AboutSteve Collins Expertise My main area of expertise is in meeting and event planning. I can help answer questions on how to find the best hotel for a specific group, ways to make a group more attractive to a hotel so that they will offer better rates, and negotiation strategies for working with hotels. I can also give tips on items that are and are not standard in hotel contracts, although I am not an attorney.
I am not as familiar with the specifics of food and beverage functions (i.e. how many appetizers would you need to order for a reception of 250 people?).
Experience I had been working as a hotel sales manager for 11 years when I decided to "jump the fence" and become a meeting planner myself. I feel that my background can be very helpful in the negotiation process because I know what the hotels look for when evaluating a potential piece of business.
Question QUESTION: I am planning on openning a licensed travel agency and i will specialize on guided tours. how can get discounts in disney tickets and hotels in order to make my future travel agency more profitable.
ANSWER: Honestly, as a new agency, you are going to have a difficult time getting amazing discounts. Typically the best discounts go to those agencies who have a proven history of producing for the vendor--once you reach a certain level of volume, you have more leverage to negotiate rates. Until then, you have no history from which to draw, and no proven track record with the vendors.
Are you planning on using Disney hotels for your stays? If so, you could contact a Disney sales rep and see about getting some discount packages (let me know if you need a contact, and I will see if mine is still current....). Keeping all of your business with one company will help, as you will not be splitting your business among several vendors. You might also look at the seasonality of the area--if you promise to bring groups in during their traditionally slower periods, they will usually be much more receptive to giving you better rates.
Another thing that will help if you have any flexibility is if you can book your groups during the week instead of weekends--again, trying to steer business into times when it helps them, as opposed to sending them additional business when they will already be busy.
Does that help?
Steve
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QUESTION: since i can't get amazing discounts by myself, Is it a good idea to become a independent Agent of a recognized agency and use the host agency IATA/IATAN number or just get hotels and resorts at a discount through them.? if so which Host agency do u recommend and could u give some tips on how to do it. Yes am planning on using Disney hotels for my stays as well as other hotels and resorts. i will appreciate any help with contacts. Thank you for your time.
Answer Unless you are booking airline tickets (which is a WHOLE new ball of wax--and NOT very profitable), you really don't need an IATA number. As a new agency, you might actually have trouble qualifying for one. Really what you want to do is open up a tour operation business, not a travel agency. As a tour operator, you can book without an IATA number--typically hotels will use your tax ID number (which I would recommend you get regardless of whether you actually need one or not--there is no cost, and it lends credibility) or simply your telephone number. The exception is Marriott hotels--they are now requiring IATA numbers--but only if you want to receive a commission. If you are asking for net rates, you will not even need an IATA to book with Marriott (and I am finding most local Marriott properties will work with you regardless--they are not going to turn away business just because you don't have that number).
Instead of going through some other organization (and paying them hefty fees), why not just put a trip together yourself? Shoot VERY low with your numbers to begin with, but choose some dates and contact Disney with a request for group rates. Typically hotels require at least 20 people to consider it a group, though, so make sure you think you can sell that many spaces before signing any commitments. Also, be careful about signing anything--you really don't want to commit to any rooms, etc., at all if they will let you get away with it. See if they will let you sign a "space available" agreement, meaning they will offer you a special rate, but will not actually block any rooms for you. This way you are not actually on the hook for any money, HOWEVER, you do run the risk of the hotel being sold out before you book since they are not holding rooms for you. This is typically the safest way to go--especially at the beginning--because the last thing you want to do as a new business is pay huge cancellation fees.
As for contacts--the national sales staff with Disney is divided up geographically (so I am not sure who would cover your area), and I have had no contact with my rep for several years at this point--so I don't even know if she is still with the company (she was based in Chicago covering the Midwest--I am in Colorado). Your best bet might be just to go to www.disneymeetings.com and fill out their online RFP form. You will need to choose some dates, and have an idea of the number of people. Remember to think about choosing off-season dates if possible (I believe their lower seasons--at least in Orlando--are November and May, but I am not positive about that).
If you want to contact me directly with any further questions, my e-mail is Steve@ResortMeetingSource.com. I hope this has been helpful!
