Business plan of the tourist agency

Tourist agency: "we work, you rest".

It can seem with the surface view on this business that generally all rest. In order to begin it, it is sufficient 10-15 thousand dollars. It is simple in control and it is not deprived of external gloss. Not randomly tourism sometimes is called the "business of wives and mistresses". But as in reality?

Operators the agents

Before to compose business the plan of tourist agency, let us be determined with the terms. On the tourist market work two forms of firms - turoperatory and turagenty. The first create the product: they negotiate with the hotels, will bath places in the aircraft, they organize to clients transfer from the airport to the hotel, excursions so forth of turagenty this are occupied in no way. They simply sell the products of different turoperatorov, appearing as the store of passes - into Turkey, Spain, Egypt. Moreover they propose to client to the selection of fucoid from the different operators for each specific guideline. This as in the supermarket, where on the shop window stands is somewhat it is specific milk or kefir.

Helen karaseva, director of Moscow company "Polonaise- stage", began precisely as turoperator.

- in 1993 in me appeared the possibility to take a trip into Holland and some time to there live. I fell in love with this country and solved: why not to make possible to others to complete here journey? It agreed with the hotels, organized overflight. It is further - it is more: Belgium, Luxemburg, Germany... However, stages in the countries of Benelux cost sufficiently dearly, and I decided to begin to conquer mass client. It left to the consulate of Egypt. They recommended to me partner in this country. We with it for long were copied and they finally concluded agreement. In the peak of season we sent 150-200 people. In those years this was outstanding result.

- Turopereyting - the very capital-intensive and slowly being redeemed business, says Pavel Khmelev, the director of turagentstva Of "arkona" from Zelenograda. - starting investments begin from several hundred thousand, and that millions of dollars. In this case, proposing its product to agents, it is necessary to frankly dempingovat'. Let us say, if you work with several hotels in Turkey, it is necessary to assume by him in summer on the order of $300 thousand on the deposit, to redeem the blocks of places to two air flights and plus to that - to be put in the advertisement: masses -media, exhibition. Cheaper way - to turoperatorstvovat' in the exotic directions, the type of the Jordans. Hotels in this case are armored through the assuming tourist company in the country, airline tickets are acquired to the usual regular voyages. But in this case the knowledge of the country and the experience of the foreign trade transactions is required: all financial calculations will go only through the currency calculation. Business for the mistresses? No, here mistresses will not manage. Yes even novices also.

Carefully: "dead season"
Thus, turoperatorstvo as the sufficiently specific and capital-intensive form of business for a little experienced owner does not be suitable. Let us estimate the prospects for tourist agency, after which it is possible to boldly develop business the plan of tourist agency.

At first it can seem that the market is overfilled, a quantity of agencies in the large cities simply unthinkable. However, chances to build the stably working business as before exist. And first of all in man, whom itself burns with passion to the journeys and knows how to light up by it others.

- we with the friend much travelled and decided to convert hobby into our profession, say the sea-scape Of kulakova, the director of turagentstva of "tsunami". - this was in 1997: room in the office building in the center of Moscow, two tables, shelf with the folders, periodical table with the catalogs, fax... Even computer appeared not immediately. They registered law representative, license was obtained. They went to the yearly exhibition, where concluded agreements with turoperatorami and the heap of their catalogs was collected. They placed advertisement in the free newspapers, the specialized publications about the tourism, and - forward. They did not stint on time to the contact with the first clients: they shared with them by their own impressions from the different countries and the hotels, fucoids convenient on the departure and optimum for the price were selected. Each day they bathed in the operators several passes. But then began October...

Composing business the plan of tourist agency one cannot fail to consider the seasonality of business, since this is the largest danger, which is on the watch the newly born agency. Quantity of people, yedushchikh to rest in summer, incomparably with the winter. The peaks of sales are fallen to the second-half of April (people they be going to rest on the May holidays), July - the beginning of August (heighth of family leaves), September (to the health resorts they will go childless pairs and young people), end of November - beginning of December (new-year stages). And there are the completely subsidence months, which bury the majority of beginning turagentstv: October and January- February. In another month in you it can not prove to be generally one client. But nevertheless it is necessary to pay the lease of office.
Are, of course, year-round Egypt mountain-skiing stages. But they do not ensure a sufficient revolution. Even those do not always survive, who began to work during April and took the first peak of sales. It can not be sufficient the money earned to the autumn until the following spring. So that, beginning business, by the most correct solution will plan losses for the first two years. It is especially important to consider this, if project begins to the borrowed money. To construct the graph of the recovery of credit taking into account the fact that the money into the cashbox enter stable, the present rashness.

