While You re Planning For Your Clients, MAST Is Planning For Your Future
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1 While You re Planning For Your Clients, MAST Is Planning For Your Future MAST Vacation Partners, Inc. 635 Butterfield Road, Suite 150, Oakbrook Terrace, IL Fax: John Werner, President and COO x21
2 Contents Introduction... page 1 About MAST... 3 Member Programs... 4 Marketing... 6 Technology...10 Suppliers & Sales...12 Value of MAST Membership...13 Membership Qualifications...14 Sales & Membership Levels...15 Copyright 2008 MAST Vacation Partners, Inc. The information contained within this document is strictly confidential and may be used solely by travel agency owners to evaluate MAST membership. The contents of this document may not be used or reproduced in any manner without the express written consent of MAST or its employees.
3 While You re Planning for Your Clients, MAST Is Planning for Your Future A thousand things to do As a travel agency owner, you re responsible for far more than arranging travel plans for your clients. Besides ensuring that your clients are prepared for trips and satisfied when they return, you juggle accounting, marketing, technology upgrades, travel news, and supplier, employee and building issues on a daily basis. Your work is never done, but you wouldn t have it any other way except to make everything run more smoothly so that your agency receives greater rewards for all the work you do. More than a commission check Perhaps you began your search for a travel consortium years ago, looking for one that could support your agency without draining your profits. Maybe in your search you found plenty of commission clubs, but not one that offers the personalized services your agency needs. There are plenty of consortiums to choose from, but if they can t provide support for your agency s diverse needs, it s your agency that suffers. Service & Support for Your Agency If you ve already spent days, weeks, or years searching for the right consortium, or even if you ve just begun, now s the perfect time to learn about the services MAST provides. We already serve more than 180 Midwest travel agencies, and we can benefit your agency as well. With superior entire-agency support, personal service and the opportunity to earn the best commissions available in the industry, MAST is the last stop in your consortium quest. 1
4 A Preview of MAST Membership Access to customized targeted direct mail pieces, printed and mailed for the cost of first class postage or less Unique commissions and bonuses from key suppliers, earning you an additional $2,000 to $10,000 per year Access to a free, supplier co-branded, fully marketed consumer website with booking engines and lead generation capabilities Receive 75% or more of back-end overrides and earn an additional $1000 to $5000 each year on top of your commission Amadeus a profit center for your agency Exclusive sales promotions with agency and client booking incentives Free educational programs for you and your agents featuring the industry s most respected, knowledgeable speakers and trainers Support and problem resolution for your immediate day-to-day operations Access to pre-written press releases for distribution Unlimited access to free, personalized e-postcards 2
5 About Us 40 years in business with stable leadership Midwest Agents Selling Travel, or MAST, was founded as a non-profit company in Today we are a member-owned corporation, committed to serving Midwest travel agencies with the same dedication and innovation that marked our founding. Member-owned and member-driven MAST members may serve on the Board of Directors, volunteer on committees, attend regional meetings and seminars and generally contribute to the future of the company Regional focus and emphasis MAST members are in the Midwest, which allows us to partner with suppliers based on our location, resulting in supplier relationships that are unique to MAST agencies Dominant presence within the Midwest Today the MAST Travel Network is composed of more than 180 agencies, which are based in the Midwest and primarily serve Midwest residents Loyal and longtime members Some agencies have been MAST members for more than 30 years. A staff that is always accessible to the membership Call or our staff at any time for general assistance or troubleshooting. Great networking among members MAST agencies gather regularly throughout the year for member events and meetings where they have the opportunity to share experiences and exchange best business practices with other members. 3
6 Member Programs Education Regional training seminars with an in-depth focus on supplier product knowledge and competitive comparisons for your sales staff Conference breakout sessions and individual member/supplier marketing and technology meetings Online seminars, teleconferencing presentations, all-member meetings and think tanks Annual Spring Conference and Fall Training & Trade Fair Interesting venues, special events, and unique opportunities Network with peers and fellow members, as well as with our preferred suppliers National Account Managers and your local DSMs Attend our largest supplier trade fair of the year and be first in the marketplace with the latest supplier offers and specials. Meet one-to-one by appointment during our annual supplier marketing and technology meetings Hear from the top keynote speakers in the industry and gain insight into their perspectives Learn practical business skills and procedures from some of the brightest and most knowledgeable seminar presenters Communications Members only newsletter & Intranet web site, daily announcements, mailings, all-member meetings, conference calls, web conferences, member-to-member message board & quarterly sales reports 4
