What is a FAM trip?
FAM or "Fam trip" is short for "familiarization trip." They are generally short trips taken by travel advisors usually at a discounted rate, designed to learn about a destination or travel supplier to gain first-hand knowledge through experiencing it. They serve two main goals:
2. Build relationships with travel suppliers: Exchange business cards and contact information with the managers and other people you meet while on the FAM. When your clients go to that hotel/destination/etc, you can reach out to those contacts to let them know you have a client traveling. Not only will you prove that your FAM was beneficial to you, but it will also show the supplier that it was beneficial for them. You'll be able to provide a personalized level of service to your client you may not have been able to provide without that FAM experience and build a close relationship with the supplier in the process.
Why take a FAM trip?
The bottom-line is to gain current and accurate knowledge of a product/service to maximize your sales. Matching a client and their preferences to a specific travel supplier that caters to both their style of travel and their budget expectations is one of the biggest considerations when qualifying your client. FAM trips enable travel advisors to gain a deeper understanding of the product or service by experiencing it themselves. It also allows the advisor to anticipate what kind of client is best suited for this product or service, what the experience is actually like, and gives a better understanding in assisting with planning an overall budget for their client's trip.
What is FAM trip like?
It’s not a free vacation! Fam trips involve hard work to fully capture every aspect of the travel experience and understand the supplier's product. There’s often a lot of information to capture and very little downtime. They generally have a lot of early mornings and days packed with activities.
It's important to understand you are working on these trips, and you represent not only your personal business, but also Xstream Travel. Always dress professionally but comfortably to walk a lot during your inspection. This means having the right walking shoes, and dress to accommodate not only the weather, but the amount of activity you will be doing (it's a lot!). It's also a good idea to have business cards to give to your contacts to network. You want to leave a professional and positive lasting impression.
What should I do before I take a FAM trip?
- Determine if this FAM is in alignment with what you plan to market and sell: If you specialize in all-inclusive travel, it makes more sense to find FAMs focused on destinations and suppliers who offer all-inclusive resorts, opposed to Alaskan adventures (for example). Unless you're looking to expand your focus, stick to what you know you can -or- want to sell.
Determine who you will sell this product or service to: Identify 1-5 clients that may be a good fit with this supplier. If you're new to the business, determine what kind of client they would be. This will help you determine if this FAM makes sense for your business. If you don't know anyone who would be interested in this product or service, really consider if this FAM is right for you. If you know at least 1-5 people who might be interested in this product or service, you have a better chance of this experience benefiting your business. Remember, none of us would be in this business if we didn't like to travel, but our bottom line is to run a profitable business.
Take the supplier's training: Most suppliers have a training program or at the very least, a brochure or website. Learn as much as you can before you travel. You want to dive deep when you get there, not ask basic questions already answered on a website. This helps you ask meaningful questions when you get there and maximize your time to gain the greatest benefit.
Pro Tip: Look at all the room categories online. Communicate which room categories you would like to see with the supplier beforehand to make sure they're available while you're there.
Pro Tip: If you specialize in weddings, learn about the wedding packages online. Communicate with the supplier you would like to speak to the wedding coordinator when you arrive and gauge their availability. Also ask to visit their wedding venues / spaces.
How do I book a FAM?
Xstream Travel schedules FAM Trips, Xstream Experiences, and other training events throughout the year, however you are not limited to Xstream hosted events! Many vendors offer agent FAM and inspection rates or specific FAM training events. Check the supplier's site or reach out to the vendor's BDM. Some vendors may require that you've earned your CLIA or IATA card. Others may have other qualifications like completing their training program. It's important to meet the qualifications determined by the vendor/supplier before you book.
For example, Marriott has a program called Marriott Hotel Excellence. Their "FAM-tastic" rate program requires advisors to complete their Hotel Excellence training program and hold a valid IATA or CLIA card when checking in.
Pro Tip: Amstar can help agents schedule FAMS for some resorts in the Caribbean and Mexico. They can assist in making appointments and arranging transportation between resorts.
What to do on a FAM?
- Take postcard ready photos: This allows you to create marketing materials to send to your clients. Get pictures of menus and food, rooms, pools, activities, transportation schedules, the outside of the venue, etc. Try to take photos without you or other people in them if you can.
Ask questions: Now is the time to ask questions that were not covered in the supplier's training or on their site. You can even print out information online and ask them if anything has changed to make sure you have the most current and accurate information to help you sell to your clients.
Network: Exchange business cards and contact information with the managers and other people you meet while on the FAM.
Experience & enjoy!: What are the must try restaurants, spa treatments, pools, excursions, activities, etc.? Learn it by experiencing it yourself!
Pro Tip: If you visit a resort and are approached at the resort for a timeshare pitch, and do not want this for your clients, politely and professionally ask what the process is to request that your client not be approached for a timeshare pitch and allowed privacy to enjoy their vacation. This is to respect your client's time and money they've spent at this resort, as well as for the resort to respect your business. This is your client and you want to ensure repeat business for both you and the resort.
Important: Please never share FAM rates with your clients or other travelers, or recruit agents or other travelers while on your FAM trip. These are experiences to gain knowledge and make professional contacts with suppliers only. It's important to respect other travelers and the supplier while on your trip.
What to do after a FAM trip?
Remember those 1-5 people you determined might be a good fit for this supplier? Once you get home contact one or more of them to let them know about your trip and let them know how it might be a good fit for their next vacation! It doesn't need to be a cold call to get them to book, just a quick message that you thought of them while on your trip and share a photo.
Ex. If you have a client that loves Mexican food and you found the perfect authentic Mexican restaurant, tell them! Send them a picture of the menu or the dish you ate. Let them know you thought of them and they would love this dish too!
Next, go online and blog about your trip on your social media pages. Use the pictures you took and create marketing materials. Show what a great time you had and be sure to give contact information for how your clients can contact you to book!
Reach out to the BDM to let them know how your FAM went. Ask them to keep you in mind for any similar training events and ask to be put on a mailing list for special rates or promotions for this supplier.