Travel Classes 2 of 2
PLAN
1. Know your area.
2. Know what you want to sell---what you're BEST at---personal interests.
QUESTION: HOW DO YOU GO INTO COMPETITION WITH LINDBLAD AT HALF THE PRICE?
3. WHO are you going to sell?
4. WORK UP a formal presentation. If it's COLD, you sell YOURSELF. EVERYTHING memorized. Alternative tours on hand too (cheaper, average, high; with color material)
5. WHERE have the clubs traveled before?
6. Prepare for AUDIT control---hours planning versus profit, and then see what you do NEXT. Stay WITH it or CHANGE.
Yellow pages are the greatest salesmen's guide ever: want a list of anything, there it is.
Make a chart of first call, second call, first talk, second talk, how many sent.
See how much it DOES pay.
DIARY 8491
4/16/74
TRAVEL CLASS 10 (AND LAST!)
April 16, 1974. 13 in class when it starts at 7:14, Steve getting in late, looking tired, spark gone, and I ask afterwards if he's tried or stoned, and he smiles wanly and says "Both." It builds to 15 at 7:45, so LAST week's attendance was the lowest of all: 14, when it started with at LEAST 4 and probably closer to 5 times that number.
LEGAL RESPONSIBILITIES OF TRAVEL AGENTS.
1. To AVOID litigation, Travel Agents must point out to customer:
a. They act as THE TRAVELER'S agent (he's not X's travel agent, X doesn't PAY the Travel Agent.
b. They act as the airline, hotel, wholesaler's agent. TA is a FREELANCER.
c. CONCEALS from client "overbooking, odd hours in, difficulty with hotels." In general, the COURTS will uphold the CLIENTS.
d. TA must tell client and MAKE THEM SIGN an agreement saying "I (NAME) understand and have read that the tour is subject to CHANGE. (Accommodations, hotel, itinerary, carrier.) Say "it's part of my procedure in this," and Steve says NOT to tie it to the Terms and Conditions on the brochure, but to make it a "personal favor" to the TA.
The GUIDE is responsible for the tour. If he checks into a hotel and doesn't get HIS SUITE, he can move the whole group to another hotel and say "Bill the office." GUIDES always get suites. Office takes it from agent? No, the guide acts as the EXECUTIVE on the tour.
Lefkowitz coming down heavy on TAs, wants TAs to be licensed. ASTA wants licensing, but for TAs AND wholesalers AND suppliers---ENTIRE INDUSTRY.
(Steve's company would lose half its PEOPLE if they were tested for licenses!)
ANY reservations you get from someone else, get his NAME.
CLIENT knows that the bigger the agency the more power it pulls to get carrier-space.
TA get Certificate of Appointment from each carrier of ATC and IATA.
For BOARD OF HEALTH requirements by country of travel, send to "Public Health Service and Mental Health Administration / Center for Disease Control / Atlanta, Georgia, 30333. Most important: polio, hepatitis, typhoid and malaria.
8 pm: "Any questions?"
1. Tour leader paid BASE salary of $10-$12,000, PLUS TIPS, about $10-$15 per head per trip, so RESULTS above $20,000. Two-thirds of them have Zurich bank accounts the US doesn't know about.
Large companies employ multi-lingual guides: Teachers go after ASTRA, METRIC, TEEN-TOURS (for 14-19-year-olds, Steve says to stay away from them).
Teacher (male) fucked a student (male) and got kicked out WITH the student.
Spain, Greece, Germany, and Austria now require a PROFICIENCY license.
Get jobs from resumes and credentials and INTERVIEW (mainly) results.
2. To START an agency: First year, turn over $10,000 in bookings (gross). That could be 5 couples to Israel, 10 couples to Puerto Rico, or 20 couples to Florida.
a. Get a following, KEEP names of people you helped.
b. Get a RETURN file---a year LATER they come back and say "NOW I want---"
c. CANVAS by mail to find $10,000 more.
d. After 2 years, should be up to $25,000: 10% is $2,500 PROFIT.
e. After 3 years, should be up to $35,000: this is the BASIC TA level.
f. Now there's the question: go commercial or stay in the living room.
If you START in an agency, and get 1/2 of $34,000 commission = $1,700, that's an extra $34 a week, building basic $160/week salary to about $194/week, not bad.
START in meeting operators: invest in ads in yellow pages, church news.
h. When you get to $40,000 following, you can open your OWN doors---but ONE GROUP puts you OVER. ONE gal turned over $35,000 since AUGUST! From his class.
No more questions, so he goes into the IATA book's requirements for an agency.
IATA Resolution Article 203 (3 U.S.) All his time devoted BEFORE he's eligible for an agent's discount (75% off all trips). (OR he's an outside salesman working the SAME full time hours, reporting to his agency once a month, and HAS NO OTHER GAINFUL EMPLOYMENT, and is on the commission records of the agency. Claridge says "When you get $25,000 in business" (and then Claridge will give you a free trip, too.) IATA: write IATA / 1155 Mansfield St. / Montreal 113, Quebec, Canada, and say "Send me Agency Requirements."
A Travel Agent can issue MCOs and XOs, quote fares and rates, make reservations, assist clients, and arrange for tickets.
AFTER three years you get CHECKED for the business you bring IATA.
AFTER you get a following, then you set up an agency.
AGENCY MUST HAVE AS A MINIMUM [Good to promise landlord free travel]
1. Location: isolated (no other business on the premises (for CERTIFICATION).
2. Entrance to AGENCY must be SOLE entrance
3. Sign over door---ILLUMINATED (name of company only): street location NECESSARY for walk-in business, per Steve. GE's commercial agent gets $2 million in bookings/month! YOU GOTTA GO OUT AFTER THE PUBLIC
4. ONE desk per salesperson in office.
5. KEY person must have had TWO years in an IATA-approved agency (can get these for $130/month, who are fired from OTHER agencies). On the 9th of September, one day after approval on the 8th, can FIRE the person.
6. $20,000 bond to PREVENT you making off with payroll. Pay IATA 10th, 20th, 30th, and they figure you handle a MINIMUM of $60,000 per month. They charge about $50/$1000 bond, OR about $600 in a lump for the $20,000.
7. Cash revenue of $15,000 IN a bank account UPON opening.
8. Add "INC" ("LTD" better) AFTER agency approval. IATA says "Good, he's willing to stake his ALL" and likes NO "Inc." when THEY approve.
9. Appearance: pegboard for tour literature (Steve likes it HOMEY); desks, phones, display racks, carpeting optional.
10. Bathroom required.
IMPORTANT:
11. Ability to display promotions---skill in selling---advertising, mailings.
More than 2/3 of owners of agencies are ABSENTEE owners (IATA people CAN'T own.)