7 MAST Group Space Blocked group space with added values and extra amenities on tours and cruises, including hundreds of select sailings on leading cruise lines Hosted cruise departures with special client amenities, higher up-front commissions, and reduced rates Member-held cruise and tour space available to sell across the network Discounted rates from 10% to 50% less than advertised rates Shipboard credits from $25.00 to $ per stateroom Complimentary upgrades, photo on board or bottle of wine Complimentary premium gifts during sales promotions All Star Awards and MAST Awards Program Incentive program for members with the highest sales and largest increase in growth with preferred suppliers Annual awards night dinner with awards presentation Supplier-sponsored trip for All Star winners Business Operations Reduced rates on Weissmann & Star Service Online for qualifying members Web hosting and web content through MAST Web Solutions, a program that harnesses the site building and marketing tools of Passport Online. Added value with the Berkely Agency for errors and omissions insurance Free Amadeus GDS ABC Corporate Services Discount hotel program and 24-hour emergency services for your agency 5
8 Marketing Direct Mail Program Our Direct Mail Program provides customized mail pieces for participating agencies. We produce attractive full-color direct mail publications each year, allowing you to stay in-touch and top-of-mind with your clients year-round. Six annual issues of our 8-page multi-supplier brochure, which features multiple price points, sailings from MAST s blocked group space, informative travel content, and 4 places to include unique messages to your clients. Four annual issues of our 12-page experience focused brochure, emphasizing destinations and experiences associated with preferred supplier products, plus space to print your unique message. Throughout the year, we offer additional direct mail opportunities with preferred Once you ve created your mailing list, the MAST office handles the rest. From formatting your mailing list to ensuring your agency s information and logo are correctly displayed on each mail piece, we make sure that your mail is prepared for delivery, postage included. Features Customization of every mail piece with your agency s contact information, including your own messages and logo. Consumer reply cards featuring trip and prize giveaways Direct mail pieces for 50% less than what other consortiums charge Our multi-supplier direct mail brochure is only $0.39 per piece compared to a $1.00 or more with other consortiums Marketing Program Completely FREE postcards and e-flyers sent to your clients (Example at right) MAST administrates the program so that every received by your client looks like it came directly from your office, and we do all the work! s are sent only to those clients whom you pre-approve. MAST provides complete personalization of each message, open and clickthrough tracking reports, list segmentation, subscription management, and much more. 6
9 Participating agencies simply send MAST their agency logo and contact information along with a list of clients Your clients receive an full of great offers from one of our preferred suppliers, branded for your agency, from your agency. You have access to a report containing data such as how many s were opened, and which links in the message were clicked. PLUS: If you are enrolled in MAST Web Solutions, all s sent for your agency will link directly* to the itineraries, prices and product information on YOUR web site. Optional Marketing On-Demand service allows you to send your own HTML promotions through our online list management and delivery service for only $.03 per address or 1 credit per every 10 addresses. * If your agency is not enrolled in MAST Web Solutions, links within s will point to your web site but not necessarily to specific itineraries. 7
10 Sales Promotions & Agency Incentives MAST-exclusive sales promotions, offers and direct mail promotions from preferred suppliers Booking contests and sales incentives with cash prizes, merchandise, free trips, and bonus commissions Client-targeted promotions with free upgrades & value-added offers 8
11 Technology MAST s comprehensive sales and marketing tool and a source for information pertaining to MAST membership, including: MAST s Supplier Commission & Reference Guide Offers, promotions, FAM trips, and advertising by our preferred suppliers Upcoming events, such as supplier training, regional meetings, seminars, our Annual Conference and our Fall Training & Trade Fair Various training resources, including recorded MAST Web Conferences Travel News for agencies and their customers Links to preferred supplier websites and booking engines Upcoming and current marketing promotions and registration details The MAST Travel Network members-only home page: 9
12 MAST Web Solutions Self-branded agency web sites featuring preferred supplier content managed and updated by MAST Site creation, hosting and marketing delivered through Passport Online s robust agency web site tools Website management tools that allow your staff to easily make updates and integrate supplier offers into your website pages Customer support via 800# or Internet-based training and demonstrations for agency staff Low monthly cost and MAST waives your Set-up Fee! An agency s web site as designed and managed with MAST Web Solutions Amadeus Our Amadeus contract affords even low segment producers the ability to earn money and have a GDS as a profit-center for the agency. Lucrative GDS contract (Amadeus) with no segment shortfall penalties Turn your GDS contract into a profit center Choose from Profit Choice or Easy Access, both include segment incentives 10
