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How to Set Agent Commission for Tours & Activities

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Setting the right commission rate for your agents is a tricky task for tours and activities.

We break down the essentials of what you need to know to get your rates right in distributing your tour products.

Published in: Travel
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How to Set Agent Commission for Tours & Activities

  1. 1. How to set AGENT COMMISSION for Tours & Activities sales@rezdy.com www.rezdy.com
  2. 2. For tour and activity operators, setting agent commissions can be tricky.
  3. 3. It’s a delicate balance of
  4. 4. It’s a delicate balance of - Motivating agents to sell your tours
  5. 5. It’s a delicate balance of - Motivating agents to sell your tours - Remaining profitable
  6. 6. Here’s what you need to know.
  7. 7. #1
  8. 8. #1 Rate Lingo
  9. 9. Retail rate ● What customers pay ● Should be consistent across distribution network ● Based on consideration of your operating costs, profit margin, and distribution network costs
  10. 10. Nett rate ● Operation costs + profit margin you want to make per sale ● The minimum amount you can sell your tour for while still making a profit ● What distributors see to add their commission to
  11. 11. #2
  12. 12. #2 Industry Standard Commission Rates
  13. 13. Direct Distribution Commission is set by you and your agent (not less than 10%) Hostel You Concierge
  14. 14. Complex Distribution The tourist contacts a retail travel agent, booking accommodations and tours for several weeks
  15. 15. Complex Distribution The retail travel agent plans an itinerary through a brochure of a tour wholesaler
  16. 16. Complex Distribution The tour wholesaler contacts an inbound tour operator to book each element of the tour itinerary
  17. 17. Complex Distribution The inbound tour operator plans the itinerary through a brochure of a tour wholesaler and books with individual suppliers - including you!
  18. 18. Complex Distribution You DO NOT pay commission to each person in this process. Instead, you pay all of the commission to the ITO. Each agent will then take their cut.
  19. 19. Complex Distribution You pay an ITO 30% commission directly The ITO keeps 10% and gives 20% to a Tour Wholesaler The Tour Wholesaler keeps 10% and gives the remaining 10% to the Retail Travel Agent The Retail Travel Agent retains the 10% commission 30% 10% 20% 10% 10%
  20. 20. #3
  21. 21. #3 Quoting Commission Rates
  22. 22. Commission Rate Formula Use the formula created by Small Business WA. Repeat for each of your products. You may also want to offer additional “over-ride” commission to encourage sales, which is generally 2-3% on top of existing commission rates.
  23. 23. #4
  24. 24. #4 Ongoing Management
  25. 25. Consider how you will manage agent bookings on an ongoing basis.
  26. 26. Does your online booking software manage agent bookings?
  27. 27. Does your online booking software manage agent bookings? Allow agents to check availability and book in real time
  28. 28. Does your online booking software manage agent bookings? Allow agents to check availability and book in real time Manage commission reconciliation payments
  29. 29. Does your online booking software manage agent bookings? Allow agents to check availability and book in real time Manage commission reconciliation payments Produce agent sales reports
  30. 30. Rezdy does.
  31. 31. “[Agents] can see your live calendar, book people in, and bang - you get the money, they get the commission, and everyone’s happy.” Colin Thwaite, Owner & Director of Oz Whale Watching
  32. 32. Agents can log in, send you bookings, and get paid - all based on the commission and products you set for them.
  33. 33. That means less admin, and more time doing what you love.
  34. 34. ABOUT REZDY
  35. 35. ABOUT REZDY Rezdy is a powerful online booking software for over 700 tour operators worldwide
  36. 36. ABOUT REZDY Rezdy is a powerful online booking software for over 700 tour operators worldwide
  37. 37. Want to learn more?
  38. 38. Get in touch!
  39. 39. Get in touch! sales@rezdy.com www.rezdy.com Aus: +61 (0) 2 8244 3060 USA: +1 415 655 1633

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