Court Street has a great new place set up BY a lawyer FOR lawyers.
EASTERN DATA is an IBM system for TA bookkeeping.
STEWART a good agency, but DON'T mention Steve as she hates Jews.
On Avenue X: Trip and Travel is two women HE started in the business; he'd LIKE me to start through THEM. BORO HALL travel is good. Melanie says "Cards Friday." Moe, on subway, says that Steve gets rip-offs from OTHERS, really wouldn't want gifts from US after the class is over. A relief. Moe thinks Steve LIKES to work with us.
NOW START THE KINGSBOROUGH COLLEGE (KC) TRAVEL CLASSES
DIARY 8353
3/6/74
KINGSBOROUGH TRAVEL CLASS 1
It's in room T-506 of the old Merchant Marine base, or something, and it's grown to 12 sessions since he says this is just an introductory session to pass time until the OTHER people from the class register and come NEXT week. Classes will be from 7:40 to 9:40, so I can safely leave home at 6:30 as usual for the OTHER class, which thankfully is HALF over.
Idea behind course: "Translating knowledge into revenue."
Sample Israel (one of 10 major markets) itinerary GOOFS (* for major ones)
1) NO planning for airport-hotel transfers in Tel Aviv.
2) No planning for hotel-train transfer
3) NO planning for train-hotel transfer
4) No planning for hotel-camel market transfer
5) NO Eilat car-rental; car must be DRIVEN from Jerusalem and DRIVER must be paid to return to Jerusalem. And there's a GREAT $65 fly-to Eilat, travel to St. Catherines, fly to Tel Aviv tour with HOTELS.
6) Dormitory has SEPARATED SEXES in Masada [and car rental is $17/day!]
*7) Engedi youth hostel is 7 minutes from Masada, a WASTE of a CAR-day to stay in a hostel
8) "Should" do car rental around Jerusalem, not long haul Eilat-Masada.
9) NO planning Haifa-rest house transfers (4/day taxi at $5/shot?)
10) KIBBUTZ is separate sexes TOO.
STEVE judges that OF 18-35 years olds, 10% will agree with him, 90% with me, but ABOVE 35 years old ALL will agree with HIM in wanting everything on TOURS, away from the awful tourists and tour-guides, which he says you have to encounter ANYWAY. He asked who thought the tour looked GOOD and I raised my hand, and he liked that, then used me for a LONDON ITINERARY, below:
1) NYC to London
2) London 8:30 am, to hotel; pm National Gallery
3) Royal Square, pub lunch; Tower of London
4) Car Rental---Lord's Manor overnight
5) Leisure
6) Walking streets: shopping
7) To Westminster Castle
8) London to NYC
(or the SAME for PARIS)
1) NYC to Paris
2) pm Louvre
3) Similar
4) Versailles
5) Leisure
6) Bateau Mouche
7) To Chateau country
8) Paris to NYC
[NO class 2 because of "Anna Bolena," he gave me makeup]
On April 1st, all air rates going up 7%!
Course outline: 1) Free; 2) OAG and ticketing in DETAIL; 3) Itineraries and geography; 4) Marketing (take YOUR leads and make MONEY)
FIT: Full Inclusive Tour (Private)
GIT: Group Inclusive Tour (Group)
$7 for 1000 flyers!
AGENCIES: 1) Neighborhood type (Liberty, Empress); 2) NYC type: People know where you are, or you give giveaways; 3) Synagogue agency gets checks returned to the synagogue for a CONTRIBUTION deduction. 4) Advertise, get a following, do a mailing, get a BIGGER following, GROW.
For ME for PR: Go to Ponce, Rosey Roads (for English King and Queen during WW II), Rain forest, El Morro, Old San Juan, some cheaper hotels.
US TRAVEL HEADQUARTERS:
1880-1910: Niagara Falls (falling in 1930's; now totally LEVELED to start over)
1910-1920: Jewish Alps (Catskills; started Astors, Strausses, Kleins, Macys; now BURNT DOWN)
1920-1930: Italian Alps (Catskills; moved to Florida; new thing would be GAMBLING)
1930-1950: Atlantic City (April to September; new THERE would be Gambling)
1920-1960: Flagler and West Palm Beach [1950 airfare to Miami: $185RT]
1956-196?: Cuba
1960-1974: Puerto Rico ["The only hotels left in Miami are Deauville, Eden Roc, and Fontainebleau, and THESE may go co-op, unless Corps of Engineers come in and builds a breakwater to create NEW beaches---and Miami is coming BACK because NO one will be able to afford EUROPE soon!!!)
"Charters are very good in crisis times." But HE surely doesn't LIKE them!
DIARY 8355
3/9/74
KINGSBOROUGH CLASS COMPOSITION
There are about 14 of us in class, two or three brassy girls who are already working in travel agencies, young girls trying anything, a black cop, the Edelsteins, or whoever, someone and Rhona, the two most unpleasant RELATED people in class, though she's quieted down somewhat and he DID volunteer to drive me to the subway station. Then the kid who I thought was Indian is from Texas, his brother made $25 million somehow from a $10,000 loan from their mother and HE'S quoted as saying that the CLARIDGE guy might end up as a millionaire with his travel agencies, but HE will end up as a multi-millionaire! He's a concert pianist, lives on the Upper East Side, and says he knows everyone, is about to make a record with someone, and when he asks what I've done, and finds I've written a book, says that a VERY good friend of his is a publisher and he'd like to show him my book. And whether he's telling the truth or not is immaterial: I can see from the spark of interest he even manages to fan in ME how he gets in with people with his "frankly I'm extremely honest" and his "I'm a very intelligent person" and his "I know some very powerful people who might be able to help you." Not to mention the glisten from his thrice-in-one-night mentioned $25 million. The Guyanan has 8 kids, Guyana is closed to tourists and any sort of outside selling since THEY are trying to be independent, and he wants to learn real estate, travel, and to fly his own plane, and then he'll be set in his own country. Moe Hill sells for Amway, which might be the group Herman Washington is with, and has an apartment on Central Park West and one in Brooklyn, and drives us to the station at 7th Avenue but doesn't know where the IRT is. The Indian-Texan doesn't know he can transfer to the Lexington Avenue line at Atlantic Avenue unless I can tell him, and I get the shivers actually listening to him talk and praise every person he meets. The only people I LIKE is the black cop's wife who says no one can pay her enough (Steve says you should START at $200 a month anywhere, if you want to start at all), and the Mimsy-Farmer type who didn't say WHAT she did sounds intelligent and pleasant, but I stand out in the class for MY differences even more than any of THEM do!
