Building Business at MTravel.com

Corporate travel sales are rising at this Montrose division

Leisure travel sales remain the core of most home-based travel agents’ growth and success, but for a few stalwart professionals there is opportunity in serving the corporate travel market—notably small- and medium-sized businesses. Success in the corporate or managed travel market requires special skills both for the agency and agent.

“What is needed is a blend of dedication, professional competence, solid corporate-
oriented technology and a passion for delivering outstanding client service,” Andi McClure-Mysza, president of MTravel.com, a division of Montrose Travel, believes.

McClure-Mysza estimates that 40 percent of the total volume driven by MTravel.com’s 350-plus hosted agents is in serving the corporate markets. They benefit from strong support from MTravel.com’s corporate travel expertise, resources, staff and technology. They also can draw on the resources of Montrose Travel, MTravel.com’s parent, a $110 million travel company.

A travel industry veteran, McClure-Mysza sees substantial sales growth among MTravel.com’s corporate agents—generally 10 percent per year among their existing agents. But she acknowledges that special skill sets are needed to compete for small business/corporate accounts. “To win in the corporate market, agents must work in travel full time, be service minded and driven to deliver superior client service,” she says.

A Recipe for Success
Success also requires expertise with one of the global distribution systems (GDS) for air, hotel and car bookings. The corporate/business specialist must have a mastery of the technology basic to effective travel management. “Leisure agents become experts in offering hand holding and advice to individuals for their vacation needs, while the corporate travel agent may face a dozen changes in just one itinerary,” says McClure-Mysza. “Nonetheless, corporate travel can be very profitable as well as rewarding.”

“In addition to the GDS, our corporate agents have access to first-class technology to serve their corporate clients. They not only must have booking and fulfillment capabilities, but [also] the ability to provide management information systems that allow corporations to control and report travel expenses.”

While technology is critical, so too is having the support of a full-service host. This includes using the host’s buying power—many with essential air, hotel and car agreements that give agents a competitive advantage. In addition, products such as 24/7 emergency support, automated quality control software and online self-booking programs can yield cost savings and efficiencies. Some hosts, including Montrose, can assist agents with new account pitches and will provide backup if an agent is out of the office.

In the case of MTravel.com, agents also benefit from Montrose Travel’s incentive travel and meetings/convention expertise. The power of the MTravel.com affiliation allows agents to negotiate corporate group contracts tailored to the incentive and meeting needs of their corporate clients.

Montrose Travel is continuing to invest in new technologies. This year MTravel.com has introduced Cliqbook, an online self-booking tool; Travel GPA Report Card, a benchmarking tool for corporate customers; and FlightStats, an online tracking and notification system for clients of delays or cancellations. Another innovation is its proprietary Corp Connect Portal, a one-stop resource for travel information.

“Seasoned corporate agents operate in a very competitive environment and they have to offer clients options—this includes the ability to track and monitor expenses and give small-business managers the analytics to compare performance,” McClure-Mysza says. “At the same time, the agents must themselves be profitable. We offer lots of extras for the company and agent, including private label websites and simple pricing models.”

McClure-Mysza notes that Montrose Travel, established in 1956, has been in the hosting business since 1973 and is well financed and managed. “We welcome new home-based agents who want to grow their businesses. This includes leisure as well as corporate agents, qualified newcomers as well as experienced professionals.”

For more information, visit www.mtravel.com or call 800-870-5799.

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