13 Suppliers & Sales Our Preferred Suppliers The Midwest s favorite cruise lines Royal Caribbean, Celebrity, Carnival, Holland America, Princess, Disney Cruise Lines, Uniworld, and Hurtigruten. A dozen specialty & destination-specific suppliers for custom FITs tours, packages & cruises. Incentives, discount rate plans with leading car rental & hotel companies. A strategic marketing partnership with Apple Vacations Escorted tour programs with Globus Family of Brands, Mayflower Tours, Collette Vacations, CIE Tours, Avanti Destinations, Pacific Delight Tours, and Tauck World Discovery. Commissions at time of booking on Virgin Atlantic Airways and All Nippon Airways Other Unique Supplier Partnerships Travel Guard, The Berkely Group, Northstar Travel Media, Amadeus, Passport Online, ABC Corporate Services, Tripology, WCBS / E.H. Bickett & Company, CIBT, TRAMS, Digital Design Video, International Holidays, Four Points Sheraton O Hare, and Shore Trips Our Sales Support Program Comprehensive Preferred Suppliers Commission & Reference Guide, issued annually in print and on mvptravel.com Quick Reference Commission Cards MAST s Internet site and member source for supplier and sales information Problem resolution and supplier contacts empowered to make decisions 11
14 Value of MAST Membership Through MAST membership, an agency can save thousands of dollars beyond the earnings of non-members. For example, a MAST agency that achieves the following sales and participation can earn thousands of dollars over their normal revenue. For example, a MAST agency that Sells $20,000 in Travel Guard policies earns... $1,000 Sells $250,000 on Apple Vacations earns... $2,500 Mails 6,000 postcards annually saves on printing and handling costs. On non co-op postage costs an agency saves... $1,750 Sells $56,000 on Royal Caribbean & Celebrity Cruises* earns... $575 Sells $56,000 on Globus Family of Brands* earns... $325 Total Additional Earnings...$6,400 * Based on actual agency earnings in 2008 for 2007 sales figures Based on passenger increase in a given quarter 12
15 Membership Qualifications Annual Tour & Cruise Sales of $500,000 Participation at one or more meetings annually by at least one agency representative Participation in at least one direct mail marketing initiative annually Maintain a computerized customer database and have sales reporting and tracking software Opportunities are available to become a voting member and direct the future course of MAST. 13
16 Sales and Membership Levels Sales Goals Each year, members receive individual preferred supplier sales goals based on the size of their agency and sales history with each supplier. Throughout the year, members receive quarterly sales progress reports that can be used to determine what additional sales are required for the agency to meet its sales goals. At the close of the sales year a final sales report is issued and members* share in back-end overrides earned by the group in proportion to their agency s sales. *Applies only to agencies that maintain Platinum membership for the sales year in question as well as the following year, or to agencies with Gold or Gold Plus membership that meet their individual sales goals for the supplier overrides in question. MAST Membership Features MAST Exclusive Supplier Promotions Exclusive quarterly bonus program with Apple Vacations MAST Cruise Services higher commissions and blocked cruise space Cruise booking engine for your agents at no charge Industry Continuing Education and Training MAST Assisted Problem Resolution Regional Owners Meetings and Fall Training & Trade Fair Annual Preferred Supplier Commission and Sales Reference Guide MAST Web Portal with Preferred Suppliers Specials, Promotions, & Booking Engines Annual Conference held each Spring (registration fee applies) The 2009 Conference will be held at the Monte Carlo Resort & Casino in Las Vegas, Nevada, May 3 6, Customized, free promotions to send to your customers Eligibility in the MAST All Star program Discounted rates on subscriptions and other agency operations 14
17 Gold Membership Standard membership plan with traditional benefits and services Annual Gold Membership...$ Gold Membership Features Direct mail brochures customized and mailed to your clients: just $0.39 to send each copy of Vacation Makers, and $1.17 to send each copy of 360 Override payments upon agency attained Preferred Supplier Sales Goals Discounted membership fees for branch offices Gold Plus Membership Deluxe membership plan with traditional benefits and services, plus extra marketing value Annual Gold Plus Membership...$ Gold Plus Membership Features An all-inclusive marketing and direct mail program with 3000 printed pieces of postage-paid direct mail brochures for use throughout 2006 (10 individual mailings); Valued at $1170 Override payments upon agency attained Preferred Supplier Sales Goals Discounted membership fees for branch offices Platinum Membership Premium membership plan with exclusive benefits and services exceeding standard membership features Annual Platinum Membership...$ Platinum Membership Features An all-inclusive marketing and direct mail program with 6000 printed pieces of postage-paid direct mail brochures for use throughout 2009 (9 individual mailings); Valued at $2340 Override payments upon MAST-attained Preferred Supplier Sales Goals Inclusion in the Agency Finder section of No membership fees for branch offices Prices current as of January 1,
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