Jack E' Mannix, CTC

1
Welcome!

• Jack E. Mannix, CTC
• President CEO
• Ensemble Travel Group

2
Welcome! And Congrats

• Jack E. Mannix, CTC
• President CEO
• Ensemble Travel Group

3
Todays Agenda

• What were going to talk about
• Foundation business overview
• Your role today and in future
• What skills do you need?
• Why should they buy from you?
• How do we get started?

4
Business Overview

• Its still a great business!
• It still can be fun!
• Pleasure in helping (most) people
• Though slow at the moment, business isnt going
  away!
• This is your time to regroup
• Execution is the ultimate test

5
Great News!

• Business is not going away
• People will continue to travel
• Spoils go to the proactive, aggressive pro
• Fewer travel professionals, more consolidation
• Strong future for those who operate differently

6
Bad News (Sort Of)

• They really dont need you
• Supplier direct
• Other professionals/agents
• Internet
• Friends
• ???

7
What Do You Sell?

• Products?
• Destinations?
• Insurance?
• FITs?
• Car rental?
• Yada, yada, yada?

8
What You Sell!

• Expertise unconfuse them
• Time saving
• Personal services/relationship
• Values
• More!

9
What You Sell!

• Expertise unconfuse them
• Time saving
• Personal services/relationship
• Values
• More
• These are the price of entry, however

10
Prepared for New Role?

• You have to
• Know your stuff specialty?
• Market intelligently
• Create PR opportunities
• Become a selling machine
• Make them come to you
• Work the relationship
• Be true to you

11
Know Your Stuff

• You have to customer does
• Some product, destination training
• Have a specialty
• But focus on other skills
• Marketing
• Selling
• Customer service
• Business skills

12
Market Intelligently

• Lots of cost effective methods
• Start an e-newsletter
• LibrarySupportStaff.com
• Squidoo.com
• Gain comfort w/internet marketing
• Constant Contact, Vertical Response, Campaigner
• Deal with spamming issues, looks professional,
  cost effective
• Trap email addresses, verify

13
Market Intelligently

• Blogging have customers to introduce themselves
• Social networking
• Online most efficient
• Sheer numbers incredible
• Twitter
• Facebook
• LinkedIn
• Plaxo

14
Market Intelligently

• Leverage your web site
• Customer uses it to vet you
• Ask for reviews of trips
• Allow them to post pics
• Flickr Facebook groups
• Blogging, etc. attracts SEs
• Does it promote you, your expertise?

15
Create PR Opportunities

• Be visible!
• Fundraisers, church events, clubs
• Local, regional print, electronic
• Everything should have message about you, not
  just the product, etc.
• Back of business card?
• Every web page?

16
Become a Selling Machine

• How are your selling skills?
• Listening is key
• Whats behind the statements?
• Know when to stop selling take the order
• Share of wallet w/best customers
• Many sources
• Sellingpower.com
• MySellingSkills.com

17
Make Them Come to You!

• Its All about you!
• You, employees have commitment, capability
• Major US bank 49 of customer impact from
  commitment capability
• Employee commitment 27
• Employee capability 22

18
Make Them Come to You!

• Its All about you!
• Youre an expert
• They like you
• Unique products/good values
• Harder to replicate on own
• Experiential/bragging rights
• Harder to shop
• Save them time

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Make Them Come to You!

• Its All about you (and them)!
• Do they feel special
• e.g. call them on arrival at hotel?
• Mr. Schmooze (Richard Abraham)
• Asked them their opinion?
• Zoomerang.com
• SurveyMonkey.com
• QuestionPro.com

20
Leverage your assets

• Its all about you (and maybe a few others)
• Sales reps
• Consortium
• Travel Institute
• Partner where it makes sense
• Local wine store, etc.

21
Work at the relationship

• Its like being married it takes work but its
  worth it
• Be upbeat no whining
• Constant nurturing
• Note cards, emails, phone calls, birthdays,
  events, etc.
• Feel like kings (and queens)
• Incredibly responsive (Blackberry, other)

22
Be True to You

• Dont compromise (theyll notice)
• Sincerity love your customer
• Demonstrate empathy, other feelings
• Demonstrate trustworthiness prior to selling

23
Be True to You

• Dont compromise (theyll notice)
• Be genuinely charismatic! Youll be a customer
  magnet
• Demonstrate integrity always
• Be likeable
• The Likeability Factor (Tim Sanders)

24
Go for It

• Just do it!
• What are your 90 day goals?
• Sales goals?
• How will you achieve them?
• PaloAlto.com (Business Plan Pro)
• Required training?
• Be honest on strengths, weaknesses

25
Go for It

• Just do it!
• What are your 90 day goals?
• Internal, external communication?
• Practice one skill
• Have fun!

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Summary

• Business is there for you
• Aggressive, proactive approach required
• Always be selling you
• Train, prepare as required
• Set goals actions to achieve them
• Start now!

27
Thank You!

• Jack E. Mannix
• jmannix_at_ensembletravel.com