DIARY 8385
3/23/74
MISSED KINGSBOROUGH COLLEGE CLASS ["STEVE'S #1 class")
Take the following notes from the woman I told to take clear notes for me.
First he came up with a list of the ten markets of the world that he CROSSED OUT:
1. Caribbean 2. Mexico 3. Europe 4. Orient 5. Russia 6. S. America 7. Africa 8. South Pacific 9. Hawaii 10. USA
Then he came up with what he considered a BETTER listing of the ten markets:
1. U.S.A., including Alaska, Canada, Northern Mexico.
2. Europe, including the Russian satellite countries
3. Africa, including Egypt and Morocco
4. Middle East, the stretch of land from Israel to Yemen
5. South Pacific, INCLUDING India and Bangkok, and I guess Australia and Hawaii?
6. Asia, for which he lists China, Japan, Taiwan, Hong Kong
7. Russia
8. Caribbean
9. south and Central America and Southern Mexico.
10. Not listed, though it COULD be Hawaii separately, and what happened to Antarctica?
Illustration of ocean currents:
Japan North America Europe
Australia South America Africa
Then I took notes on the Programmed Instruction:
North American OAG has Canada, ALL US, Mexico and Caribbean from Bermuda to Trinidad
#26 and 28, saying "Fare is ____ (plus tax) is POOR
#43 Why not LANSING (20 minutes) rather than Detroit (30 min)?
#44 GREAT "as early in the morning as possible" becomes 11:59, as LATE as possible in AM!
#45 No listing for Detroit, can't do it fairly
Self-Test F: Toledo, Indianapolis, Louisville, Cincinnati, Dayton ALL not there.
DIRECT Dal-Cle 6:15-9:45, so for 45 minutes LATER on Saturday, he LOSES 7 pm-2:28 = 4 Hr 9 Min
H: No Boise, Idaho Falls, Great Falls, Minneapolis/St. Paul---POOR CHOICE
International Edition OAG includes everything else
#9 THURSDAY?
$14B is WRONG
P. 12, is "JET" legit?
#18A AND change of DAYS
#20 Arrives at city, Kennedy????
#31a: Algeria???
#36: Huh? Example mission
#37: should SAY:"Economy"
DIARY 8413
3/20/74
KC "CLASS 2"
March 20, 1974. He's not counting class 1 at all, since so many didn't make it who should have, so the class I was absent from last week was the FIRST class. 14 in the class at the start, 2 later, lots absent, 22 enrolled in class in all---about twice as big as he wanted it to be in the first place.
TWO HANDBOOKS IN AGENCY:
1. Travel Agent's Handbook (Red Looseleaf; ATC gives, on approval of agency by them)
2. IATA Ticketing Handbook (Blue Folder; inserted INTO Travel Agent's Handbook; FmIATA)
Forms WITH ticketing (both air and land)
1. Airline ticket for air travel
2. MCO (Miscellaneous Charges Order) or PTA (Prepaid Travel Advance)
3. Tour Order (for hotel, car)
4. Exchange order---AGENCY has no tickets; send client with an Exchange Order (XO)
TYPES of trips:
1. Round trip
2. One-way trip
3. Circle trip
4. Round-the-world trip
NOW BACK TO TICKETING (Handouts)
8:40, starts on England - Scotland Tour. PLAN ON CARDS
WORK on SHEETS, black for standard routing, red for alternate routings.
TOUR #1 368 mi---2 days
Sidetrips City Route Distance
Dover A2 )
Canterbury A2 ) 76 mi
Portsmouth London )
Basingstoke A30 )
Stonehenge A303 ) 173 mi
Exeter A30 )
Truro A30 )
Penzance A30 ) 119 mi
Land's End A30 )
TOUR # 2 456 mi---3 days
London A40 0 mi
Oxford A34 61 mi
Stratford Upon
Avon A6
Birmingham A6 64 mi
Manchester 82 mi
Carlisle A7 114 mi
Edinburgh 92 mi
Glasgow A3 43 mi
CARDS
Tour # Card #
DOVER (Kent) 1 1
Roman City
White Cliffs
Seaport to Normandy
CANTERBURY (Kent) 1 2
Cathedral
Roman Mosaics
LONDON 1 3
British Museum
Buckingham Palace
Parliament
St. Pauls
Financial District
Dickens' House
Johnson's House
National Gallery
Tate Gallery
Royal Gallery
Whitehall
British Museum
Excursions OUT of London:
1) Hampton Court; 15 mi by train; Thames River Cruise
2) Thames River Cruise; departs Westminster and Charing Cross piers
3) Windsor Castle; 25 mi by train from Paddington or Waterloo Stations
BASINGSTOKE is only a junction-point
STONEHENGE 1 4
At SUNRISE (fewer people)
Druid mysteries
EXETER 1 5
(Ruined) medieval walled city
AVOID city traffic jams AM and 3-7 pm
Good medieval ruins
Norman castle
Old Mol's Coffee House (Sir Francis Drake
Barnstaple, north, for "The Sherry" Restaurant
TRURO 1 6
Small seaport
Foley-by-the-Sea to St. Austell; upper-class resort
PENZANCE 1 7
(horrible) Atlantic-city type pocket park
St. Michael's Mount and Castle atop (SOMEtimes open) (Lord St. Leven)
(swimming with seals on) Isle of Scilly
SCILLY---bathing,
figureheads 1 8
PLYMOUTH---only
For naval buffs 1 9
PORTSMOUTH---
Nelson's ship 1 10
LONDON---from
Tour #1 2 1
OXFORD (Oxon) 2 2
Colleges
Norman Church
St. Mary's University Chapel
STRATFORD-UPON
AVON 2 3
Shakespeare's Memorial Museum
Shakespeare's House
Holy Trinity Church
Grammar School Bard Educated
Anne Hathaway's Cottage
BIRMINGHAM 2 4
Modern filthy 19th-century city
Middle of Midlands
City Museum (watercolors)
Cathedral Church of St., Phillip
Cathedral Church of St. C has
MANCHESTER 2 5
Victorian architecture
Best-preserved Victorian city
15th century cathedral
CARLISLE 2 6
Cathedral (15th century)
Sir Walter Scott married there
Hadrian's Wall
Last English town going north
Scotland EDINBURGH 2 7
Castle is open to public
Holy Rood House (Scotch Royal Palace)
Robert Louis Stevenson's birthplace
Scottish War Memorial
University good
GLASGOW 2 8
Largest city in Scotland
River Clyde for ship-building: Queen Mary, QEI, QE2 built there
(very boring city)
Glasgow Museum
University of Glasgow good
The Art Gallery
