travel agents guide backroads - amazon s3s3.amazonaws.com/zanran_storage/ · travel agents guide to...
TRANSCRIPT
EVERYTHING YOU
NEED TO KNOW
ABOUT SELLING
ACTIVE TRAVEL
AND BECOMING AN
INSIDE TRACK AGENT
Travel Agents Guide to Backroadsincluding
The Inside Track Program
HOW TO REACHBACKROADS
BY PHONE
TOLL FREE
800-GO-ACTIVE(800-462-2848)
DIRECT
510-527-1555
DAILY 7 A.M. - 5 P.M. PT
BY FAX
510-527-1444
ON OUR WEB SITE
WWW.BACKROADS.COM
BY E-MAIL
CALL 800.GO.ACTIVE | 2
TRAVEL AGENTS GUIDE TO BACKROADS
WELCOME TO BACKROADS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
BACKROADS’ COMMITMENT TO TRAVEL AGENTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
THE STORY BEHIND BACKROADS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
UNDERSTANDING THE BACKROADS SEGMENTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
FREQUENTLY ASKED QUESTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
REGIONAL EXPERTISE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
BACKROADS FAMILY VACATIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
WHEN YOUR CLIENT IS TRAVELING SOLO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
HOW TO BOOK WITH BACKROADS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
PRE-DEPARTURE INFORMATION FOR YOUR CLIENTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
CANCELLATIONS AND REFUNDS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
COMMISSION POLICIES & BUILDING YOUR RELATIONSHIP WITH BACKROADS . . . . . . . . . . . . . . . . . . . 13
THE INSIDE TRACK PROGRAM
BUILD YOUR RELATIONSHIP WITH BACKROADS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
BUILD YOUR BACKROADS BUSINESS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
AGENT RESOURCES ON WWW.BACKROADS.COM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
BACKROADS SPECIAL OFFERS AND PROGRAMS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
CATALOG RE-ORDER FORM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
Table of Contents
BACKROADS WANTS TO EXPAND OUR TRAVEL AGENT-GENERATED BUSINESS.
WE DEVELOPED THE INSIDE TRACK PROGRAM FOR PROACTIVE AGENTS
WHO WANT TO SEE THIS SEGMENT OF THEIR BUSINESS GROW. FOR A SMALL
EFFORT ON YOUR PART, YOU MAY BECOME AN INSIDE TRACK AGENT AND SEE
BOTH YOU AND YOUR AGENCY ENJOY THE BENEFITS OUTLINED ON PAGES 15–19.
CHECK US OUT!
T r a v e l A g e n t s G u i d et o B a c k r o a d s
W E L C O M E T O B A C K R O A D S &T H E I N S I D E T R A C K
We applaud your efforts to learn more about Backroads and we are confident that you
will be able to parlay your passion for active travel into future sales.
This guide provides you with valuable information so you can comfortably promote
Backroads to your clients. You will find answers to frequently asked questions, booking poli-
cies and sales tips. We have also collected best practices from agents around the country and
incorporated them into our marketing section, Build Your Backroads Business (pgs. 15-17).
Sharp travel agents choose to enroll in Backroads Inside Track program to make the most
out of their relationship with Backroads. We look forward to building a mutually benefi-
cial partnership that makes your job easier and puts your client’s mind at ease.
B A C K R O A D S ’ C O M M I T M E N TT O T R A V E L A G E N T S
Backroads is dedicated to working with professional travel agents. We recognize your
needs and have many systems in place to help you maximize your sales and marketing
efforts. Backroads is a proud member of Virtuoso and the Adventure Collection.
To keep you updated on Backroads, we’ve created our agent Web site.
As always, our staff is here to support you and answer your questions to ensure you are
informed when recommending Backroads to your clients. Feel free to contact us at 800-
GO-ACTIVE (462-2848) or [email protected].
T H E S T O R Y B E H I N D B A C K R O A D S
THE ART OF PRODUCTIVE INSOMNIA
A native of Moraga, California, Tom Hale possesses a passion for two seemingly
divergent interests—business and back roads—which he has powered into the world’s
most successful active travel company.
