ASTA International Travel Agents Summit April 13, 2008 Lyon, France

ASTA International Travel Agents SummitApril 13, 2008Lyon, FranceASTA hosted its first International Travel Agents Summit on April 13 th, 2008, held inconjunction with ASTA’s International Destination Expo in Lyon, France. TheInternational Travel Agents Summit was the highlight of Global Business Day, whichwas created based on recommendations from ASTA’s International Membership toprovide international travel companies enhanced opportunities to develop global businesscontacts and grow their business from the United States and around the world.The event was hosted by ASTA International Chapter President Council Chair RobertDurant and attracted nearly 40 travel agents from 20 countries. ASTA Executive VicePresident and COO Bill Maloney began the event with a presentation on “Getting MoreBusiness from the United States,” which offered eight valuable business principles thatwork with U.S. businesses as well as with travel agents and tour operators world-wide.Each Summit participant was also given the opportunity to introduce their company, meetwith other international travel agents, and discuss issues important to international travelcompanies. Discussion topics included:• Developing the “trust factor” with U.S. & international travel agents - Travelagents are most likely to do business with companies they can trust to provide aconsistent, high level of service to their customers. Establishing credentials withan association such as ASTA and offering references to other travel agents withwhom your company has an existing business relationship will help give potentialtravel agent clients confidence in your company’s business and services.• Customary payment options for U.S.-based agents – A majority of U.S. basedconsumer travel purchases are made with a credit card form of payment. Airlineticket purchases in the U.S., for example, are 83% credit card. Consumers areencouraged by U.S. law, which provides certain protections for credit cardpurchases in the event a travel supplier fails to provide the expected services.Travel agents may also pay by “agency check,” however, bank transfers to andfrom U.S. travel agents are not customary.• Best commission payment practices – U.S. based travel agents usually receivecommission payments by check following final payment, immediately prior to orfollowing the date of travel. Prompt payment of commissions is important toensure an ongoing business relationship. If making a final payment by check, it iscustomary for the travel agent to deduct its commission from the final payment tothe supplier.ASTA International Travel Agents Summit 1

• How to more effectively market and communicate to the U.S. market –Marketing to U.S. travel agents should focus on business opportunities andspecifically address business terms, such as payment and commission policies,service guarantees and complaint resolution procedures. Prompt and frequentfollow-up to travel agent communications is critical to ensuring a successfulbusiness relationship.• Taking advantage of ASTA member benefits – ASTA International Membershave told us that the most important benefit is opportunity to establish businesscontacts in the U.S. and worldwide. ASTA has designed a unique package ofInternational Member benefits, including face to face meetings such as GlobalBusiness Day as well as on-line business tools. ASTA’s WebExchange, forexample, is an electronic marketplace that allows members to do business withother travel sellers worldwide.• The importance of quality versus price when selling to the U.S. - Emphasizequality, over price. The best way to establish long term relationships with U.S.travel agents is to ensure the consistent delivery of quality service. State upfrontthe benefits of working through your company: such as the most experiencedguides or most comfortable touring vehicles and accommodations; and deliver aspromised.The response to ASTA’s first International Travel Agents Summit has beenoverwhelmingly positive and participants agreed that similar events should be held in thefuture. Plans are underway for a second International Travel Agents Summit to be heldin conjunction with THETRADESHOW in Orlando, Florida, September 9-11, 2008.More information will be provided when available.ASTA International Travel Agents Summit 2