DIARY 8439
3/27/74
KC TRAVEL CLASS 3
March 27, 1974. 16 in class [Bring Pan Am World bought from Ancorp for Linda]
Class program: 1. Spain (Geography, Motoring, Cities 2. Ticketing 3. MCO-introduction
Homework: Prepare Spanish cities information for trips 5, 6, 7, and 8
(Not NOW, but SOMETIME) Prepare an itinerary for Spain and England for a group interested in a) History and Anthropology OR b) Art, drama, opera, and architecture
SPAIN AUTO TRIP: TRIP #3 1.5 days - 296 miles
Great map made from DISTANCE ROUTE CITY [Driving
TIME---NO
sightseeing]
Great map made from 0 E 3 San Sebastian
BLACK roads and tic-marks 142 E25 Burgos
Black/red mileage figures 51 E25 Aranda de Duero
Red start/stop around city 103 Madrid
TRIP #4 1.5 days - 378 miles
0 Barcelona
99 E4 Lerida
89 E4 Zaragoza
199 E4 Madrid
TRIP #5 2 days - 719 miles
"Europa Touring" is 0 Barcelona
good but expensive at $7 217 E26 Valencia
111 Alicante
224 Granada
82 Malaga
85 Gibraltar
TRIP #6 1.5-2 days - 410 miles
0 Madrid
266 E4 Badajoz (Spain)
209 Lisbon (Portugal)
15 Estoril
TRIP #7 2 days - 508 miles
0 Madrid
249 E25 Cordoba (El Puerto de Santa Maria-Bullring)
89 Sevilla (Seville bullring)
90 Cadiz - flamenco dancing; Marine academy
80 Algiceras
TRIP #8 2 days - 422 miles
0 Lisbon (border with car adds TIME)
252 E4 Seville - and con- tinue with trip 7
170 E25 Algiceras
FOR EACH CITY, cards for
1. Landmarks, Museums, Churches---general daytime sightseeing
2. Hotels, with charges, changeable, only a FEW: 3 5*, 2 4*, 3 3*, 1 hostel (Name & Location)
3. Restaurants, from AAA listing, or Michelin, and entertainment for the evenings
4. [MY addition] Excursions in the VICINITY for those with MORE TIME
CARDS TRIP #3
SAN SEBASTIAN---on Bay of Biscay
Museum of Goya and El Greco
Hernani---ancient castle---Northern Castile architecture
Palace of Miramar---summer residence of King of Spain
BURGOS---medieval architecture
Cathedral back to 1221 AD
Birthplace of El Cid
ARANDA DE DUERO---nothing---wheat
Stopover to Madrid
MADRID
Prado---Goya, Titian
Royal Palace---Baroque---800 tapestries
Plaza de Toros---Thursday and Sunday only, March-October (Get tickets in advance)
Side trip: Valle de los Caidos---490 foot cross and chapel
Side trip: El Escurial
TRIP #4
BARCELONA---dates back to Carthage
Cathedral
Retiro Park
Museum---Romanesque art---great history
Frederica Mares Museum of religious art
Parc Guell by Gaudi
1776 Bourbon palace
Picasso museum
*Pueblo Espanol, built in 1929, reproduction of Spanish architecture from all over, 15 min from town
LERIDA---stopover
MONTSERRAT
ZARAGOZA---university city
Birthplace of Goya
Homework 1: repeat this for Trips #5, 6, 7, 8
Homework 2: read MCO handout
9 pm: on to ticketing
Travel agent ALWAYS:
1) sells LAND with air to raise the 7% commission to 10%
2) sells INSURANCE with air for a 35% commission
With "IT" [Inclusive Tour] must have a tour report
"IT" minimum is 3 night's lodging (2 nights in Vegas) OR a car rental
14/21 day excursion allows 2 stops out, 1 stop turnaround, and 2 stops on return = 5 total
[He hands me "Bozak Israel Guide" at start of class.]
Example of ticketing: someone wants to go to Dublin, through Europe, return from Italy, USUALLY CHEAPEST to give him 1/2 of a 22/45 day excursion (no stopovers allowed) to Dublin, then point-to-point through Europe, then 1/2 of a 22/45 day excursion back from Italy. Round trip INCLUDING stopovers would be about $710. THIS way it's only about $538 WITH the point to points in Europe! "OR thru-fare Dublin-Italy and get mileage" for Europe segment.
DIARY 8456
4/14/74
KC CLASS 3 HOMEWORK FOR CLASS 4
TRIP # 5
BARCELONA---see Trip #4
VALENCIA
Cathedral---contains a chalice reputed to be the Holy Grail
City Market---stained glass windows, colorful women shoppers
Ceramics Museum---for bizarre tastes
Fine Arts Museum---Bosch, Velazquez, Goya
ALICANTE---commercial city
South to ELCHE, palm gardens and bamboo groves
SOMEWHERE are troglodytes
GRANADA---reserve ahead for Parador Nacional San Francisco (old convent)
*Alhambra
General life and gardens---flamenco
Albaicin---old Arab quarter, narrow streets
Caves of Sacro-Monte with CAUTION
Side trip---road up to Sol y Neive on mountain---highest in Europe
NERJA---34 miles east of Malaga
Parador, prehistoric treasures and paintings from a cave.
MALAGA
Parador Nacional de Gibralfaro
TORREMOLINOS---better beaches
GIBRALTAR
Tunnels in rock
Moorish castle started in 711
St. Michael's caves
Barbary apes
TRIP #6
MADRID---see Trip #3
BADAJOZ---frontier
LISBON
Moorish castle of S. Jorge of 10th century
Sidewalk cafes
El Jeronimo Monastery
Gulbenkian Foundation Museum
Avenida Palace Hotel
Lisbon Opera
One-day excursion to Tomar, Nazare, Batalha, Fatima (May 13, Oct 13, ALL 13ths
ESTORIL
Beach
Casino
Hotel Palacio
SINTRA---Lord Byron called it "Little Eden"
TRIP #7
MADRID---see Trip #3
CORDOBA---capital of Moslem Spain
Mezquita "cathedral"
Jewish quarter
SEVILLE---bullring
Cathedral---third largest Gothic (St. Peters in Rome; St. Pauls in London)
Le Giralda Tower
Alcazar (lived in by Ferdinand and Isabella)
Fine Arts Museum---Murillo and Zubaran
CADIZ---flamenco
Fine Arts Museum---Zubaran
Cathedral---tomb of Manual de Falla
Side trip to Ronda and gorge---Hotel Reina Victoria
TRIP #8
LISBON---see Trip #6
SEVILLE 222 see Trip #7
ALGICERAS
Easy trip to Tangiers
DIARY 8457
4/3/74
KC CLASS 4
He hands me "Hosteling through the Holy Land" saying he thought of me.