It was the back roads that first attracted him, as a competitive runner at Campolindo High
School (where he still holds the two-mile record at 8:57.2) and at the University of
Oregon, where he was a teammate of legendary runner Steve Prefontaine. Armed with a
Masters in Environmental Planning from UCLA, Hale was six months into an
environmental planning position in Las Vegas when the back roads called again. A
middle-of-the-night inspiration to start a bike touring company motivated him to pedal
5,000 miles alone through the West, all the while formulating plans for his new business.
3 | BACKROADS
HelpClientsChoose the Right Acti
31 Years in Business�
80 Unique Destinationsand Nearly
1,000 WorldwideAnnual Departures
�
77% Repeat andReferral Rate
�
200+ Professional TripLeaders in the field
�
75+ Staff Members inU.S. Backroads Office
�
Average Group Sizeof 14 People
�
Fleet of 3,200 Custom-Designed Bicycles
KEY CONTACTS
MARTHA BAAB
TA COORDINATOR
RICH SNODSMITH
SALES MANAGER
TINA DICELLO
PRIVATE TRIPS
TOM HALE
FOUNDER AND PRESIDENT
Backroads FingertipFacts for You
\\\
VISIT: WWW.BACKROADS.COM
SCROLL: TO THE BOTTOM OF THE HOME PAGE AND CLICK ON “TRAVEL AGENTS” LINK.
ENTER PASSWORD: SELLACTIVE
Settling in Berkeley, Hale washed fondue pots by night and built his fledgling travel
company by day. In true entrepreneurial fashion, he did it all—designed the itineraries,
maintained the bikes, led the trips, produced the catalog. His first trip—a bike tour of
Death Valley—attracted four guests (one of them his mother.) That was 1979. Fast-for-
ward through three decades of consistent growth to today.
The Backroads spirit—a focus on travel experiences and events you couldn’t orchestrate
on your own—shapes every one of our nearly 130 trip itineraries. In destinations from
California’s Wine Country to vintage settings in France, from the pampas of Patagonia to
the hill country of Thailand, we showcase the best lodging, dining, and cultural attrac-
tions—and of course back roads. Hailed as the Best Bicycle Tour Operator by National
Geographic Adventure, Backroads is staffed by some 100 people in its Berkeley head-
quarters and regional offices in Canada, Italy and France, and also employs more than
200 Trip Leaders worldwide.
From the beginning, Hale strived for and succeeded in offering a world-class travel
experience, believing that the world is best experienced up close and under one’s own
power. Backroads’ success is largely measured by an exceptionally high rate of repeat
guests—on average about 47 percent each year and another 30 percent who are referred
to Backroads by a past guest. When he’s not at the Berkeley office or on the road as
Backroads’ most eagle-eyed quality controller, Hale is at home in Kentfield, CA with his
wife Liz, daughters, Avery and Georgia and son, William.
U N D E R S T A N D I N G B A C K R O A D S ’ S E G M E N T S
Many savvy agents are tapping into the active travel market and proactively selling
Backroads to their clients. Unfortunately, there are agents who mistakenly believe they
do not have ideal Backroads clients. In actuality, Backroads appeals to a very broad audi-
ence because of our extensive vacation offerings. By simply working with your current
clients, you can build your Backroads business. Take a look at your client list and con-
sider these segments:
� Biking Vacations
We believe there is no better way to visit a region or to arrive at a special location than
to do so under one’s own power on a bike. Our small group biking trips have defined
us for 30 years.
� Multisport Adventures
Mix it up on a multisport vacation that combines biking and walking with such
fun-filled activities as kayaking, rafting and snorkeling. Ideal for variety seeking clients
that are hesitant about biking or walking for a full week.
� Hiking & Walking Vacations
Not everyone thinks of Backroads for walking trips, but we have the largest walking
trip selection in the industry. Available for all fitness levels worldwide.
