Business plan for a travel agency. Travel company planning

In order to draw up a business plan for a travel agency, you need to decide on the services provided. Of great importance is the decision of the founder to organize the company as an agent or operator. The main share of tourist enterprises in Russia are agents (intermediaries between the operator and the tourist) who provide a standard range of services.

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Services

The business plan of the travel agency includes the definition of the following responsibilities of the agent:

• informing clients about tours;
• search and booking of optimal living conditions;
• organization of transfer (travel) from the airport / train station to the hotel and back;
• registration of related documentation (insurance policy, visa);
• connection of additional services (excursion, meals);
• search and purchase of tickets, taking into account the personal wishes of the client (meals on board, aircraft class) and an acceptable connection;
• provision of information support during the duration of the tour;
• assistance with the involvement of an interpreter and / or a guide.

Additional services that travel companies can provide are related to the organization of leisure activities and obtaining passports.

Services can be supplemented depending on the direction chosen by the company. For example, when organizing a shopping tour, the manager must find and provide information about discounts and store conditions. Including holidays and weekends.

The services provided may be related to the organization of international and domestic travel. Some companies provide assistance in inbound tourism when residents of other countries come on tour to Russia. This increases the scope of services provided. Most tourists come to Russia from China.

Relevance

The relevance of organizing the chosen business is due to the ever-increasing flow of tourists. This is due to the improvement of the financial situation of people and the development of the tourism industry. Many airlines and hotels provide discounts and bonus programs, which encourage tourists to make a decision about a particular vacation. In addition, many people are willing to pay money to the agency to guarantee a comfortable stay. For example, in order not to run into scams or the lack of affordable housing without prior booking.

Description and analysis of the market

The modern market of tourist services can be characterized as follows:

1. According to the results of the analysis conducted by Business Stat, in Russia 90% of the total flow is made up of tourists purchasing tours abroad.
2. Since 2014, there has been an increase in the cost of individual destinations due to changes in the exchange rate of the ruble.
3. Since 2015, due to sanctions, the demand for tourist trips to Turkey and Egypt has decreased, while the demand for travel to Tunisia has increased. They increased from 50,000 (2016) to 500,000 (2017).
4. The most popular destinations since 2016 are Finland and China (according to the Federal Tourism Agency). Poland and Estonia follow.
5. V summer period 70% of tours are sold to Cyprus and Greece
6. According to the Federal State Statistics Service, the volume of the tourist market increases by 100 billion rubles every year.
7. The most attractive destinations for domestic tourism are the Crimean Peninsula and the Krasnodar Territory.
8. Over the past few years, online booking of air and railway tickets on special websites has been popular, which allows the intermediary travel agency to increase profits.
9. Since mid-2017, the flow of domestic tourists has increased by 20%. The same thing happened with investments in the construction of the corresponding infrastructure.
10. There are 24 large operators in Russia.

The best operators in 2017-2018 were:

• TUI;
• Coral Travel;
• Tez Tour;
• Sunmar ;
• Intourist.

The target audience

The main consumers of tourism services are persons:

• at the age of 20-50 years;
• with an average level of income (and above);
• business tourists (business travelers).

Competitive advantages

Since competition in the tourism industry is very high and 30% of travel agencies close in the first year of operation, it is important to think about competitive advantages.

You can organize the following events:

• provide a discount to customers who have brought their friends or relatives;
• give bonuses for each purchased tour and the opportunity to spend them on partial repayment of the cost of air or other tickets;
• conclude agreements with a local company that provides the most interesting excursions in foreign countries;
• connect SMS informing about hot tours and new offers;
• provide a free replacement of a passport ordered earlier through a travel agency (including for children).

Advertising campaign

• radio or television;
• magazine/newspaper;
• banners at the airport, railway station or other crowded place;
• brochures in the aircraft cabin, at ticket sales points;
• brochures in stores selling leisure goods (swimwear, items for active pastime);
• Business Cards;
• own free magazine with delivery to office employees;
• Internet Marketing;
• own site;
• participation in city events and tourist fairs.

• TV spot;
• paying bloggers for clicks;
• issue of a monthly magazine;
• brochures and business cards (1000 pieces of offset printing).

Step-by-step instructions for opening a travel agency

To open your own travel agency, an entrepreneur must decide whether it will be a business from scratch or a franchise. In order to open your company from scratch, you need to download for free or order a business plan (300-1000 US dollars).

How to start implementing a business idea after drawing up a business plan:

1. Registration of documents.
2. Purchase or lease of premises.
3. Redecorating.
4. Equipping the company with appliances and furniture.
5. Establishing cooperation with a tour operator or independently developing a tour program.
6. Hiring and training staff.

It is easier to organize a travel agency in cooperation with a tour operator who will provide a finished tourist product for a certain percentage.

Documentation

The first thing to do is to register an LLC or individual entrepreneur and register with the Tax Service. The taxation regime is preferable to the simplified tax system, when a percentage of the profits is paid (15%). There has been no need for licensing since 2007.

For state registration, you must provide the following package of documents:

• statement;
• receipt of payment of state duty;
• Charter;
• copy of the passport.

After receiving a certificate of state registration, you will need to conclude an agreement with any tour operator. This will open the possibility of online access to tours.

