2016 Day 3 Program

7:15am - 8:15am: Breakfast, Sponsored by Windstar Cruises

8:15am - 10:20am: General Session


Vincent Cirel, Chairman and CEO, CruisingStore.com

CEO Conversation

Frank Del Rio, President and CEO, Norwegian Cruise Line Holdings, Ltd. and Arnie Weissmann, Editor-in-Chief, Travel Weekly

Presidents' Panel

Moderated by Arnie Weissmann and Mary Pat Sullivan

John Delaney, President, Windstar Cruises
Christine Duffy, President, Carnival Cruise Line
Edie Rodriguez, CEO and President, Crystal Cruises
Roberto Fusaro, President, MSC Cruises
Andy Stuart, President and CEO, Norwegian Cruise Line

10:30am - 11:30am: Concurrent Sessions

Selling Luxury (Master A Market Segment)

Moderated by Ginny Mariano, Avanti World Travel & GTM Advisory Board Member
Leading luxury seller Ginny Mariano of Avanti World Travel will explore the current state of the luxury market and engage leading suppliers in conversations important to travel sellers. She will get the answers you need to more successfully grow your luxury sales.

Panelists include:
Kallie Biggs, American Cruise Lines
Shannan Brennan, Le Boat
Jennifer Collins, Tauck World Discovery
Mark Conroy, Silversea Cruises
Scott Harner, International Expeditions

Developing & Promoting “Expert” Status (Market Your Business)

Presented by Lisa Fletcher, Signature Escapes & GTM Advisory Board Member
Most people think that you have to specialize in a destination (like Hawaii), but your “niche” can be a specific market segment or even a traveler type. Maybe you haven’t realized yet that there is a specialty out there just perfect for you. Join Lisa Fletcher as she explores how to identify, establish and promote your “expert” status and grow your travel business.

Adding Independent Contractors (The Business of Selling Travel)

Presented by Geoff Millar, Ultimate All-Inclusive Travel & GTM Advisory Board Member
Growth is a great problem to have. Is your business getting too much for you to handle on your own? Do you have more client interest than you have hours in your day? Are you looking to add independent contractors? Join Geoff Millar to understand how he successfully added dozens of ICs around the country—and even around the world—and watched his business soar.

How Lone Star Travel Became A Million $ Agency without Spending Hardly Any Money (The AWESOME Side of What You Do)

Presented by Donna Alkarmi, Lone Star Travel & GTM Advisory Board Member
Learn how Donna Alkarmi built her business literally from her Texas bootstraps. And hear how much fun she had while becoming an overnight success story. She’ll explain how she was part of a business, affiliated with a business, and then how independence became her best decision yet!

11:40am - 12:40pm: Concurrent Sessions

Selling All Inclusive (Master A Market Segment)

Moderated by Geoff Millar, Ultimate All-Inclusive Travel & GTM Advisory Board Member
Seasoned all-inclusive seller Geoff Millar of Ultimate All-Inclusive Travel will dive into today’s all-inclusive market, discussing key topics with leading suppliers that will help you successfully increase your all-inclusive sales.

Panelists include:
Carlos Gonzalez, AMResorts
Annabelle Romero, Palace Resorts
Julie Stephan, Sandals Resorts International
Howard Tanenbaum, Playa Hotels & Resorts
Ash Tembe, Hard Rock Hotels

Keep In Touch Strategy (Market Your Business)

Presented by Lisa Fletcher, Signature Escapes & GTM Advisory Board Member
A vital part of your marketing plan should be retaining your existing clients and growing the number of referrals you receive.  Learn how to implement a meaningful “keep in touch” strategy with your existing clients to maximize not only repeat business, but also to generate a constant flow of referrals.

A Financial Perspective (The Business of Selling Travel)

Presented by Charlie Funk, Just Cruisin' Plus
Earning commissions is the ultimate goal of selling travel, and that will help pay the bills. But are you clear on what bills you should be anticipating when you start or grow your own travel business? What are the financial models you should be following? What kind of investments will you need to make to learn and grow in this business of selling the world? Join one of the most successful agencies in the industry to find out how they see this business, by the numbers.

Promoting the FUN Factor through Social Media & Websites (The AWESOME Side of What You Do)

Presented by Marilyn Macallair, Passport Online Inc and Andy Ogg, Ogg Marketing Group
Travel is arguably one of the most popular topics, at least one of the most popular we can share on social media and all over the Internet. Learn from two of the industry leaders (one from the boomer generation and one from the millennial generation) about how today’s travel sellers can use their websites, their emails and all the new social media options to excite and engage their customers and ultimately build their business!