- in the new agency subsidence can prove to be any month, counts Pavel Khmelev. - about the permanent clients into the first two seasons of work to speak it does not be necessary. The volume of sales depends very greatly on quantity and quality of advertisement, which requires high expenditures.

- in 90% of new agencies during February will arise the situation, when money not it is entirely, prevents the sea-scape Of kulakova. - it is necessary something urgently to devise: to propose its at random services to classmates, to comrades on the institute. If it transports, you will earn at least $300 dollars, you proplatite lease in March and you will withstand.
To survive winter it is much more in reality of chances, if we begin valuably to work during April: it is possible to earn rather well on the azhiotazhnom demand for the passes to the May holidays.

Prepare stages in winter
But in order to start in spring, prepare business the plan of tourist agency still in summer, and in autumn begin to be prepared for the discovery. If we be turn ourselves into the specialized firm, then week for two it is possible to register legal person. Even as the minimum month will leave to obtaining of license. According to the now acting rules litsenziruyet tourist agency the ministry of economic development and trade. In the small agencies, which do not claim to the serious game on the market, most likely, serious problems with this it will not arise.

Considerably the more serious procedure, which will require large red tape, obtaining the certificate, which confirms, that the services, which you render, correspond to the established standards of quality. A question of expenditures for certification must be compulsorily included in business the plan of tourist agency. The Center for certification, where for you it is necessary to turn, in the required order will require to produce the real agreement about the lease of accomodation. Therefore already by this time you vitally should acquire by office. The colleague of center compulsorily will visit to you in guests and personally he will estimate, under what conditions you will assume clients. Furthermore, it is necessary to prepare the mass of different documents, and first of all - the copy of the working book at least of one colleague of your newly born firm, who has work experience in the tourism more than three years. Although, in principle, the month can be approximately worked out, also, without the certificate of correspondence. Some firms work even longer, and the documents, which confirm, allow to those checking, that it is located in the stage of formulation.

The third required paper, which must viset' within the framework on the wall, hygienic certificate. It is necessary to spend day in order to hear lectures about the infectious diseases of the tropical countries. If you have time to solve all these problems to February, then it is possible to begin negotiations with turoperatorami.

By the way, in Moscow two times per year, in autumn and in spring, as a rule, into "ekspotsentre" in red Presnya passes main tourist exhibition - MITT. It compulsorily should be visited. Possibly, precisely, on it you will conclude your first agreement with turoperatorom. But if no - that, as a minimum, you learn, who there is who on the tourist market, you will collect catalogs and the souvenirs, which in the required order must be in the office (for example, the detailed map of Turkish coast). It will take by unsuperfluous for the exhibition of all its colleagues. This will be usefully both for an improvement in their information about the future work and for the formation of corporate spirit.

Composing business the plan of tourist agency, you remember - face of business - the office
On the essence, turagentstvo - this is store, it is more precise than butik. Therefore accomodation for it is selected appropriate - in the populous and sufficiently prestige place. Your office must cause the confidence in clients: is still living memory about those times, when turagentstva collected money and they disappeared. Therefore it is very important to show that you have long ago worked and without the reclamations. By itself, must be placed into the beautiful framework and hung to the walls license, certificates and other documents. Will not stir self-advertisement. One of my familiar glued round one of the walls in the office by the health resort photographs of friends with the inscriptions of the type: "thanks for the outstanding leave. 12.07.1997". And in visitors impression was created, that this is firm with the long-standing history.
It is important to consider psychology of clients. In person, who buys pass into the five-starconfrontation hotel on Bali island, more than confidence will cause the company, which works in the stylish surrounded office. But well-off clients elegant design sometimes, on the contrary, repulses.