Additionally, you will need to open a bank account.

About the document flow and the rules of the travel agency informs Federal Agency for Tourism of the Russian Federation .

Room and design

The location for the travel agency should be selected taking into account the following:

• convenient access and transport interchange;
• availability of parking.

The company can be located in:

• business center;
• city ​​center;
• sleeping area.

Renting a room per month (if located near the center) will cost about 15,000 rubles.

It is important to take care of the type of room and make redecorating. It is desirable to hang copies of constituent documents and colorful photographs of joyful people on vacation on the walls. Be sure to equip comfortable spot to wait for the client and organize coffee and sweets.

Repair costs can be about 25,000 rubles.

An example of office design Office decoration

Equipment and inventory

To organize the activities of the company, you will need to purchase:

• two computers;
• a printer;
• scanner;
• two tables;
• 4 office chairs;
• wall for storing papers and documents.

You can buy both new and used equipment online. Taking into account the new equipment, you will need to invest from 70,000 rubles.

Staff

To start a travel company will need a staff of 3 employees:

• accountant;
• 2 tourism managers.

Position	Employee Requirements	Job Responsibilities	Salary per month in rubles
Accountant	knowledge of accounting programs; special education; work experience of 3 years.	maintaining accounting records; preparation and submission of reports.	35 000
Tourism manager	fluency in PC and booking programs; knowledge of English; Correct oral and written language; stress resistance.	client consulting; receiving calls and mail control; site content; booking rooms and tickets; insurance order; preparation of documents for obtaining a passport and visa; interaction with the tour operator; monitoring offers in the market.	25 000

Thus, the salary fund per month will be 85,000 rubles.

A detailed guide to opening a travel company is presented in the video from the Smart Travel Agency channel.

Financial plan

A financial plan helps you understand how much money you need to invest in organizing a travel agency, and how to distribute them. It should be taken into account the fact that entrepreneurship in the first months can be unprofitable, this is a variant of the norm.

For example, the first 3-6 months (on average) before regular customers appear, or recognition among the population, can be like this:

1. Sale of 5 tour packages per month. Net profit including taxes - 4250 rubles. Payback - more than 6 years.
2. Lack of sold tours in the first month of operation. Sale of 1-2 tour packages in the second and third months. Sale of 4 tours within 4 months. There is no net profit in all cases.

If we assume that the travel agency works with foreign destinations (as the main activity), the following initial data is obtained:

• the cost of 1 tour package is 50,000 rubles per person;
• average sales of tours per month - 20 (at the beginning of work).

How much does it cost to open a travel agency?

Initial expenses for opening a travel company.

Recurring costs

Monthly expenses required to operate a travel agency.

Income

At the start of full-fledged work, the average monthly income will be 1,000,000 rubles. The profit of the company is 755,000 rubles. With a tax rate of 15%, net profit will be equal to 641,750 rubles.

Calendar plan

Planning the organizational stages of opening a travel agency.

Stage	1 month	2 months	3 months	4 months	5 months	6 months
Market analysis	+	+
Business plan preparation		+
Registration of a package of documents			+
Finding a place to rent		+
Repair			+
Equipment				+
Conclusion of contracts				+
Recruitment				+	+
Opening						+

Risks and payback

The travel agency will pay off in about half a month.

The main risks in the tourism industry are as follows:

• change in the exchange rate;
• political situation;
• violations in the work of the tour operator;
• manager errors related to booking;
• client's illness.

A separate point should be highlighted seasonality. The largest tourist flow is observed from April to November.

Before deciding to open a travel agency, an entrepreneur needs to be aware of a fairly high level of competition in this industry, requiring unceasing and painstaking work from owners.

The main difficulties lie in the conduct of tedious negotiations with people and in diligent indulgence of their every whim. If you already have doubts that patience is enough, then you should not even start.

Market and competitor analysis

Currently, the tourism market is experiencing rapid growth. Moreover, despite this, the amount of income increases annually, which confirms the fact that the services offered are becoming better.

The main part of the services (almost 90%) is assistance to tourists who want to spend their holidays abroad, which indicates large numbers competitors who are ready to offer this particular service.

The Federal State Statistics Service has published information that the tourism market is increasing by about 100 billion rubles annually.

What is the reason for this growth rate? First, the solvency of the population has grown significantly. Secondly, the infrastructure of the tourism business is constantly developing. In addition, the area is very attractive to investors.

V Lately a completely new service has become very popular - online booking through special websites and so-called booking systems. This significantly saves time for both the client and the tour operator, and automation has a positive effect on profitability and profitability. Result: at minimal cost the entrepreneur earns a decent income.

Large tour operators (main competitors) are known not only in a particular city, but also in the country as a whole. It is almost impossible to fight them, so the only right solution is fruitful cooperation. V modern world It is not uncommon for a well-known travel agency to help a small entity in this area, naturally, not on a gratuitous basis. In return, they expect to return a certain percentage of the profits.

Format Options

You can open a travel agency at home, the main thing is to have a phone and a computer. However, if you plan to receive a good income, then you need a broader thinking. To begin with, you can try to find an area not covered by the tourist business and open a business there.

This activity involves the implementation of the following areas:

• full organization of delivery, collection of documents and negotiations with the host;
• reception of travelers who came from another country (city).