12:50pm - 1:50pm: Lunch, Sponsored by Norwegian Cruise Line

1:50pm - 3:00pm: General Session


Vincent Cirel, Chairman and CEO, CruisingStore.com

Selling the World – An Exploration of Destination Travel

Join leaders from tour operators, wholesalers and river cruise companies to find out how their customers explore the world today. Where are they most interested in visiting and why? What experiences are piquing their interest and how can you best serve them and increase your profits too?
Moderated by Terry Dale, President & CEO, United States Tour Operators Association and Mary Pat Sullivan
Ellen Bettridge, President & CEO, Uniworld Boutique River Cruise Collection
Mike Going, Executive Vice President, Travel Agency Distribution and Development, The Mark Travel Corporation
Joe Jiffo, Vice President of Sales, Exclusive Group Travel
Steve Lima, U.S. Marketing Manager, G Adventures
Tim Mullen, President, Apple Vacations

3:15pm - 4:15pm: Concurrent Sessions

Selling Romance (Master A Market Segment)

Moderated by Donna Alkarmi, Lone Star Travel & GTM Advisory Board Member
Top romance travel seller Donna Alkarmi of Lonestar Travel will delve into the prosperous romance market while engaging leading suppliers from Mexico and the Caribbean in discussion relevant to travel advisors. You’ll learn what you need to know to grow your romance sales.

Panelists include:
Howard Tanenbaum, Playa Hotels & Resorts
Mike Ehlers, The Mark Travel Corporation

Marketing through Supplier Relationships (Market Your Business)

Moderated by Jamie Biesiada, Travel Weekly
Join these three top-producing travel sellers as they share their experiences in developing and using supplier relationships. How did they create them? How did they cultivate them? What advantages do those relationships bring to you, your business and ultimately your customers?

Panelists Include:
Geoff Millar, Ultimate All-Inclusive Travel

Rebecca Norrbom, Holiday Cruises and Tours
Craig Satterfield, SureCruise.com/CruiseTravelOutlet.com

A Legal Perspective (The Business of Selling Travel)

Presented by Laurence Gore, Attorney at Law, Laurence D. Gore and Associates PA
This is certainly a fun business, but there are rules, there are travel seller laws, there are legal dos and don’ts. Join Travel Weekly columnist and one of the brightest legal minds in the travel industry for a clear understanding of the legal issues facing today’s travel sellers.

Do What You LOVE, LOVE What You Do, LOVE Working From Home (The AWESOME Side of What You Do)

Presented By Joanie Ogg, Ogg Marketing Group
Working from home is a privilege and an opportunity to achieve the perfect balance of work life and home life. There are so many choices and decisions to make as you begin and manage your travel business. Clearly understanding the various options and opportunities will enable you to do what you love, love what you do and where you are doing it from. Make your dream of owning and operating your own successful travel business working from your home a reality. Joanie Ogg is the co-author of the original book “How to Start a Home Based Travel Agency” and has helped thousands of travel professionals make their entrepreneurial dreams come true.

4:30pm - 6:00pm: Sponsored Workshop

How to Earn A Year's Pay from Just 1 or 2 Groups, Online and on "Cruise Control"

Presented by Captain Lou Edwards, Little Shop of Cruises and Special-Events-At-Sea, author of ThinkGroupsAndGrowRich.com
"Captain Lou" Edwards shares the exact system he has developed over the last 13 years to make as much as $10,000, $20,000, even $50,000 from each of his many annual cruise groups.
Captain Lou will show you:

  • several simple ways to double and even triple your commissions with the cruise lines’, resorts’ and group leaders’ blessings
  • how to easily transform ordinary groups from a grind, to greatly profitable, exclusive Special-Events-At-Sea—and on land, too
  • how to only speak with a client after they have already deposited with you
  • how to get off the phones and get 78% of your group clients to book online, 24/7 without needing your assistance
  • The Proposal Reversal: how to get the right pied pipers to qualify to be your group leaders, without ever having to submit a group quote or proposal to them
  • a clever strategy to get up to 80% of your current groups' guests to beg to reserve their next trip, a full year in advance
  • how to brand yourself as The World-Class Group Travel Expert In Your Un-Shopable Niche, with an insanely effective low cost lead generation strategy to be unveiled live for the first time ever at CruiseWorld
  • how to add $10,000, $20,000 even $50,000 per group to your bottom-line profits while working less, sleeping later, and traveling more