- one of my associates, who work in the Moscow area, consciously does not change in the office old "shovel" office tables and chairs. Although this, of course, extreme, shares observations Pavel Khmelev.

Introduce into the business the plan of the tourist agency of expenditure for the equipment of working mest.Turbiznes - one of the most information texnologies moved in the plan. Therefore working the place of each manager must be equipped with contemporary computer. Furthermore, one should conduct the chosen Internet- line and sign to the access to the systems, which give operational information about the presence of the vacant places in the hotels and of airline tickets. Then the colleagues of firm can armor passes in regime on- Lina.

The sea-scape Of kulakova Acknowledges:
- me, person, who began turbiznes even without the computer, these technologies they lead into the enthusiasm: earlier we obtained information about the burning passes on the fax and one paper they expended meter on 15 during the day. In principle, you today can save and use fax. But in this case of chances to survive none. You will be able to compete with the competitors neither on the quality of maintenance nor on the prices: in the peak of season the information renews several times in the day.

the key point, entering the business the plan of tourist agency - advertisement.
Advertisement: cheaply it will not come out
But to find the successfully located and well equipped office - only poldela. Another question immediately will come up: how to state about itself?
Very heavy expenses for advertisement in turoperatorov. The distributions of prospectuses with the description of its services it is insufficient. It is necessary to organize familiarizing stages for the partners. Not one agency not will work with beginning turoperatorom, until its managers themselves visit the hotels, whose merits for them one must describe to clients.
In turagentstv of expenditure for advertisement and promoushn, of course, it is incomparably less.
According to the estimations of specialists, order 25% clients brings beautiful signboard. Many agencies manage without it (signboard must be recorded and paid for this additional money) - and in vain.
But one signboard alone or pillar at the entrance it is clearly insufficient. What to undertake still?
Pavel Khmelev, opening new office, ordered the special issue of newspaper and extended it along all mailboxes of surrounding region. Expenditures were repaid with interest.
The sea-scape Of kulakova in the initial stage acted according to the classical diagram: it gave advertisement into the free newspapers and specialized publications, moreover both in the form of exclusive modules and by positioning the line in the advertisement of large operators. The not bad result gave marketingovye motions of the type of "red telephone": the firm paid the services of reference service, which included its proposals in information selection about the presence of passes and the prices.
But, in the opinion of all our experts, entire advertisement finally is reduced to the start of the "sarafannogo radio": agency gradually outgrows by the circle of the permanent clients, who give recommendation by their familiar. It turns out that the best advertisement - is professionalism.
It can seem with the surface view on this business that generally all rest. In order to begin it, it is sufficient 10-15 thousand dollars. It is simple in control and it is not deprived of external gloss. Not randomly tourism sometimes is called the "business of wives and mistresses". But as in reality?

The competently comprised business the plan of tourist agency is unthinkable without the illumination of the cadre policy of company.

In the building, where works Helen karaseva, were arranged immediately... seven turagentstv.
- me it seems, we do not interfere with each other, says Helen. - each firm has its clients. It is more precise, each client has his trusted colleague of turagentstva, which knows his needs and preferences. We, for example, composed about our permanent clients the data base, we know, who, when and where he drove to rest of them. The process of contact with the people personally provides unusual pleasure to me. 4 I do not want to renew turoperatorskuyu activity. This is the factory: man on the tickets, man on the armoring, man on the visas and so on - the clearly fixed system, and any creation, living contact with the tourist.

In turagentstve everything is built at straight sales. I.e., success depends on the manager, who sits at the table and talks with the visitor.
According to Helen karasevoy, most of all the clients value the competence (possession by information about hotel in which better to stop and why), clearness in the work (skill to find remained to entire Moscow two places - but precisely in the desired hotel) and, is certain, pleasant contact. Everything is simple and complicatedly simultaneously.
- we attempt ourselves not to economize on the introduction of technical innovations, says Pavel Khmelev. - when my colleagues, looking at the monitor, they say: "into hotel Papillon Zeugma remained two places with the departure on 22 August to the week. We armor?", this acts magic. In clients it remains no doubts relative to the scope of managers.