In addition, an entrepreneur can become a tour operator or organize an agency. The latter sells ready-made tours, and the operator himself forms and organizes them.

Wishing to start entrepreneurial activity and protect yourself from the risk of bankruptcy should pay attention to . After signing the contract, a businessman becomes a full user of a ready-made brand, a well-developed business model and many other benefits. For a beginner, a franchise is the best option.

You can also open a travel company that will organize the rest of only corporate clients.

Production plan

The main point of this section is the selection of a suitable area for a travel agency, which is desirable to be located on a busy and crowded street.

Next important step– execution of a bright, but at the same time with the observance of strict corporate symbols of the repair, which inspires confidence in customers.

The optimal location of the office is a business center, a shopping mall or any other facility near which there is a transport interchange or a large number of people.

Equally important is the availability of a parking area and security system. If we talk about the number of storeys, then it is better to opt for room located on the 1st floor and equipped with a separate entrance.

Detailed information on how to start such an activity is presented in the following video:

Financial plan

An analysis of the financial prospects of a project is not in vain the most important section of any business plan, because without a preliminary calculation of the amount of investments and the payback period, you cannot start a business.

Opening costs are:

• Capital:
  • conducting repair work and decoration of the premises - 150,000 rubles;
  • purchase of furniture - 50,000 rubles;
  • purchase necessary equipment- 60,000 rubles;
  • connection to the Internet and telephone - 18,000 rubles;
  • starting marketing campaign - 50,000 rubles;
  • coverage of unforeseen expenses - 2,000 rubles.
• Regular:
  • rent - 50,000 rubles;
  • payment of utility bills, Internet, telephone - 10,000 rubles;
  • salary - 120,000 rubles;
  • tax payments - 15,000 rubles;
  • conducting advertising campaigns- 25,000 rubles;
  • consumables - 10,000 rubles.

total: approx. 330 thousand rubles as capital investments and 230 thousand rubles. regular expenses.

Travel agency business planning involves the use of foreign currency (for example, dollars) when calculating income and expenditure. So, at the current rate, a person planning to go abroad should count on about 800-900 dollars. The normal number of clients for a functioning travel agency is 250 people. Business payback period is usually does not exceed 1 year.

organizational plan

Suitable for registering a travel company,. You can also choose from several options:

• complex tourist services;
• excursion tickets, accommodation, provision of a vehicle;
• tourist information services;
• tourist excursion services.

In 2007 there was abolition of compulsory licensing which greatly simplifies the start of this type of activity.

The next step is opening a checking account.

The federal law states that tourist agency can use only one of two STS formats: “Income” 6% or “Income minus expenses” 15% (the rate depends on the region).

In addition, you need to carefully study the rules and procedures for the provision of tourist services. special attention deserves the choice of a tour operator.

On the official website of the Federal Agency for Tourism, you can find the latest regulations, rules and requirements, including those for a travel agency.

Of great importance right choice reliable insurance company.

Launch Schedule

Opening a travel agency involves the consistent implementation of the following steps:

No. p / p	Stage name	Implementation period
1	Business planning	April 2017
2	Official registration	May 2017
3	Rental of suitable premises	June 2017
4	Carrying out cosmetic repairs	July 2017
5	Purchase of furniture and necessary equipment	August 2017
6	Selection of necessary employees	September 2017
7	Organization of a marketing campaign	September 2017
8	Workflow start	October 2017

Marketing plan

For the tourism business, the price is not decisive. Much more means the level of quality of the hotel and the organization of the trip as a whole. This business is characterized by seasonality, so a flexible pricing policy must be built. In addition, you need to periodically please customers with various promotions, discounts and the sale of last-minute tours.

Work in the modern market is simply impossible without advertising, which not only increases the level of recognition, but also significantly increases the potential income.

• An advertisement in a print publication, such as a weekly newspaper that reaches a large readership.
• Radio advertising. Of course, it is better to choose a local radio station. The slogan must be memorable, catchy and catchy, so that the name and contact details of the travel agency remain in the listener's memory.
• Flyers are the most versatile form of advertising. You can distribute them in the city center or near the office.
• Own website and groups in social networks. Modern man often does not want to go to the office, especially on issues that can be resolved via the Internet.

Risk Analysis

The main internal risks that arise in the path of each entrepreneur who has opened a travel agency include:

• seasonality- the most unfavorable factor, since even an experienced businessman is not always able to assess the scale possible consequences. This can lead to large losses, so it is better to think about mitigation options in advance, for example, the maximum expansion of the range of countries, discounts, special offers, etc.
• Incompetent staff who does not have the skills to sell a particular tourist product. Statistics show that the client's intention to buy a ticket depends half on the work of the manager. A professional travel agent is distinguished by politeness, sociability, in-depth knowledge of the product being sold, and calmness. The risk can be reduced by hiring suitable personnel who will continue to improve their skills on a regular basis.
• Unprofitable Specialization. Before making a decision to open, you need to make a detailed analysis of the activities of competitors. If the niche is already full, then you should think about choosing another specialization.

External risks:

• The occurrence of problems in the work of the tour operator. You can reduce the risk by making responsible choices.
• War, natural disaster. Of course, this is unlikely, but recent events and unrest in the world make such a scenario very real. It is almost impossible to influence this risk, therefore the only right way out is insurance.

