There has never been a better time than right now to get into the travel business as an Independent Contractor!
by Gary M. Fee, President OSSN

Times have changed for the better for the home based seller of travel and so have the opportunities for success! Independent Contractors (IC’s) and Outside Sales Travel Agents are not the same breed as they used to be since the early 70’s. Today the new home based seller of travel or independent contractor as they are commonly referred to has become one of the predominant means of distribution for travel products and services in the travel industry. Many agencies seek to recruit, you, the independent contractor to help shore up their walls of profitability. No longer are independent contractors treated like second class citizens of the travel industry. Today this status of travel promoter plays a very important role in our 4.2 Trillion-dollar industry.

Technology has helped create many opportunities for the independent contractor. You probably already have a personal computer in your home that allows you to access to information and communication. Voice mail, e-mail and Internet commerce are ways we conduct the majority of our business as sellers of travel. No longer is it necessary to work from a storefront agency when all the tools of the trade are at your fingertips.

Many home based sellers are affiliated with a travel agency that has been appointed by the Airline Reporting Corporation (ARC), International Airline Transport Association (IATA) or Cruise Line International Association (CLIA). Although they work with a travel agency, outside agents act as independent contractors, which makes them self-employed. As an outside agent, you can choose to work on a part-time or full-time basis, it’s up to you. You will be paid by receiving a percentage of the commission or earnings received by the travel agency for the business you produce. In addition to the opportunity to earn substantial income, you, as an independent contractor, will qualify for various travel and educational benefits, which are available exclusively to retail travel industry sellers.

At OSSN we see a new role for the home based seller of travel. There is now another new breed in the market place. This new breed is referred to as the “Home Based Agency.” The Home Based Agency has their own CLIA, TSI (IATAN) or TRUE Code that identifies them as a commissionable outlet for the supplier community. This status of seller of travel does not split commission with a Host Agency because the commission checks are coming directly to their own agency. OSSN advises a newbee in the business to start out your career as an Independent Contractor with a Host Agency first before venturing out into the “Home Based Agency” model. This way will allow a seller to get the experience required before making a more entrepreneurial move.

Travel agencies must develop strong marketing programs whether home based or store front. There is a growing consensus that they must aggressively sell their services to new customers as well as instill greater loyalty in their established clients. The need to compete effectively in today’s marketplace explains the need for an agency to have an effective outside sales force. Instead of sitting at the office, waiting for a client to call or drop in, the agency has cultivated a flock of independent contractors that visit their clients on their own “turf”. By bringing this service to the customer, the seller of travel creates new business for the agency and themselves that otherwise might not have been prospected.

The rapid changes within the travel industry are posing new demands upon the independent travel contractor and home based agency for which he or she may not be prepared. Thanks to the advances of distance education programs on line, our agents are able to acquire the necessary skills they need to be a success in this market.