April 3, 1974. 18 in class. Guest speaker: John Cappello of British Caledonian Airlines. One of 5% DEGREED in travel. Formerly Swissair specialist in rates and tariffs.
1. Interviewing a sales representative of an airlines.
[Detours: airlines pushing for permanent thrift fares. If Pan-Am wants it (they do) they'll get it. Supplemental airlines are forming a conference, with policing authority. NACA: National Air Carrier Association, with TIA (Trans-International, biggest), ONA (Overseas National Airways, second), Capital, Saturn, and World. CAB has already GRANTED United's 4% fare-hike. April 16, all fares go up 6%, even for the "Humpleburg Ingeldink Fan Club."
(END OF DETOUR)]
GET air fares. List of cooperating operators (to set UP tours in England.
Name and phone number. Carrier facts---when, how much, deposit, group rates?
Can you participate in promotions? New wholesalers joining?
2. Mileage system for international fares (European fares). ALL fares are based on distance, so you must know geography. Paris, Amsterdam, and Brussels HAPPEN to be the same. Switzerland, Frankfort, and OSLO all same.
Fares BASED on NYC to London.
Example: guy wants to go to FRA, AMS, PAR, ZRH, GVA, LON. 2 months, straight economy.
(First, he likes to say, find FURTHEST point)
FIRST order by DISTANCE to NYC: Lon, Par, Ams, Fra, Zrh, Gva.
Mileage system based on actual flying miles and maximum mileage, which is 120% of SHORTEST nonstop service.
NYC--3456--LON--209--PAR--261--AMS--228--FRA--178--Turn-Around Point ZRH--144 GVA---NYC = 4476
Then get the FARES and mileage:
MI YH fare
NYC -AMS 4366 $373
-FRA 4621 $398
-ZRH 4711 $398---DESTINATION
-GVA 4630 $498
ALSO: NYC-LON is 3456. Maximum NYC-LON is 4147. So he can GO to Glasgow, which is only 3560 (on 14/21). European rules state: "IN Glasgow at 8, OUT at 10 am, he CAN see Glasgow and leave at 7 pm, STILL a connecting flight, not YET 24 hours. If you TRANSIT a higher point, you DO have to pay for the higher-point fare. This is the "Rule of the Higher Intermediate Point."
14/21-day excursion example, and he MUST go NYC-LON-BRU-ROM-MAD-LIS-NYC.
Tel Aviv goes into ANOTHER category of Stopover; Africa anything. (He'll bring in sample)
Rule: 2 out, turnaround point, 2 back: this JUST FITS IN.
Leave on TUESDAY, first day you CAN come back is 2nd TUESDAY, you MUST be back by THIRD TUESDAY at latest.
LA-TLV done by LA-NY, and then NY-TLV by ADD ON fare.
22/45 day excursion---cheapest independent trans-Atlantic airfare purchasable.
STRICTLY NYC---destination---NYC. Open-jaw portion for European travel.
SO if he's going NYC-PAR-VIE-DBV-ATH-NYC, give him 1/2 NYU\C-PAR 22/45 RT: $213 PLUS 1/2 ATH-NYC 22/45 RD: $250, is $463 + $3 tax = $466. The roundtrip with stopovers NYC-ATH is at LEAST $900, and that leaves $435 for flying around Europe, which you won't nearly spend.
FCU: Fare Construction Units (USED to be US$). 166.80, for US, add 6%, 166.80 x .06 = $10.0080, ANY fraction must be RAISED, so $10.0080 becomes $11!
Europe DOES have excursion fares, but (1) You don't KNOW the rules, (2) You don't GET the commission, (3) only F & Y rates apply in US LEGALLY.
Even if you DO buy an excursion THERE, before you can pick it up, you MUST show charter ticket and they'll say "That's illegal," and you CAN'T buy it.
NEW FARES FROM NYC to
Economy 14/21 22/45
First Wntr Shldr Peak Basic Peak Wintr Shldr Peak
AMS/PAR/BRU 538 269 297 373 490 568 314 342 427
ATH 734 417 447 512 652 741 476 500 573
MANY * 563 293 317 398 529 606 331 351 441
Istanbul 771 431 461 528 664 757 487 511 586
Madrid 526 269 297 373 490 568 314 342 427
London 517 256 287 346 450 526 303 323 413
AIR CALEDONIA ROUTINGS: Daily nonstop---Gatwick, not Heathrow---NYC to London
Also to PAR, AMS, ROT, Genoa, Majorca, Ibiza, Gibraltar, Canaries, Lisbon
MOST of West Africa, lots of South America. "Pushing individual passengers"
Also flies Los Angeles over pole to London
GIT/FIT BIG houses he recommends: American Express, Percival, Cooks, Gateway
Even BETTER is ITC, International Travel Concepts. Better small ones are Bestways, Lynott, Continental Express, Strand. HE'S John Cappello, 832-6269; call him, he'll put you in touch with the right group-people.
* destinations: Cologne, Copenhagen, Düsseldorf, Oslo, Frankfurt, and Geneva, Zurich
DIARY 8495
4/17/74
KC CLASS 5
April 17, 1974; 14 in class at start, growing to 16 by the end.
DISTANCE ROUTE CITY
Tour #9
170 miles, 1 day 0 N1 Calais
70 Boulogne - Touquet
Abbeville
53 Beauvais
46 Paris
Tour #10
131 miles, 1/2 day 0 E1 Le Havre
52 Rouen
77 Paris
Tour #11
483 miles, 21/2 days 0 N10 Paris
58 Chartres
84 Tours
65 Poitiers
139 Bordeaux
137 Bayonne - Biarritz
San Sebastian
Tour #12
402 miles, 2 days 0 N117 Bayonne
65 N637 Pau
25 N21 Lourdes
12 N117 Tarbes
96 N113 Toulouse - Carcassonne
55 N9 (R4) Narbonne
73 Perpignon
76 Barcelona
Tour #13
525 miles, 2 days 0 A6 Paris
138 N7 Fontainebleau
93 N9 Vichy
156 E4 Clermont - Ferrand
Perpignon
Tour #14
447 miles, 2 days 0 E4 Barcelona
127 Perpignon
38 Narbonne
91 Nimes
75 Arles - Aix-en-Provence
116 Nice
CARDS:
BOULOGNE---Roman ruins destroyed by Patton; 13th century castle in mint condition
LE TOUQUET---beach, good casino
PARIS---Eiffel Tower, Biblioteque National, Elysee Palace, Palais de Justice, Luxembourg Palace and Gardens, Paris Opera, Arc de Triomphe, Place de la Concorde, Notre Dame (keeper to Gallo-Roman catacombs, St. Germaine (oldest church), Louvre, Paris sewers (Oct-May), Cluny, Tuilleries, Mouton de Panurge, PLM Hotel St. Jacques for the BEST onion soup.