� Family Adventures
Great quality time for family fun and one of our fastest growing segments representing 1/3
of total sales. More than 300 annual departures reserved for families with children of all
ages. These family-designed trips are available for Biking and Multisport Trips.
� Premiere Inns
Our most luxurious vacations featuring fabulous 4- and 5-star hotels, gourmet cuisine
and amazing amenities.
FOOD & WINE
Bordeaux/ Dordogne � BurgundyCalifornia Wine Country
Loire Valley �Provence � S. Africa& Botswana � Tuscany
COASTAL TRIPS
Amalfi � Brittany & NormandyCinque Terre � Costa RicaDalmatian Coast � IrelandMaine � San Juan Islands
MOUNTAIN TRIPS
Bhutan � Canadian RockiesDolomites � Glacier � NorwayPatagonia � Peru � Swiss Alps
WILDLIFE & NATURAL HISTORY
Alaska � Bryce, Zion & GrandCanyon � Costa Rica � Galápagos
Glacier � San Juan IslandsS. Africa & BotswanaYellowstone & Tetons
ART & ARCHITECTURE
Amalfi Coast � Czech Republic &Austria � Dordogne � Loire ValleyPuglia � Santa Fe & Taos � Tuscany
EXOTIC ESCAPES
Bali � Bhutan � PatagoniaChina � Ecuador � MoroccoPeru � Thailand � IndiaVietnam & Angkor Wat
FAMILY FAVORITES
Alaska � Brittany & NormandyBryce, Zion & Grand Canyon CostaRica � Loire Valley � Switzerland
Yellowstone & Tetons
EASIEST
Amalfi Coast � Costa RicaLoire Valley � Martha’s VineyardSouth Carolina & GeorgiaVietnam & Angkor Wat
MOST CHALLENGING
Argentina � Bryce, Zion & GrandCanyon � Canadian RockiesCrater Lake � New Zealand’sSouth Island � Norway
Backroads’ MostPopular Destinations
BACKROADS | 4
� Casual Inns
A three-star experience with more casual lodging and dining. The price point is
approximately $700-$1,700 less per person than a Premiere Inns trip, making our trips
affordable for a much larger audience.
� Deluxe Family Camping Trips
What better way to explore the natural beauty of North America? Our leaders handle
all the camp chores and logistics while guests enjoy the great outdoors, fun activities
and sleep under the stars.
� Winter Getaways
Exotic destinations and warm sunshine welcome active vacationers. Some favorites
include Costa Rica, Thailand, Vietnam, Ecuador & the Galápagos and Chile & Argentina.
Each year Backroads prints and mails nearly 1.5 million catalogs in these categories:
• Biking/Multisport
• Hiking/Walking
• Family
These specialty catalogs are typically about 30-40 pages and are ideal prospecting pieces.
To request Backroads catalogs, please contact us at 800-462-2848 or order online.
F R E Q U E N T L Y A S K E D Q U E S T I O N S
� How long has Backroads been in business and who owns the company?
Backroads was founded in 1979 by Tom Hale, who continues an active role as
company President.
� What types of vacations does Backroads offer?
Backroads offers biking, walking and multisport vacations. In addition to biking and
walking, other activities your clients can enjoy on a Backroads vacation include: river
rafting, sea kayaking, cooking classes, sailing, snorkeling or even a safari!
� What level of accommodations and cuisine does Backroads provide?
Backroads offers three categories of accommodations; Premiere Inns, Casual Inns and
Deluxe Family Camping.
• Premiere Inns—Luxurious lodging is a hallmark of Backroads trips around the world.
On our Premiere Inns trips, guests enjoy hotels and inns recognized for excellence by
lodging associations, such as Relais & Chateaux and Small Luxury Hotels of the
world, and also by leading publications, such as Condé Nast Traveler and the
Hideaway Report. In some locales where luxury is defined less grandly, we select the
best lodgings available that are still steeped in regional flavor. Backroads also seeks
out the finest cuisine of each region and has cultivated relationships with acclaimed
restaurants throughout the world.