- you sometimes feel itself by psychotherapist, is divided the sea-scape Of kulakova. - people come not only to dream about the leave, to ask the price to the pass, but also to in a human manner meet. What you will not only hear: "o, in this hotel there are aqueous hills, yes husband there not at all to only drag! With the child is not at all occupied, by days and nights on the work, entire on the nerves... "

The standard manning table of turagentstva, which works in Moscow, consists of director, bookkeeper (possible on the pluralism), managers and messenger. Last post is for some reason considered insignificant. But meanwhile this of men, which conveys with itself around the city of the actually large sum of money (obtained from ten of clients), paying passes in turoperatorov. Which is checked, all documents on the spot are correctly designed. It is the connecting link between the agency and turoperatorom

in the case of the appearance of not on the staff situations. Putting it mildly, it must possess reliability and qualification by an order higher than razvozchik of pitstsy.

- during entire history of its work in particular turbiznese I grew more than 40 people, recalls Helen karaseva. - in many now its own tourist agencies. Messenger - outstanding possibility to learn the specific character of this matter.

- it would seem, this of men, which simply pays passes and takes away documents, says the sea-scape Of kulakova. - however it "is cooked" in this business according to the complete program, observing the internal life of operators, it liquidates the cover plates, which unavoidably appear between turagentom and by turoperatorom.

- in my practice there was the case, when I took for the post of the messenger of the director of cancelled turagentstva, adds Pavel Khmelev.

A cadre question stands to the surprise sharply: it is complicated to find the suitable people. Aunt with the vital problems and the extinct view does not approach. Windy student also, since does not cause confidence. Young mom is also excluded: in the small firm each person by weight of gold, and small children frequently be ill.

The majorities of people are intercepted even during the telephone interview.

- 4 even along the telephone I assign the super-question: "what city is the capital of Turkey?", - Is divided Pavel Khmelev. - you will laugh, but 20% they answer: "antaliya".

- I established this criterion of the professional fitness: aspirant to the post of manager on sales must be from the family, which at least once per year allows for itself leisure abroad. It must associate with the clients in one language, says the sea-scape Of kulakova.

There is this way for the starting firm: to entice specialist from another agency. It would seem that it can be more simply? However, as a rule, this is not obtained. Experimental manager knows, in what position will be located the beginning agency into the "dead season", and inexperienced... Inexperienced to you is not necessary.

But this yet not all. it is good to still and light up Colleague- novice by future work. Therefore it does not be worthwhile to feel sorry money about the participation in the familiarizing stages on the hotels, which before beginning season arrange company- operators. Stands this pleasure in region $250 to the man. But for these money you will obtain the rested in the merry youth company manager, who knows, what to answer questions of the clients: where what beach, where as they feed, where it is better to settle to family with the children, while where - to young pair.

Business is the plan of tourist agency - analysis of the risks

Enemies in the novice, which begins tourist business, it will be a little. For the criminal structures of turagentstva they ceased to be of interest: not that caliber. With the tax inspection usually also it does not appear the problems: bookkeeping installations are simple, activity primitive. The tax police will deliver basic headache. It is possible that during one excellent day, after returning from the dinner, you will see neproshenykh guests. Will be organized any groove of documents, conversion of money in the safe. As to act in such situations - theme of separate publication.

Root of all evil - in the living available money. The fact is that, soblyudaya the provided by law document turnover, to work not is only unprofitable, but often it is impossible technically. So that the money brought-out from under the taxation in you nevertheless be. How much - depends only on your conscience.

Other enemies are less aggressive and easily they go to the contact: fireman, sanitary doctor, gorkomimushchestvo. Specialist from the center in the certification can drop in, but also this is not terrible.

In reality main enemy - dissatisfied client. Unfortunately, anti-advertisement is extended considerably more rapid and it is better than positive opinions. They speak, one contented client gives two new, and dissatisfied - takes away tens of potential.

Business is the plan of tourist agency - plan for the future

If we speak about the prospects, then the completely typical picture here is added: tendency toward the coarsening and globalization did not go around by side and turbiznes. Moreover, on this market it is manifested very vividly. To begin to now operatorstvovat' in Russia in such directions as Turkey, are not solved even important foreign firms. In the exotic directions, where in the course individual stages, it is also quite sufficient firms. Yes even generally, the amateurs of exotic character increasingly more frequently prefer to travel in style fly of a.nd drive: it designed in the embassy visa, purchased ticket to the aircraft - and forward; lingual knowledge and experience completely is sufficient in order to lease machine and freely to travel in the country.