Running a tourism business is not easy, although it may seem so at first glance. This is confirmed by statistics showing that many agencies that have failed in the tourism field are closed during the year. Therefore, a preliminary study of existing risks and the conduct of a policy that prevents their occurrence is a very important point in this type of activity.

* Calculations use average data for Russia

A fragment of the book by Yulia and Georgy Mokhovs “Travel Agency: Where to Start, How to Succeed” by the publishing house “Peter. Published with the permission of the publisher

Do I have enough money to open a travel agency? Should I risk my last savings or not? How long does it take to pay off investments in the tourism business? How much will I earn? Create your own travel agency or buy a ready-made one? Or join a franchise network? Is it difficult to make a travel agency business plan? What are the requirements for a travel agency office? How many employees will you need to hire? Where to look for footage? What tour operators do you work with? Which countries sell tours? Limit yourself to a narrow specialization or sell everything in a row? Open air and railway ticket offices immediately or later? How to attract clients? How much to spend on advertising? Do tourists have a lot of complaints? And still…

SHOULD I OPEN A TRAVEL OFFICE OR NOT?!.

We will try to dispel all your fears and support the desire to open a travel agency. But we guarantee: everything that is written here is a real reflection of the state of affairs in the tourism business, without exaggeration and omissions.

Development of a business plan for a travel company.

We will offer for review a diagram that reflects the main parameters and items of expenditure that can be used when compiling a business plan for a travel company (agency).

1. The concept of a travel agency

Kind of activity:

• travel agent;
• tour operator;
• mixed activity.

Additional services:

• sale of air and railway tickets;
• transfer services, ordering limousines;
• visa processing;
• insurance;
• preparation of documents for registration of foreign passports;
• services of an individual guide accompanying;
• translation services;
• sale of guidebooks;
• sale of related products for travel;
• realization of gift certificates;
• booking and ordering tables in restaurants, tickets for events;
• rental of tourist equipment;
• Car rent.

Priority tourist destinations:

• by type of tourist destination;
• according to the cost of tours;
• by country;
• by type of tourism.

2. Organizational plan

Travel office location:

• Centre;
• outskirts;
• distance from the subway.

office status:

• rent;
• own premises;
• otherwise.

Office type:

• showcase office on the first line;
• in the business center;
• in the administrative office building;
• in the mall;
• on the first floor of a residential building.

Office size:

• two jobs, three five jobs;
• one-room, two-room, three-room, more than three rooms;
• free planning (number of meters).

Office Furniture (Cost Calculation):

tables with reception places, chairs for employees, chairs for visitors, bedside tables with keys, a catalog rack, a wardrobe, hangers, a hanger rack,
a board for information and special offers, a sofa for visitors, coffee table, safe, blinds, mirror, dishes (for employees, for receiving visitors), photo frames and permits, plants.

Office Equipment (Cost Calculation):

computers, telephones, fax, printers (minimum 2), scanner, copier, TV, CD and DVD player for showing films about countries and resorts, air conditioning, water cooler, first aid kit, clock, stationery, wall map of the world or globe.

Office design project:

• space zoning;
• design of the premises according to the concept of a travel company;
• floor plan.

3. Competitive environment

Competitors in selected travel destinations.
Competitors within the radius:

Ready Ideas for your business

• building;
• district;
• cities;
• country (if applicable).

Primary competitive qualities of the future travel agency.

4. Production plan

Staff:

• staffing;
• payroll policy;
• training.

Tour sales technology:

• search and booking of tours;
• scheme of interaction with partners;
• registration of payment for tours;
• document flow;
• delivery and issuance of documents.

The range of travel agency services:

• by seasons;
• by directions;
• by country;
• by price;
• by target audience.

Pricing policy of the travel agency.

Features of the sold tours.

Development corporate identity:

• contractor;
• list of required items;

Website creation:

• concept and functions of the site;
• contractor;
• cost and terms of work.

Setting up a sales office.

• signboard;
• pavement sign;
• pointers;
• a plate with the mode of operation and details of the company.

Printing products(description, circulation, contractor, production time, cost):

• booklet;
• Business Cards;
• letterheads.

Opening presentation.

• budget size for 3 months, 6 months, 12 months;
• advertising media.

Structure and rules of maintaining the client base.

6. Legal aspects opening a travel company

Legal form of a legal entity.

Taxation system.

Drawing up a lease agreement.

Required permits depending on the type of tourism activity.

Trademark registration.

Purchase and registration of cash register equipment (if necessary).

Ordering forms of strict reporting "Tourist ticket".

Doing accounting(independently, with the involvement of an accountant, consulting company).

Legal support of activities

7. Financial plan

Sources of funds.

Amount and duration of investment.

Plan of initial expenses.

fixed cost plan.

income plan.

Payback plan.

8. Conclusion

Long-term development plan.