• Casual Inns—This extensive collection of trips features three-star accommodations
and more relaxed dining. While these lodgings are simpler than the hotels on our
Premiere Inn Trips, guests can still count on Backroads to select hotels that are
comfortable and appropriate to the area. The price point for Casual Inn Trips range
from $700 – $1,700 less per person than a Premiere Inn Trip, making this program an
affordable option for budget-conscious travelers.
Who Could Be YourBackroads Clients?
Backroads hosts approximately3-4 times more guests thanour competitors. Our guests
represent a diversity of interestsand occupations and share alove of active travel and theoutdoors. Approximately 47%of our guests are Backroadsalumni, while another 30%are referred by a friend.
�
GUESTS OF ALL ABILITIES
Whether your client is an avidbiker or a weekend walker,Backroads has a vastselection of vacations tosuit varying abilities andinterests. Van support is
readily available on all trips,offering maximum flexibility.
�
TRAVELERS OF ALL AGES
The age range of our guests isquite broad, 40 to 65 years old.The average age is 49 years old.
�
AFFLUENT TRAVELERS SEEKING
UNIQUE EXPERIENCES
Be it spinning through lavenderfields in Provence, or travelingby bike, longboat and elephantthrough Thailand, Backroadsbrings travelers up close andpersonal with the locals, theculture and the scenery. Don’toverlook wine lovers, cultureand history buffs, outdoorenthusiasts and nature lovers
in your database.
5 | CALL 800.GO.ACTIVE
• Deluxe Family Camping—Our professional Trip Leaders handle all of the logistics.
Every menu is carefully planned and prepared by our camp chef and emphasizes the
cuisine of the region we visit. A Camp Assistant sets up and breaks down camp, allow-
ing your clients to make the most of the day’s activities. Camping trips are offered
exclusively in North America and are a great way to see national parks in Canada
and the U.S.
� What does the trip price include?
• All lodging.
• On Inn Trips, all breakfasts and most lunches, including our trademark grand picnics;
all dinners except for one, when guests have the opportunity to sample local fare on
their own.
• On Camping Trips, all meals.
• Expertise and services of experienced Trip Leaders.
• Snacks and beverages between meals.
• Additional guides and experts from the region on many trips.
• Van shuttles to support a variety of route options.
• Comprehensive Travel Planner with detailed pre-trip information.
• Private guided tours at museums, historic sites, wineries and other select attractions as
noted in the Travel Planner.
• All gratuities at hotels and restaurants on Inn Trips.
• Special events, including wine tastings and other culinary experiences as mentioned in
the Travel Planner.
• Use of fully equipped bicycles plus helmet and accessories.
• Trailercycles, carriers and kid-sized headgear for Family Trips.
• Equipment and experienced guides for kayaking, rafting, snorkeling, sailing and
canoeing as described.
• Park and other entry fees.
• Fares for trains, ferries, internal air and other travel as listed in the Travel Planner.
• Select coach transfers.
• Baggage transfers and porterage.
• Backroads t-shirt and water bottle.
• Not included: airfare, alcoholic beverages (Backroads provides wine at select events),
gratuities for Trip Leaders and personal expenses.
� How fit does my client need to be to enjoy the physically active trips?
Backroads vacations are designed for all levels of bicyclists, walkers and multisport
enthusiasts. Some trips are more challenging than others and we suggest that you talk
to one of our Trip Consultants about your client’s current activity level and the type of
adventure they are looking for. They'll help you select the right trip.
� How do you accommodate people of varying abilities?
On most days of your Backroads vacation, you’ll have a choice of 2–3 mileage options.
One day you might go for the most challenging. The next day, you may take it easy by
choosing the shortest route, leaving time for relaxation, exploration or mingling with the
locals. You and your fellow travelers may spread out over several miles or you may choose
Getting your active travel clientson the right biking, walking ormultisport trip will help ensuretheir satisfaction and increasetheir repeat business.There areBackroads vacations designed forall levels of riders and walkers;however, it is extremely importantthat you qualify your clients’abilities. Asking the followingquestions will help you recom-mend the right Backroads trip
for your clients:
DO YOU PREFER BIKING,WALKING OR
A MIX OF ACTIVITIES (MULTISPORT)?�
ON WHAT TYPE OF TERRAIN DO YOU
LIKE TO RIDE/WALK?