As far as turagentstv are concerned, in this sector of market lead several networks, including - franchayzingovykh. Present revolution arranged company "store of the burning passes". Many clients, until now, do not surmise, that the agencies under this signboard are differed in no way from others.

- now appears increasingly more people, capable of organizing to itself the stage through the Internet, is counted Helen karaseva. - quantity on-Lina- armoring grows with each day. But to obtain entire necessary information possible on the tourist sites, pochitav materials and after meeting on the forums. So that to purchase stage already is possible without leaving from the house, after paying off by plastic card or along system webmoney. I think, everything to this goes.

Pavel Khmelev although creates on the site of his firm possibility on-Lina- armoring, is more conservative in its forecasts:

- I think, as a result the people will go into turagentstvo near to the house, it counts. - competition forces all to work equally good. You will agree, extremely rarely we will go after the products into the supermarket at other end of the city. Yes even to buy goods and services through the Internet, you will agree, until it is unusual. So that work will be sufficient by all, who will be able to fix a good service.

Especially as with an increase in the welfare of Russians grows tourist market. According to the estimations of specialists, the volumes of sales in the tourism already returned to the subcritical level. In the large cities increasingly it is more such representatives of middle class, who leave into the short stages on 2-3 times per year.

Very promising trends, which without fail is worth study, Turkey and Spain. The quality of leisure in the Mediterranean by an order is higher than in the Crimea or Sochi, and prices are compared. So it was in the recent years. This picture is expected also into the forthcoming summer season.

There is one promising trend, not touch uponed in this article, internal tourism. But this is the theme of separate conversation. To draw the money of solvent compatriots and foreigners, who desire to travel on Russia, is considerably more complex than to sell foreign stages. This requires the creation of product at the world standards, which is very difficult: good hotels in our country do not be sufficient, are necessary the habits of external economic activity. Yes even license with the certificate to the internal tourism to obtain oy as is not simple.

The professionally developed business is the plan of tourist agency - first stage of the construction of successful business. Other stages of the creation of turagentstva- this:

- the search for office.
- the registration of legal person. Obtaining license, hygienic certificate.
- the certification of service "visiting tourism".
- the registration of signboard or external advertisement.
- the equipment of office, the instruction of colleagues.
- familiarizing stage on the hotels.
- the visit of tourist exhibitions.
- conclusion of a treaty with turoperatorami.
- the arrangement of advertisement in the press.
- sending into the stage of the first clients.

Most popular countries among the Russian tourists on the sums of the summer season of 2002

Turkey - 27,2%
Spain - 11,2%
Cyprus - 8,4%
Croatia - 7,6%
Egypt - 5,8%
Russia - 5,6%
Other countries (in Vol. h. the Ukraine - 1,5%) - 34,2%

Rating is prepared by the information service OF "BANKS" on the basis of interrogation of more than 600 tourist firms of Moscow.

How much it is possible to earn?

Calculation Dollars. in sr. for mo.. Percentages of gain in sr. for mo..
Gross gain 3500 100
Expenditures of 3000 85,7%
Including:
- to the lease of accomodation (50 square meters)
1000 28,6%
- to the wage of personnel (4 man.) 1200 34,3%
- to connection 200 5,7%
- to advertisement 500 14,3%
- other expenditures of 100 2,8%
Profit (to the payment of taxes) 500 14,3%

For this financial result into first yr -two of work can design Moscow tourist agency, that sell on the average of 50 stages per month on the mean price of approximately $700 (price increase it usually composes 10%). It is assumed that it removes inexpensive office beyond the limits of center and it specializes at the trips to Turkey, Spain and other popular countries.
Higher profit (to $1500 per month) appears approximately in two years of the work, when the circle of permanent clients is formed.
Calculation is made on the basis of the interrogation of experts and owners.

Is here given only exemplary business the plan of tourist agency.                   In order to compose business the plan of tourist agency taking into account the special features of your business, be turned to the specialists.