9.Applications

Approximate costs for the establishment of a travel agency in Moscow,
lump sum:

Registration of a legal entity and execution of necessary permits for tour agency activities: 20,000–25,000

Furniture and office preparation for sales: 50,000–100,000

Office equipment and communications 100,000–150,000

Corporate identity development 15,000–25,000

Website development and registration 20,000–45,000

Trademark registration 50,000-100,000

Training of employees 5,000–30,000

Additional possible costs

Ready-made ideas for your business

• Purchase of a ready-made tourism business, payment for legal services to support the transaction
• Payment for services for the selection of premises
• Payment for recruitment services
• Payment for connection services
• Internet and additional telephone lines
• Payment for the services of a consulting company

The cost of tours even in the same category of hotels is different, and the choice of tourists does not always fall on the 3 * level of accommodation. Therefore, in order to make an income plan, it is necessary to analyze the season prices for selected destinations with the data of 3*, 4*, 5* hotels and compare them with the expected amount of income

Approximate plan of monthly expenses of a travel company in Moscow (rubles)

Office and infrastructure

Room rental 25 m2 - 50 000

Communication services 3000

Internet 5000

Water (cooler) 500

Stationery 2500

Other administrative expenses 6000 Wage personnel

Wage

• Director 35,000 +%
• Manager 19,000 +%
• Manager 16,000 +%
• Secretary-manager 12,000 +%
• Courier 16 000
• Accountant (outsourcing) 10,000
• Cleaning lady 3000

Advertising budget

• Legal subscription service 7000 rub. months
• Payment for the system of online booking and search for tours 1200 rubles / month.
• Refilling cartridges 400 rubles/month.

Unforeseen expenses 10,000 rubles.

Total 241,500 rubles. + percentage of salary

Choosing the status of a travel company. Tour operator or travel agent?

After the abolition of licensing of tour operator and travel agency activities in 2007, a mandatory state procedure was established only for tour operator activities. Anyone can be a travel agent entity or individual entrepreneur. The only thing that determines the status of a travel agent today is the existence of an agreement with a tour operator, according to which the travel agent, on behalf of and at the expense of the tour operator, sells the tourist product formed by the tour operator. At the same time, the travel agent must comply with whole line statutory requirements, which are discussed below.

But first of all, it is necessary to find out why it is so important to understand the difference between travel agency activities and tour operators and to take the necessary legal actions in time. The point is that the law mandatory requirement- all tour operators registered in the territory Russian Federation are required to have financial support. Financial security is a guarantee of the tour operator in case of non-fulfillment or improper fulfillment of the contract for the sale of a tour product, insurance of its civil liability to consumers and tourists.

From the financial security funds, the affected tourists are compensated for the actual damage they have suffered, for example, the cost of the tour if it did not take place, or the difference in cost if the rest time was reduced. Financial security is provided by an insurance company or bank guarantor. The law establishes the minimum amount for which an insurance contract or a bank guarantee contract must be concluded; today it is 10,000,000 rubles. for international tourism(enter exit) and 500,000 rubles. for domestic tourism.

The cost of servicing financial collateral is on average 1–1.5% per year of the amount of collateral.

Ready-made ideas for your business

For example, from minimum size financial support for international tourism in 10,000,000 rubles. the cost of the insurance premium will be 100,000–150,000 rubles. It is this amount that will need to be paid annually to the insurance company for the tour operator's civil liability insurance contract.

The contractual scheme of work of a travel agent in the implementation of tours looks something like this:

1. the tour operator concludes an agency (commission) agreement with the travel agent, according to which the agent is instructed to sell (sell) the tours formed by the tour operator for a fee;
2. a travel agent attracts a client (tourist) and concludes an agreement with him on the sale of a tourist product, receives the documents necessary for the design of the tour;
3. the travel agent sends the tour operator an application for booking specific travel services for the client (tourist), - indicating the dates, number and data of tourists, hotel, level of transportation, excursions and other components of the tour;
4. the tour operator confirms the application of the travel agent and issues an invoice for payment;
5. the travel agent transfers to the tour operator the documents (or information) necessary for processing the tour (for example, for a visa);
6. the travel agent accepts the final payment from the tourist (in cash, issues a cash receipt or a strict accountability form);
7. the travel agent makes payment to the tour operator minus the remuneration due to him (by bank transfer or in cash at the tour operator's cash desk);
8. the tour operator issues to the travel agent the documents on the tour necessary for the tourist to travel;
9. the travel agent gives the tourist documents on the tour and all the necessary information to the tourist;
10. the travel agent reports to the tour operator - sends the agent's report (act) indicating the amount of the sale of the tour and the amount of remuneration;
11. the tour operator signs the agent's report and issues an invoice for the services provided under the agency agreement.

However, it should be borne in mind that the above scheme reflects only perfect option workflow.

In practice, a travel agent can expect various surprises; firstly, the tour operator may refuse to conclude an agency agreement with you and offer a contract of sale, as a result, your legal status, it will be necessary to adapt accounting and document flow;

secondly, when making payment under the tour operator’s agreement, you suddenly find that the invoice has been issued for payment to the address
another company or, making payment through the cash desk of the tour operator, you will be given a credit cash warrant to the physical
a person with the stamp "paid" without the seal of the organization.

Travel company staff

The optimal staff of a small travel company looks something like this:

• ¦ leader;
• ¦ manager1;
• ¦ manager2;
• ¦ secretary with extended range of duties;
• ¦ courier;
• ¦ bookkeeper;
• ¦ cleaning lady.

Director.

The head of a travel company is a key figure and solves a large number of issues, both economic and strategic, but in addition to him it is desirable to have at least two sales managers.