�
DO YOU PREFER LEISURELY-PACEDOR CHALLENGING ACTIVITIES?
�
HOW MANY MILES PER DAY
WOULD YOU LIKE TO RIDE/WALK?�
HOW OFTEN AND HOW FAR DO YOU
RIDE/WALK NOW?�
WOULD YOU PREFER AN INN
TRIP OR A FAMILY CAMPING TRIP?�
DO YOU PREFER LUXURY
ACCOMMODATIONS OR
MORE CASUAL INNS?
For example, our Loire Valleytrips stay in luxurious châteaux,while our Glacier National Parktrips use national park lodges.
�
DO YOU HAVE ANY
SPECIAL INTERESTS?
For example, are wildlife,culture, watersports orfine dining and winetasting key to yourvacation experience?
Helping Your ClientsChoose the Right Active Vacation
BACKROADS | 6
to ride or walk together. For your peace of mind, one leader covers the route in a
Backroads van, ready to offer assistance, refreshments or a lift to the hotel (or campsite).
Our trips attract people of varying abilities so there’s typically someone else traveling at
your speed. This is ideal for friends and couples with different paces; they can spend the
day with similarly fit travelers and then reunite for the evenings.
� How does Backroads rate the level of difficulty of each trip?
Backroads Biking, Multisport and Walking Trips are rated Level 1 through Level 5,
Level 1 being the easiest (see chart below). We provide detailed information on the daily
mileage options and the terrain of the routes on our Web site, so you can help your
clients make an informed decision and find the trip that best suits their needs. If you
need further assistance qualifying your client, please contact one of our expert Trip
Consultants in our Sales department.
� How long are guests active each day?
Guests can decide each day how far they want to travel. Depending on the route options
they choose and the pace they set, they’ll typically spend three to five hours each day,
biking or walking or—on our multisport trips—engaging in a combination of biking
and walking along with such activities as kayaking, rafting or snorkeling.
The number of activity hours and distances guests can expect for each level per day:
Average Distance
Activity Level Average Time Biking Walking & HikingLevel 1 2—3 hours 10—20 miles 2—5 milesLevel 2 2—4 hours 21—30 miles 5—7 milesLevel 3 3—5 hours 31—40 miles 7—9 milesLevel 4 4—6 hours 41—55 miles 9—11 milesLevel 5 5—7+ hours 56—75+ miles 11—13+ miles
� How do your leaders support the routes?
On biking trips, one leader drives the support van, sweeping the route several times
during the day and providing lifts and assistance as needed. Another leader rides the route,
roving between groups traveling at different speeds. On walking trips, one leader usually
takes the lead while the other brings up the rear. The amount of van support depends on
the location of the walking routes. On trips with kayaking and rafting excursions leaders
typically team up with an experienced local guide to offer support and instruction.
� How is my client’s luggage transported?
The leaders transport all luggage between inns (or campgrounds) in Backroads' special
trailers. They'll also gladly pick up and transport any purchases guests make along the
way. They need only carry snacks, clothing and personal items needed for the day.
� How large will the group be?
The average group size on all Backroads trips is 14.
� Does my client use a Backroads bike or bring their own bike?
Included in the trip price is the use of a Backroads high-quality, custom-designed
bicycle for all biking and multisport trips. The bikes are 27-speed bicycles with all the
top components. If your client would like to bring their own bike, a Trip Consultant
can offer tips on the best ways to ship it to the trip start.
ARE THE TRIP LEADERS EMPLOYEES
OF BACKROADS?Our Trip Leaders, the most
carefully selected and best-trainedleaders in the business, are alldirectly employed by Backroads.Some trips may also feature alocal guide or naturalist to
provide additional information onthe area’s natural andcultural history.