LE HAVRE---harbor
ROUEN---Buildings incredible and original, Joan of Arc, Museum of wrought iron, Antiquities Museum (Egyptian and Greek)
CHARTRES---Museum of Arms, Armor, tapestry; cathedral
TOURS---nothing
POITIERS---churches (some to 4th century)
BORDEAUX---wine
BAYONNE---El Greco Museum
PAU---center for Pyrenees excursions
LOURDES---Cathedral
TARBES---junction
TOULOUSE---largest Romanesque basilica of St. Serman---university
CARCASSONNE---restored by country to be as in Roman times (or Charlemagne)
PERPIGNON---brick fortress, palace of the kings of Majorca
CLERMONT-FERRAND---second Roman city in Gaul; crusades planned here
MILLAU---Roquefort cheese cured here
NIMES---his favorite city; three-tiered aqueduct; working Roman fountain; AGRIPPA built Roman temple in museum
ARLES---founded by Caesar---amphitheater
AIX---resort
NICE---resort, better beach in Cannes.
9:15: MCO's---see Class 3 #2 handout
"RIP-off" MCO is a GOOD way to get money overseas without paying money-order charges. Issued to passenger in local currency.
Agent can never accept a ticket for a refund, partial payment, or ANY reason.
"Now your up a washed."
Some airlines (he hates them) give a 21% commission!
"Net MCO"
A. In "Comm Rate," the word NET
B. Example: you buy a tour for $100, the operator will pay 15% (IATA) would only give 10%), so put the tax: blank; the total value: $85, and the Equiv Amt Paid---NA, and nobody would know the ACTUAL commission rate paid.
DIARY 8517
4/24/74
KC CLASS 6
April 24, 1974. 10 only in at 7:50; 13 in all; lowest official class yet.
MILEAGE ROUTE CITIES
Tour #15
Paris-Nice
2 days; 595 miles 0 E1 Paris
208 Chalon-sur-Saone
86 Lyon
188 Aix-en-Provence
115 Nice
Tour #16
Paris-Amsterdam
11/2 days; 305 miles 0 E7 Paris
189 E7 Brussels
116 E9 Amsterdam
Chalon-sur-Saone: most active Mardi Gras in world; GREAT hotels; Le Royale Hotel, on river; elegant at $40/night for a double; and Hotel St. Regis on a tree-lined boulevard with a good restaurant.
Lyon: silk headquarters from medieval to present times. 20 museums "One of each." Good hotel town; Royale the BEST. Great restaurants: Chez la Mere Brazier (about $15-$20 per couple with wine) for the best Lyonnaise chef, and La Mere Gay with Louis XV décor---both closed in August.
Brussels: commerce center Buy: lace
Opera crystal
Museums leather
Clock tower diamonds
Grand palace linen
King's palace
Hotels: Atlantique (convenient and downtown); Mayfair ($44/night; best) Carlton Restaurant (overpriced)
He likes cities for TWO things: uniqueness and personal interest
Blankenberge: resort, gambling, nightlife
Antwerp: cultural center; renaissance capital
Has-sur-Lesse---limestone grottos good
Waterloo---museum for battle
Netherlands: Amsterdam:
Royal Palace Buy: silver
Diamond-cutting houses pewter
Niewkerk (1408) Delftware
Rembrandt's house pipes
Rijksmuseum copper
Weeping tower
Van Gogh Museum
Hotels: Okura and Memphis
Alkmaar: cheese market; early Friday morning during the summer
Breda: medieval fortifications
Delft---ware
Haarlem---beauty, flowers
Hague: Royal city; antiques fair one day/week; Gevangen Poort: 16th cent. Jail-museum
Leiden: pilgrims came from there (Thanksgiving celebrated like here)
Volendam: DON'T go, rip-off joint
8:45: Hotels: HARDEST job of FIT scheduling is fitting hotel to the client.
Checklist:
1. Know type of accommodations available
2. Know the services available.
3. Know the rates and charges
4. Know the reservations and payment procedures
5. Know the SOURCES or where to FIND information.
Categories of hotels:
1. Commercial: strictly sleeping, plus meals and services.
2. Resort: vacation center---stay ALL day (Kahala Hilton good).
3. Motel (for car) and others (hostels, pensions, boarding houses) (Maui Hilton NO good)
Rates by rooms:
1. Single
2. Twin
3. Double
Meal plans:
EP: European plan; no meals
CP: Continental plan; roll and coffee
AP: American plan; three full meals
FP: Full Pensione; same as AP
MAP: Modified American Plan; breakfast and dinner (or lunch, of rip-off)
DP: Demi-Pensione; same as MAP
Recreational facilities: pools, golf, boats, dance, steam baths, tennis, babysitting
Shopping arcades: junk
Extras: secretaries, interpreters, banquet and conference rooms, concierge
Tipping: customary---USUALLY service charges
Decision based on: What's available; what client wants (KNOW it); combination of two.
Hotel guides: judge by:
1. coverage of areas
2. information on rates complete (RANGE for rooms is hard)
3. rating system good?
4. stating commissions paid to agents
5. how often revised
***The BIBLE: Official Hotel and Resort Guide (about $85; OHRG; owners PAY for a BOX)
1. Representatives (BEST way to reserve rooms)
2. By town
**OAG Travel Planner---JUST a listing (about $20/year)
Use OAG TP to PICK, OHRG to get DETAIL
Hotel-motel redbook isn't worth the money
Mobil guides are for the general public; don't have commission rates
*Michelin guides worth the money
Hotel brochures only good for the client.
The only way to judge: PERSONAL OBSERVATION. See Manager, give him card, and he'll take you on TOUR; if he's GOOD he'll invite you back FREE.