The head can also be the chief accountant, cashier, sign documents and process the receipt of funds.
If the head of a travel agency is a hired employee, he must have at least two years of work experience, this is the minimum time for which a specialist can go through all the "seasons" of the travel agency - high, low, "dead" - and learn how to manage the company. If the head - the founder of the travel agency has no experience in tourism, this is not a tragedy. It is necessary to invite managers with experience to work and develop a strategy, assortment, and advertising policy of the company together with them.

Travel company manager.

His responsibilities include: negotiating with clients and partners by phone and in the office, organizing tours with tourists, booking tours and processing documents with tour operators, monitoring the fulfillment of orders, price changes, requirements for documents provided, terms of cooperation, special offers.

A universal manager must maintain and improve his qualifications (master classes, seminars, promotional tours), work at exhibitions and workshops. Requirements for managers: higher education, experience in tourism, no bad habits, presentable appearance, competent Russian speech, sociability, initiative, ability to resolve conflict situations, responsibility.

A manager without work experience should at least strive to work in tourism and have a specialized secondary or higher (incomplete higher) education, since this significantly affects the general level of culture. On the
teaching someone who strives for knowledge is a grateful thing, but find out the long-term plans of this candidate so that
the invested efforts and funds were not wasted - perhaps he will use the knowledge gained in another travel agency.

travel agency secretary

receives incoming calls, distributes them according to the specialization of managers, answers general questions (“How can I get to you?”, “What time do you work until?”), ensures timely ordering of the necessary stationery, household goods, monitors the work schedule of the courier , carries out the instructions of the head, receives visitors and guests of the office. It must be understood that sometimes it is very difficult to do without the help of a secretary, especially in the high season - in the summer, when the phone rings at the same time and the client is sitting in the chair.

Secretaries are also entrusted with filling out questionnaires, recording and registering incoming and outgoing mail, answering corporate email, ICQ, Skype.

As a rule, a secretary is hired after a few months of the start of a travel company, when the phone rings constantly, and clients come to the office demanding attention.

Courier

A very important and responsible position. With the forces (feet) of this person, money, passports, documents should go to the tour operator. Therefore, when choosing a candidate for this position, be guided by simple rule: a person must be checked by everyone possible ways- call the previous place of work, confirm the correspondence of the place of registration and place of residence, call home phone and talk to relatives, ask for recommendations. These measures are not redundant. The problems that may arise due to the actions of the courier are, without exaggeration, catastrophic - the loss of foreign passports and documents, theft of funds that the courier transports daily. Most the best way- this is a relative or acquaintance, but, unfortunately, such candidates are not always found.

Accountant-cashier,

undoubtedly, necessary specialist, but the cost of his services for a small travel agency is too high (in Moscow from 30,000 rubles). Therefore, most travel agencies use the services of law firms or a visiting accountant. This staffing solution allows to reduce the cost of accounting by at least three times.

Wage and bonus schemes in the tourism business

In the tourism business, there is a general trend towards higher wages. This is due to the existing personnel "hunger". Specialists with experience move to another company, where they offer a slightly higher salary for the same full-time position, and this can happen every six months.

Tourism Manager Salary Options

The tour is considered sold at 100% payment.

1. Interest-free system: salary 22,000–30,000 rubles.

2. Salary + interest:
Salary 10,000–15,000 rubles. + 10% of the tours sold by the manager.
Salary 15,000 + 10% after the implementation of tours for more than 150,000 rubles.
Salary 15,000 + 10% of the proceeds from sold tours, divided among all managers.
Salary 18,000–20,000 rubles. + 5% of the tours sold by the manager.
Salary 18,000–20,000 rubles. + 10% of all sold tours, divided among all managers.

3. Planned system: a fixed salary is paid when the plan is fulfilled; for example, from 50,000 rubles. (meaning the company's income, not the total cost of tours). When the plan is exceeded by more than 50,000 rubles. + 10%, more than 100,000 rubles. + 15%, over 250,000 + 20%.

During the low season (January, February, May, June) the plan is 50%. At the same time, the former fixed salary is paid.

If the plan is not fulfilled, with the exception of the low season, the system of fines works:

• ¦ the first month - no fines, an analysis of the reasons associated with a decrease in sales is required;
• ¦ second month and beyond: 40,000–49,000 rubles. - 10% is withheld from a fixed payment (30,000-39,000 rubles - 20%; 20,000-29,000 rubles - 30%).

The first months after the opening of a travel agency office, the planned payroll system, as a rule, does not apply.

Travel company courier payroll options

1. Salary 12,000–15,000 rubles, payment for a travel ticket, mobile phone, working hours: Monday-Friday.

2. Salary 15,000–20,000 rubles, payment for a travel ticket, mobile phone, working hours: Monday-Saturday.

During the high season and increase in sales, it is customary for couriers to give a bonus of 20-30% of the salary. A courier is an important employee of a travel agency, so it’s better to pay extra on time, write out bonuses and work calmly.

On the market you can find offers from courier companies that deliver documents to anywhere
cities, they enter into a formal contract, bear full financial responsibility for cash and documents in the parcel.

