Column: Specializing can boost travel agent's business

02/18/2008 | Travel Trade

Dori Saltzman argues that travel agents should find a niche, or specialty, and then become the best at it to increase their business. "Today agents can't make a living out of airline or hotel commissions any longer," said Genevieve McCarthy, director of Cellar Tours, which specializes in wine tours to Portugal, Spain and Italy. Agents "need to be able to sell something that clients can't organize on their own -- through lack of knowledge and/or contacts. People go to travel agents for their expert knowledge and in today's Internet world, agents need to have a lot more knowledge in specific areas in order to get work."

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