Abbreviations:
BB: Bad and breakfast
CCA: Collect calls accepted
DRW: Double with running water
DSB: Double with semi-bath
DWB: Double with bath
SWS: Single with shower
EAP: Each additional person
G: Guests allowed in room
OS: off season
SC: service charge
Commission abbreviations:
G-10: 10% commission on GROUP rates
M: on meals
P: on all plans
R: on rooms only (not on SC)
Z: all-inclusive rate INCLUDING tax and SC and tips
X: by arrangement (keep AWAY)
A: on checkout (keep AWAY)
B: promptly
D: by YOUR statement only (sent to them)
OS: ONLY for off-season bookings
OO: no commission paid
Reservation and payment: either pay hotel or pay representative
Hotel request-for-room form MUST have:
1. Name and address of hotel representative
2. Date of request
3. Name and address of hotel
4. Name of client
5. Arrival information (date, time, flight, airline)
6. Departure information
7. Length of stay
8. Accommodations required (DWB OF)
9. Rate requested
10. Any additional information (transport airport-hotel?)
The HOTEL then:
1. Confirms dates
2. DAILY rates for room CONFIRMED
3. Tells SCs and taxes
4. gives deposit and payment information
5. Remarks: answers YOUR questions
IF reservations given by phone, you must GET it in writing.
DIARY 8540
5/1/74
KC CLASS #7
May 1, 1974. PAYING for the hotel.
1. Deposit---send them a check of Miscellaneous Charge Order, or Tour Order.
2. Give client a coupon to hand to hotel, saying "I paid one night, here's who my agent is."
3. Afterward, hotel will send commission by check.
4. Agent has retention file and CHECKS with hotel.
5. Room GUARANTEED until 5 or 6 pm WITHOUT a deposit; and until CHECKOUT TIME (about noon), not 6 pm, the next day WITH deposit. [[Sergio: TWO agents are checking, SECOND clerk will catch you and write IN the two dates!! Air Personnel can change ticket TOO.]]
Europe Trips: earn an extra 3% on excursion by selling land arrangements to the extent of at LEAST 20% of airfare. IF he wants NO land, at least sell him a LAND VOUCHER, saying "You'll spend it ANYWAY." THIS moves it up to an IT. If airfare is less than $75, the land must be at least $15.
Tour order: from Class 3, #2, last page: ORDER OF FILLING OUT is marked on the Xerox.
1. Fill out TICKET with client's NAME first so no one can steal it.
2. Take it to validate when you're finished.
3. Validate TOUR order too.
4. Fill it out
Tour orders used ONLY with ADVERTISED AIR TOURS. The "FOR" box is the most important to be filled out COMPLETELY. RIP-OFF: the guy REALLY doesn't want it: 1. Write out tour order, 2. Keep it yourself, 3. CANCEL it, 4. Pocket the 3%. COUPON 1 is for car rentals, bus tours, and transfers; COUPON 2 is for room accommodations. Confirmation from the hotel or arranger is STAPLED to the client's tour order for confirmation. Auditor's coupon of tour order stapled to auditor's coupon of flight ticket.
Nights in hotel "ENDS" is the LAST NIGHT THE PERSON STAYS IN THE ROOM, so the number of nights is "END - BEGIN + 1" 1 Aug to 6 Aug is 6 nights, and then departure date is NEXT day. Some hotels say 15% commission on first 50 customers, and then 20% on excess RETROACTIVE to the FIRST customers.
For REGULAR ATC 10% commission, fill out commission blocks as usual. For MORE THAN 10% commission, put "NET" in commission, and put in FINAL payment to ATC LESS your pocketed commission. Auditor's is green, agent's copy is pink, coupon 1 is blue, coupon 2 is yellow, passenger's copy is white.
ATB charges $830 for a tour, with 10% commission; Sharon charges $970, with 17% commission---agent will SEE the ATB brochure and throw it OUT; why should HE sweat for 10% when he can get 17%?
If a tour COSTS $246, the wholesaler KEEPS $50, the agent keeps $74, the poor customer pays $370, OVER 50% MORE THAN COST, just to profit travel people!
CHEAPEST WAY TO MID-EAST
1. under 31
2. 22-45 to LONDON
3. London STUDENT ticket, London-TLV, saves $134
AIR TOUR REPORT (there's GOING to be a touring ticket replacing this).
Attach auditor's coupon to AC of airlines ticket.
Affinity tour reserves 40 seats; but if you only sell 36 seats, YOU pay for 4 seats UNLESS you can charge it OFF to the other CLIENTS. For WALT: the SCHOOL is paying for the PLANE.
TC---Tour Conductor is "free" ticket.
GC---Government Request is "really" free.
Meeting requirements for advertised air tours (and 11% commission).
1. Copy from flier or shell (produced by AGENT) submitted to air traffic conference or authorized location (airline) and an ATC-3 form: Tour Producer's Application Form.
2. Should have IT# on it.
3. ATC-4 and Auditor's coupon sent in to COVER it.
Qualifications for independent air tours (and 11% commission)
11. Study section 80 of Travel Agent's handbook. Governing free tours---he'll give ref).
2. Round trip or circle trip transportation on airliner.
3. Overnight lodging in at LEAST 2 cities in US, 2 or more nights on a cruise, plus one of A. Local transportation, B. guide or escort, C. sightseeing, D. other
4. If airfare LESS than $75, service of $15; over $75, 20% of airfare.
5. Over $175, NEVER UNDER 20%
6. Total cost of tours must be paid in FULL, in advance, by purchaser.
HOMEWORK: with map of US and CANADA, draw (1) winter/summer ski-scenic areas (Lake Tahoe, Aspen, Vail); (2) East-West lines (80) (66); (3) Circle high-tourist resort areas, National Parks. [[ He says they'll do ALL map-work next week]] Linda insists that EVERYONE SHOULD STAY AWAY FROM THE HERITAGE BEACH HOTEL IN JAMAICA.
I guess I missed KC CLASS 8
DIARY 8608
5/18/74
CLASS 9 AT KINGSBOROUGH
Miss Class 8 for the ballet "Manon" which I had to tell him was lousy, and he had a sign on the board saying that long TEST was being given NEXT week, and the week AFTER was the final week, when we'd go over our OWN tests. Whew. There are 5 new classes starting in September (1. Tariff---Rate Construction---6 hours, which he recommends for NEXT; 2. Ticketing and documentation (paperwork---including the new FORMS that will be required with tickets come May 31); 3. Promotion and Public Relations; 4. Travel Geography; and 5. Groups, Conventions and incentives---advertising and layout. Then he took us for an area study of ISRAEL with slides---
Sightseeing from Negev in south to Golan Heights in the north. Slide tour. Haifa is a beautiful city: Dan Carmel Hotel on top. Acre north on bay. Tel Aviv was a suburb of Joffa at Start, now Joffa suburb of Tel Aviv. Eleven major airlines go there; EL AL has at least 12 tour sets---LOTS of ways to go. Group non-affinity arranged by CONSOLIDATORS, who are operators, 8-365 days. Student cheapies: from Montreal, Eastours and Sabratour.