Options for calculating the salary of the director of a travel company

1. Salary from 40,000 rubles.
2. Salary 18,000–20,000 rubles. + 1–5% of monthly income
agencies after deduction of expenses.
3. 12,000–15,000 rubles + 5-10% of monthly income after expenses.

Every year, a large number of travel agencies appear on the territory of the Russian Federation, but only 30% of start-up companies manage to “survive”.

The abolition of licensing in the field of tourism services has opened up new opportunities and ways of development for this type of business.

Today, many entrepreneurs want to open a travel agency and make it profitable, but fierce competition brings its limitations. If you manage to "stay afloat" and build solid foundation for development, you will get an exciting, rapidly growing business with a constant increase in income.

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Financial plan

• Start-up capital: 800,000 - 1,000,000 rubles.
• Payback period: 1.5 - 2 years.

The amount that is needed to open a travel company depends on the region of location, the chosen concept and the scale of the project. The required minimum for start-up capital is 800 thousand rubles. for regions and 1 million rubles. for Moscow.

Estimated costs will be distributed as follows:

• business registration, registration of permits - 25-30 thousand rubles;
• purchase of furniture and repair work - 80-120 thousand rubles;
• purchase of office equipment software and means of communication - 120-180 thousand;
• development of the concept and corporate identity - 20-25 thousand.

Monthly expenses:

• payment for renting a room (25 sq.m) - 50-70 thousand rubles / month;
• Internet, communication services - 10 thousand rubles / month;
• marketing activities - 10-15 thousand rubles / month;
• payroll fund - 80 thousand rubles / month.

Before opening a travel agency from scratch, it is important to have additional funds for development, advertising and strategic planning. In addition to these items, allocate funds for unforeseen expenses. When forming the financial part of any business plan, experts recommend adding 20% ​​to the amount of start-up capital received for unforeseen expenses - they will definitely appear in the process of activity.

The payback period of an average travel agency is 1.5 - 2 years (excluding crisis phenomena). The result depends on the correct choice of the concept, the level of competition in the region, the right niche and promotion strategy.

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What is the difference between a tour operator and a travel agency?

The company can operate as a tour operator or travel agency.

tour operator is a company that independently develops tours in several directions, promotes them in the media or through a retail network of travel agencies.

Tourist agency is an intermediary between the operator and the tourist. Its activity is based on the sale of a complete package of tourist products, which was formed by the tour operator.

Experts recommend that newcomers to this business work as a travel agency. In this case, the income of such a company is a fixed commission from the amount of the sold tour. The amount of such payment is usually 5-15% and depends on pricing policy tour operator.

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Concept development

The organization of a travel agency begins with the choice of a concept and the type of proposed activity.

The company can act as an independent tour operator or as a travel agency.

The algorithm for promoting a tourist product is as follows:

• analysis of the market of tourist services;
• development and design of a tourist product;
• formation of the route scheme;
• compilation of additional services that the client will receive in preparation for the trip or at the place of rest;
• collection of technical documentation;
• development of control methods;
• marketing events;
• calculation of the cost of a tourist product;
• formation of the company's pricing policy;
• choice of customer service methods;
• quality control of the services provided.

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Choice of direction

There are many different areas in the tourism business:

• recreational tourism;
• beach vacation;
• excursion tours;
• youth tours;
• children's tours;
• treatment abroad;
• shopping tours;
• business tours;
• gastronomic trips;
• agritourism;
• educational tours.

At the initial stage, it is better to start with one direction, and in the process of work, expand the range of services provided. Because this species business - seasonal, it is beneficial to supplement the main activity with additional (accompanying) services:

• sale of tickets for air and rail transport;
• registration of insurance for persons who are sent abroad;
• support of translators;
• providing a guide;
• hotel booking;
• transfer services;
• visa processing, etc.

Today, many agencies provide full complex services, ranging from assistance in obtaining a passport and ending with the accompaniment of a guide, an interpreter.

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Drawing up a business plan for a travel agency

A well-designed business plan is the basis for the success of any company. When compiling this document, it is important to take into account all the features and aspects of the tourism industry, fierce competition, exchange rate fluctuations and political relations of partner countries. And such a business plan is needed not for a potential investor or creditor bank, but for the entrepreneur himself. The plan should be detailed, it is important to think through and reflect every detail.

The business plan of the travel agency should consist of the following items:

1. In-depth analysis of the tourism services market, indicating development prospects and all kinds of risks.
2. Formation of the range of services provided.
3. Registration of permits.
4. Choice of partners.
5. Choosing an office space.
6. Purchase of furniture, office equipment, software.
7. Personnel selection.
8. Carrying out marketing activities.
9. Drawing up a financial plan, calculating the profitability and payback of the project.

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Paperwork

Registering a business is a laborious process. There are a number of private firms, consulting agencies that can help in obtaining permits. The cost of such services depends on the pricing policy of such a company and varies between 100-500 dollars.

If you go through the registration procedure yourself, the registration process will take from one to three weeks.

First you need to decide on the organizational legal form - IP or Ltd. Each of them has its own advantages and disadvantages.

IP advantages:

• ease of collection and execution of documents;
• economy (low registration fee);
• a simple form of taxation and reporting;
• the ability to dispose of the proceeds at any time without restrictions.

