells to H, get creative

Ex. MIA-TYO-HKG // CX 701 after Aug 18Ex. MIA-TYO-HKG // CX 701 after Aug 18 NH- C&H w&g class WAS/HNL-SGN/SHA and TYO NH- C&H w&g class WAS/HNL-SGN/SHA and TYO

And inbounds from Asia to USAAnd inbounds from Asia to USA UA C&H – better availability than NWUA C&H – better availability than NW CA C&H –up sells to every class and inboundsCA C&H –up sells to every class and inbounds MH ARC (5%)- usually good space, esp. to DELMH ARC (5%)- usually good space, esp. to DEL

tiptip

Use your CRS toolsUse your CRS tools AD12JUNSFOATH/XSEAAD12JUNSFOATH/XSEA AD12JUNWASHKG/AUA/CHAD12JUNWASHKG/AUA/CH ACL1 – change to direct accessACL1 – change to direct access

Asia to Europe and vvAsia to Europe and vv

CX-LON/FRA/AMS/PAR/ROM/BKK/SIN/KUL/PEN/CX-LON/FRA/AMS/PAR/ROM/BKK/SIN/KUL/PEN/JKT/SUB/DPSJKT/SUB/DPS

007 up sells to H007 up sells to H TG-AIRTREKS-MAD/ROM/FRA/MUC/CPH/STO/PAR/TG-AIRTREKS-MAD/ROM/FRA/MUC/CPH/STO/PAR/

MIL/ZRH/LONMIL/ZRH/LON KL TMG –up sells all the way MKL TMG –up sells all the way M LT-ARC DUS-BKKLT-ARC DUS-BKK MU-Concorde – PEK/SHA-FRA/PAR/LONMU-Concorde – PEK/SHA-FRA/PAR/LON

Availability ConclusionsAvailability Conclusions

Try using non-stop flightsTry using non-stop flights Try checking from second tier hubs/get creativeTry checking from second tier hubs/get creative Try using one of our many unique contractsTry using one of our many unique contracts Even with your best efforts, there will come a day Even with your best efforts, there will come a day

in the not so distant future, when all the in the not so distant future, when all the discounted net fare space will be gone for your discounted net fare space will be gone for your client. Don’t fear. There is always published. client. Don’t fear. There is always published. When you’ve exhausted all other options, book When you’ve exhausted all other options, book anything in Amadeus, price it and FXC itanything in Amadeus, price it and FXC it






III Rate Desk/Sales relationshipIII Rate Desk/Sales relationship Problem: Agents get busy, send a lot of trips to Problem: Agents get busy, send a lot of trips to

the rate desk, which makes the rate desk busy, the rate desk, which makes the rate desk busy, so we rate quickly/poorly and send back to you. so we rate quickly/poorly and send back to you. There’s no way the trip can work, so you send There’s no way the trip can work, so you send back to us, asking for alternatives -creating a back to us, asking for alternatives -creating a wasteful frustrating cycle.wasteful frustrating cycle.

Goal: Work to send more trips with Well Goal: Work to send more trips with Well Qualified/Realistic: Budgets, Flexibility and Qualified/Realistic: Budgets, Flexibility and probability of selling. We will work to rate with probability of selling. We will work to rate with Realistic estimates on carriers that have space.Realistic estimates on carriers that have space.

Result : The less poor quality trips sent to the rate Result : The less poor quality trips sent to the rate desk, should decrease the overall number of trips desk, should decrease the overall number of trips sent. Thus, giving us more time to spend on each sent. Thus, giving us more time to spend on each quality trip and hopefully one you can feel more quality trip and hopefully one you can feel more confident in sending out.confident in sending out.

What we like to see-same as you What we like to see-same as you like to seelike to see

Notes- Notes- ““have talked to client, knows he will have to be have talked to client, knows he will have to be

flexible with routing, willing to overland”flexible with routing, willing to overland” ““Pax is willing to pay full fare, has to go these Pax is willing to pay full fare, has to go these

destinations”destinations” ““I have looked for space CX/JL/NW/KE, cannot find I have looked for space CX/JL/NW/KE, cannot find

anything, any ideas?”anything, any ideas?” ““If price gets above $5000, take out India.”If price gets above $5000, take out India.”

NAMES AND DATES NAMES AND DATES Realistic budgetsRealistic budgets Sellable itineraries-Sellable itineraries- Space you are holding.Space you are holding.

The Rate Desk ConclusionsThe Rate Desk Conclusions

Improving the quality of trips sent to Improving the quality of trips sent to the rate desk , will improve the the rate desk , will improve the quality of trips you get backquality of trips you get back

Despite all our best efforts, finding Despite all our best efforts, finding high season space is a pain in the high season space is a pain in the butt and when you need suggestions, butt and when you need suggestions, that’s what the rate desk is here for. that’s what the rate desk is here for. Let us help.Let us help.

Technology

High Season Space