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Million dollar travel agencies give tips to increase wave season sales


Avoya Travel reveals best practices from independent agency survey.

FT. LAUDERDALE, FLA. – Avoya Travel, one of the world’s most innovative travel brands, releases insights from its 2019 Wave Season survey of top producing Independent Agencies in the Avoya Travel Network. Avoya’s most successful Independent Agencies share top tips with travel professionals on how to prepare for Wave season and maximize 2019 travel sales.

Of the surveyed Avoya Network members that produce over $1 million in annual sales, 80 percent revealed they have a plan to prepare their business for Wave, the travel industry’ busiest sales period of the year. Of these Independent Agencies, over 90 percent begin preparing their business one to three months before Wave. Organization, refreshing professional development and supplier education, and strengthening customer relationships were overwhelmingly named the top three business areas Independent Agencies are focused on. Others mentioned planning and networking as ways to get ready for 2019 Wave.

Avoya’s survey also revealed useful top tips and best practices from the highest producing Independent Agencies in the Avoya Network. Major themes included product and promotion knowledge, customer contact, and having a system in place to maximize time and organization.

"Review and update your specialties. I choose only a few so that I can know them thoroughly,” recommended Nancy Miller, Trippin' Around The World, LLC.

Refresh vendor education
CruzDiva Travel’s Diane Bower said, “Being familiar with the products you sell means everything when talking to customers, they want your confidence and expertise.”

Know the promotions
“Study the offers. Avoya has great promotions and the best marketing to bring in new customers, and combinability with the cruise lines’ deals means better client value and more bookings,” said Debra Willms, Travel Works For Me, LLC.

Get organized in order to capitalize on sales
“Get your office organized and do everything you can now to lessen your time spent on admin,” shared Carol Howell of Bloom and Howell LLC. For example, Janel Fidalgo of Janel Fidalgo Agency LLC makes sure if an existing booking needs flights or an add-on it gets done before Wave.

Have a system that streamlines workflow
“Everyone needs a system that they're comfortable with so that their workflow is efficient and that they’re not distracted with non-essentials during the day,” said Gloria Quinan, Classic Travel Service.

Use scripts to save time
“Having almost all email communications pre-scripted saves time – time you can use to take another new client lead,” recommended Michael Gussman of Professional Vacation Planners.

Make contact with past guests
“I send holiday cards to my clients and make sure to contact all past guests before Wave,” said Beth Leonardt, Vacations By Beth, LLC. Many agents agreed on the importance of making clients aware of special promotions now and getting them thinking about their next vacation.

Keep your focus on selling
According to Rick Amsden of Luxury Vacations LLC, it’s important to reduce distractions and prepare to put in extra hours working. Janel Fidalgo, for example, doesn’t make big plans during Wave. “I want to take full advantage of the plentiful Avoya Live Leads being offered during Wave.”

Make the most of end-of-year bookings
“While preparing for Wave, don't give up on selling in November and December,” said Lisa Long of Luxury Vacations LLC. She finds that customers are still looking at and booking vacations now.

Interestingly, of the less than 20 percent of Independent Agencies that said they didn’t have a plan to prepare for Wave, most stated they do incorporate the same or similar best practices and systems year-round. Margie Settler of The Margery Settler Agency, Inc. explained, “I have my calendar set up to touch base with clients every month and I’m always aware of the promotions I can offer the customers I assist within my vendor specialties.”

Avoya offers exclusive support resources to Network members that help maximize sales success year-round. Independent Agencies have access to Live Leads (new customer leads) 24/7, and during Wave season Avoya generates even higher volumes of Live Leads. With Avoya’s patented Agent Power technology, Independent Agencies can claim Live Leads, streamline operations, as well as work efficiently with CRM, synced calendars, integrated booking engines, exclusive promotions, and more easily track business success with the new Avoya Agency Dashboard. With programs like Avoya Mastermind, which provides award-winning strategic business coaching and small group support, Independent Agencies are supported with a variety of professional development programs designed to increase sales for Wave and long-term business success.

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