IP Disadvantages:

• a high degree of responsibility of the entrepreneur (a businessman is liable for credit obligations with his personal property);
• exclusion of the possibility of co-founding, partnership;
• The IP is associated with clients as a small, inexperienced organization, which can lead to distrust.

Most registered firms in Russia operate as a limited liability company. This is due to the minimization of risks, since in the event of difficulties and bankruptcy, the entrepreneur is only responsible authorized capital, which can be at least 10 thousand rubles.

LLC advantages:

• low risk, since the founder risks only invested funds, and not personal property;
• the opportunity to do business with partners, forming a collective tourism business;
• good reputation associated with high level customer confidence;

Disadvantages of an LLC:

• lengthy registration and registration procedure;
• high reporting requirements;
• the inability to dispose of income at any time, since the founders receive access to the funds received after the distribution of profits.

First of all, you need to plan everything well and write a business plan.

How to start drawing up a business plan for a travel agency in order to avoid mistakes, calculate the necessary financial investments and develop a work strategy?

First: it is necessary to determine for whom and for what purpose a business plan is being drawn up - for obtaining a loan, for an outside investor, for the project initiator, for yourself? Second: for what period: for six months, a year, three years? Third: calculate the amount of investment: for a month, six months, a year ...

Business plans are different and differ in form, content, structure and volume. Below is a diagram that reflects the main parameters and cost items that can be used when drawing up a business plan for a travel company (agency).

• Type of activity: travel agent, tour operator, mixed activity.
• Additional services: sale of air and railway tickets, transfer services, ordering limousines, issuing visas, insurance, preparing documents for issuing passports, services of an individual guide, accompanying person, translation services, sale of guidebooks, sale of gift certificates, rental of tourist equipment, rental cars.
• Priority tourist destinations: by type of tourist destination, by cost of tours, by country, by type of tourism.

organizational plan

• Travel agency office location: center, outskirts, distance from the metro.
• Office status: rent, own premises.
• Office type: showcase office on the first line, in a business center, in an administrative office building, in a shopping center, on the first floor of a residential building.
• Office size: two workplaces, three to five workplaces.
• Office furniture (cost calculation): desks with reception areas, chairs for employees, chairs for visitors, bedside tables with keys, catalog rack, wardrobe, hangers, hanger-stand, board for information and special offers, sofa for visitors, coffee table, safe, blinds, mirror, dishes (for employees, for receiving visitors), photo frames and permits, plants.
• Office equipment (cost calculation): computers, telephones, fax, printers (minimum 2), scanner, copier, TV, SV- and VUO-player for showing films about countries and resorts, air conditioning, water cooler, first aid kit, clock, stationery, wall map of the world or globe.
• Office design project: space zoning, room design according to the concept of a travel company.

Competitive environment

• Competitors in selected travel destinations.
• Competitors within a radius: building, district, city.
• Primary competitive qualities of the future travel agency.

Production plan

• Personnel: staffing, payroll policy, staff training.
• Tours sales technology: search and booking of tours, scheme of interaction with partners.
• The range of travel agency services: by season, by destination, by country, by price.

Marketing and advertising plan

• Pricing policy of the travel agency.
• The name of the travel agency, advertising history of creation (legend).
• Features of the sold tours.
• Corporate identity development:
• Website creation.
• Setting up a sales office.
• Outdoor advertising.
• Printing products (description, circulation, contractor, production time, cost).
• Advertising plan.
• Structure and rules of maintaining the client base.

Legal aspects of opening a travel company

• Legal form of a legal entity.
• Taxation system.
• Required permits depending on the type of tourism activity.
• Purchase and registration of cash registers (if necessary).
• Bookkeeping (independently, with the involvement of an accountant, consulting company).
• Legal support of activities.

Financial plan

• Sources of funds.
• Amount and duration of investment.
• Plan of initial expenses.
• fixed cost plan.
• income plan.
• Payback plan.

It is possible to shorten a business plan without sacrificing the overall picture of building a business, but the more detailed it is, the easier it will be to achieve the goals. It's amazing how the perception of necessary actions after you write your own business plan. It can be both new ideas, non-standard methods of work, and a complete revision of the future business.

Travel agency business plan example

One-time expenses:

Monthly expenses:

Item of expenses	Period 1 month/rub.
Office and infrastructure
Room rental 25 m 2	50 000
Communication services	3 000
Internet	5 000
Water (cooler)	500
Stationery	2 500
Other administrative expenses	6 000
Staff salary
Director	35 000 + %
Manager	19 000 + %
Manager	16 000 + %
Secretary-manager	12 000 + %
Courier	16 000
Accountant (outsourcing)	10 000
Cleaning woman	3000
Advertising budget
Polygraphy	5 000
Internet advertising	15 000
Press advertising	15 000
Other media	10 000
Planned quarterly expenses
Legal subscription service	7 000
Payment system for online booking and search for tours	1200
Refilling cartridges	400
Unexpected expenses	10 000
Total	RUB 241,500 +% to salary

The expected (desired) amount of income per month is 400,000 rubles. Since it is impossible to plan in advance which tour packages will be sold, it is best to draw up a table in which you indicate how many tours you need to sell for each country in order to reach the planned income level. So you can find out how many tour packages you need to sell on average. To do this, you need to summarize the vouchers in all directions and divide by the number of countries.