By MICHAEL BAGINSKI/ There’s no better time to be a travel advisor, says the head of one of Canada’s leading IC organizations, Trevello. In fact, it’s sexy, laughs Zeina Gedeon, who has seen both sides of the coin – as a top gun at Air Canada/ACV and now as CEO of the former TPI – which has been around for over 30 years in Canada, yet is still energetically building for the future.
Part of that vision is the organization’s new name – pronounced tre-vell-o (not trev-ello) – which was introduced in 2023, though it seems much longer. And annual growth of 200 to 300 agents per year, with close to 1,300 Independent Contractors (ICs) now in the fold.
“I’ll be honest,” says Gedeon, “if you go back four years to COVID, as bad as it was, it was probably the best things for travel advisors because so many people got screwed. They did not book with travel agents and they went to make changes, they wanted to make cancellations, and all these online tools (that suppliers introduced). They had either let everybody go or they were so inundated they couldn’t really support them. So, we had an influx after COVID of people who were finally realizing how important it is to have a travel agent.
“And since then we’re seeing a significant growth – a revival – of this job.”
She adds that the advent of social media is also a major factor.
“Now people see others and, you know, ‘OMG, I’m in this hotel, and look at this beautiful resort.’ And I think social media has also played a role in making people want to be part of this industry. It’s brought a sexiness back to it!”
Suppliers have also seen the light, Gedeon believes, once again appreciating the value of travel advisors (when the industry once sought to minimize the “middleman” through commission cuts and direct bookings).
“Honestly,” says Gedeon, “they don’t want to do it themselves. We take away a huge layer of the issues for them.”
She recalls Sandals founder Butch Stewart saying, “We don’t want to do what the travel agents do. It’s the questions, the thousands of back and forths, ‘give me more options…’ It’s a lot of work we take away from the suppliers – doing the due diligence and all they do is get the booking. So, definitely travel agents are critical for the supplier!”
But why be an IC?
So, travel advisors are sexy again, and valued by both consumers and suppliers. Why go the IC route, rather than traditional bricks and mortar?
Gedeon says its all about flexibility – working whenever and wherever one wants. Whether it’s on a mountain or sitting on a beach. “Anywhere in the world I can service customers, I can make my bookings, and I can get paid.”
And that freedom extends to choosing one’s own niche(s) – to be a cruise specialist, for example.
Plus, accepting the customers you want – and, importantly, refusing the ones you don’t. And “that’s big,” says Gedeon. “We tell our advisors, you can pick and choose and don’t take a client who doesn’t value you.
“Doing it on your own terms – that’s what an independent is.”
Why choose Trevello?
So, you’re going to be an IC; why choose Trevello?
“Many reasons,” offers Gedeon, who says Trevello’s model has evolved from traditional host agencies, notably addressing substandard commission, no pension, lack of ownership, and legacy technology.
To that end, Gedeon prides herself on providing “phenomenal” support for members, with eight staff members dedicated to just that. There’s also the cutting-edge tech tools, administrative back-up and marketing assets, over 300 preferred partners, and ongoing industry and business development training – both online and in person – that is shared across the country.
“We’re here to help create efficiencies, so agents don’t have to do it – or think about it,” says Gedeon. “And to help advisors grow.”
Then there are the incentive events in exotic far-flung places (like Belfast for this year’s annual conference this month) and exclusive Chairman’s Circle trip (which in the past has included Europe, Turkey and Cambodia) for top producers (who earn over $150,000).
For newbies, there’s start-up training that essentially “replaces travel school” and ensures that newcomers to the industry can hit the ground running and be successful when they’re ready to sell.
Best of all, Gedeon enthuses, is Trevello’s “revolutionary” commission program that gives all advisors “better compensation, better recognition and better opportunities to thrive.”
No less than “rewriting the rules of the travel host agency model,” the Momentum program includes:
- 85% commission for everyone – no exceptions, and
- 100% commission once $15,000 in paid commission is achieved
“Everybody starts at 85% and when you get to $15,000 in paid commission you get 100%,” Gedeon says. “Advisors work so hard, and they find in many instances they have to give some 60% to their agency or host. It’s not fair.”
Too good to be true?
“Yup,” laughs Gedeon, “they have to pay $69 a month (to get all that). If you get to 100%, we charge a 3% admin fee.”
Commissions splits are also the same across all products, eliminating confusion, Gedeon notes.
What about the money, honey?
“I’m always asked: ‘Can you make money (being a travel advisor),’” Gedeon says. “And the answer is yes, if you want. We welcome anybody (but) it depends on how hard you want to work.”
Though she adds, “I can tell you without naming names, our No. 1 advisor cleared over $500,000 in commission last year.
She laughs, “I’ll be the first to say, had I known this could be a profitable business, I would have become an IC person… and I think when I retire, I will become an IC person.”
The cash is flash, but it’s mostly about the…
Fun and fulfillment.
“It really is fulfilling when the customer comes back and says, ‘Oh my god,’ or sends you flowers,” says Gedeon. “And the relationships you make in the industry: there are colleagues or supplier partners that honestly make a difference. Today, we have advisors who sell a product because of the BDM, because they’ve developed such amazing relationships.”
Lastly, she reflects, “I don’t think I’ll ever retire. Not because of the money. I just think, where else would I have this much fun?!”