Air France and Olympic sold by Travtours; TWA by Tourstar, Caravelle, and Sunnyland. A trip to the HOLY LAND is NON-Jewish; ISRAEL is Jewish, VERY Jewish. So Gentiles stay away, unless they want to hear a RELOCATION pitch all along. Confidential Israel Tariffs put out by Kopel Tours (one of 40 in town), at 4 Tchernichovsky St. in Tel Aviv. All country tourist offices issue OPERATOR'S lists for that country. Client pays X; Agent X-10; Wholesaler X-20%; Operator $ (X-30%). Operators move luggage, handle things at airport (strictly land arrangements).
Kopel has offices in EACH city in Israel, for people at NET rate.
TA's ARE authorized wholesalers, can take operator's land and tie in AIR and you're a wholesaler, even for one person!
On GIT's, if someone can BE there two days later, LET them come, usually they can work it out.
Kopel has a "special deal": client: "I want hotel and a car." Kopel: "OK, you can buy these coupons: 3% discount on internal flights, 7½% on car and chauffeur rental, 7½% on all tours, 10% on Kopel tours; and TA gets a commission!
TA card + Sheraton Hotels = 50% DISCOUNT.
Kopel: 5-star deluxe Hilton tour (land only) $317 + $113 Single Supplement.
Zion: $398 bed and breakfast = $140 Single Supplement; example of difference.
Christian tours start at $750. Package should include a good map.
"How to Successfully Recruit Tour Passengers" by Wholesale Tours International a good book. THEN HE'S BACK TO WHERE HIS HEART IS: GROUP TOURS!!
ONLY sales pitch should be a card containing "Name, address, phone, I plan a trip to ____ Date; and My last trip was to."
Start a travel evening at 8 pm and run to 9 pm ONLY, they'll ask questions to 11.
Cards used for "RAFFLE" and primarily for a mailing list.
Set up a travel show one night a week, see how it works OUT.
One for each seat: card; who YOU are (even lies); one brochure for the destination; United Airlines will give 1000 pens; Airlines supplied travel bag, projector and screen.
Agent DOES make more profit than the Wholesaler, who has a BIG overhead.
Don't say "sign up," say "join our tour."
ALWAYS have the brochure ready, and tips on travel to that area. References to library material good.
After they've been BACK from the tour for two weeks, bring it all back with a "Show and Tell" about the trip. Entertainment from LAST trip, and the first hit toward a NEXT trip.
DIARY 8625
5/22/74
CLASS 10 AT KINGSBOROUGH: TEST
May 22, 1974. Steve meets me in the hall to say that there's an 8:30 am breakfast meeting with the operator on June 11 at the Riviera Motel at JFK that he wants me to go to. At least he's still thinking of me. There are only about five of us in the class when he gives out the test, even with a Kingsborough Community College Examination Booklet, and he says he IS going to look at the results! Some of the questions are hard, some easy, some I take wild guesses at and am right, some I'm quite positive I'm right and he says I'm wrong, like the one that asks if hotel services charges are commissionable, and he says the answer is NO even though a Z commission DOES give commission on Service Charges! He grades Walt first and gives him a 76 (BUT, haha, he later says that he gave him two EXTRA points hoping that Walt would check and find the error), and then I get 78, and when we go through the test, I get six more from things he couldn't expect ANYONE to know, so I end up with 84, missing only 8 out of 50, not THAT bad, though I moan and tell him it's the lowest grade I EVER made on a test. Art (who turns out to LIVE IN ARNIE'S BUILDING and have attended Pope's astrology class!) the worker from Knickerbocker, gets a 68, Linda gets a 62, fatty coming in late; the black wife gets 60 and the husband 40, making 100 between the two of them, and I'm sure Moses and the Guyanan and the woman got less, so I'm the leader, and he said I could probably be accredited as a Travel Agent right there (and later says that Travel Agent Magazine is about a 5-people organization, and if I really wanted to work with them, I could! Then he gives a bit more information: if you BUY a 22/45 and RETURN in 14 days, you need only pay the ADDITIONAL to bring a 22/45 up to the 14/21 price. BUT, if you buy a 14/21 and return in 22, you have to pay the Y fare. An agent who sounds like Sergio's was sued by the passenger for an illegal ticket, and he took it to court and the AGENT will have to pay the difference, and TA's have a SLUSH FUND to PAY such nuisance charges! Air Tour report is for DOMESTIC travel, probably going OUT (ATC-4). IATA tour report is for international travel, will stay in (ATC-5). We'll get notice of the new travel courses in the mail from Kingsborough from our registrations for this course.
DIARY 8643
5/29/74
KC CLASS 11 AND LAST
May 29, 1974. Five classes proposed for September, 8 students needed for each at LEAST, and they'll meet once a week at a HIGHER fee than our $25.
1. Geography: High-travel areas: 22 hours (11 sessions; about $30-$40; NOT Steve; ME?)
2. Introduction to promotion for group, convention, and incentive travel. 16 hours, 8 weeks, probably Steve at $35. SIX points of salesmanship.
3. Airlines Documentation: tickets, tariffs, MCOs, XO. 10 hours, 5 weeks; but don't take it because we don't NEED it.
4. Oral communication and salesmanship: feeling of interest and warmth, for travel seminars, individual sales approaches.
5. TARIFFS: 26 hours, 13 sessions: I SHOULD TAKE NEXT. In-depth on international tariffs with mileage construction; back-hauling, circle, round-the-world, imaginary points, PTA's, etc.
Then John Cappello comes on, talking about mileage system AGAIN: saying that IF you want Rome, London, Frankfurt, NYC, and the mileage is MORE than the mileage allowed to ROME, you have to find a spot (1) with a rate LESS than NYC-Rome (or THAT fare will apply), and (2) that REDUCES the "place-NYC" to the ALLOWABLE range. MILAN would be the place for this, appearing CIRCLED in the rate CONSTRUCTION boxes, but NOT on any flight coupon. So going OVER, charge ROME fare; coming BACK, charge MILAN fare, never GO to Milan.
He gave me ANOTHER test, but I DIDN'T know that travel suppliers were hotels and airlines; DIDN'T know a few other things, so I WOULDN'T have aced it as he thought I would have.
If we ever want to contact Steve, do it THROUGH Kingsborough Adult Education Office of Continuing Education, and they'll leave a message in his box for him. But then he DOES give me his HOME phone number: 934-9075, with the gimmick of ringing twice between 9-3 to say "friend" and then stop, and ring again. AND he gives me address of Park East Tours AND tells me to write and send resume to AAA, American Express, and TWA Getaway Tours for a JOB with them!