�
ARE GUESTS EXPECTED TO TIP
THEIR TRIP LEADERS?Gratuities are greatly appreciatedas a gesture of thanks for the TripLeader’s professionalism duringyour client’s active vacation.
�
IS BACKROADS WILLING TO PROVIDE
REFERENCES OF ITS PAST GUESTS?Yes! Backroads is happy toprovide travel agents and
prospective guests with the namesof past trip participants who havevolunteered to be references.
7 | CALL 800.GO.ACTIVE
Some More FrequentlyAsked Questions
R E G I O N A L E X P E R T S I N T H E F I E L D
From our Berkeley, California headquarters to Regional Offices in the Canadian Rockies,
Provence and Tuscany, Backroads is staffed with a talented team of Regional Managers
equipped to handle every facet of our complex operations. All Trip Leaders and Regional
Managers are Backroads employees.
Our international team of travel experts successfully handles the complex logistics of oper-
ating trips all over the globe. We actively recruit exceptional people with special talents to
fill all positions critical to the design and operation of our world-class active vacations.
First and foremost, we look for individuals who have passion for travel, the outdoors and
for having fun. They must also be enthusiastically committed to meeting Backroads
standards of quality and legendary service.
In many regions, our trip team also includes local experts of the highest caliber—in fields
from architecture to volcanology—dedicated to enhancing the guest experience in their
corners of the world.
B A C K R O A D S F A M I L Y V A C A T I O N S
Backroads has over 300 annual departures exclusively for family vacation representing
nearly 30% of our annual sales. We’ve added more trips during the summer and winter
months, as well as President’s Day week and spring breaks in March and April so families
have more options to choose from. All family departures are clearly indicated on the trip
pages of our catalogs and Web site. You may also request a Family Adventures catalog to
share with your clients.
Our routes are specifically developed to suit kids’ abilities and attention spans—and
then we weave in some great longer options for adults. Three trip leaders take care of
all the logistics, including a Kid Coordinator who orchestrates activities for the younger
crowd as well as the entire family. Our kid-friendly leaders are not only knowledgeable
guides and enthusiastic motivators, they also serve as inspiring role models for young
people.
Our leaders create a dynamic, safe and fun environment for children of all ages. They
communicate at a kid’s level, see the world through their eyes and have the energy to keep
pace with even the most active of youngsters. Their mixed bag of games, toys, books and
imagination holds appeal for every age. Each day, one Trip Leader takes on the role of Kid
Coordinator. As the leader in charge of coordinating the day’s activities for the young set,
the Kid Coordinator is your go-to person for questions and special requests.
We make sure that our meals cater to kids’ special tastes without sacrificing yours. We find
the most family-friendly restaurants, and offer tasty, freshly made and healthful prepara-
tions on our picnics and Family Camping Trips. For parents’ nights out, you’ll be treated
to settings and menus for more sophisticated tastes while your leaders entertain the kids.
All meals are included on most days with the occasional opportunity for your family to
search for the perfect pizza on your own.
Private and CustomBackroads Trips
A Backroads Private Trip is theultimate guarantee that you’lltravel in perfect company—andflexibility is the name of thegame. Each day is shaped to
fulfill everyone’s desires and theleaders are there just for you.You’ll enjoy our custom blend ofactivity, legendary service,spectacular surroundings andsuperb accommodations andcuisine. And it’s carefree—we
focus on the details, from sendinginvitations to providing everyonein the group with the pre-tripinformation they need, while youfocus on having an unforgettably
unique experience.�
It’s easy to share the Backroadsexperience with your friends,
family or colleagues. Just tell uswhen, where and how you want to
travel (we can offer lots ofsuggestions) and you can count on
us to make it happen.�
With one call, the wheels are inmotion:We take care of all thedetails while you look ahead to arelaxing time away. Call ourPrivate Trips Manager at
800-GO-ACTIVE (462-2848)to get a Private Trip organized.
BACKROADS | 8
IDEAL AGES FOR CHILDREN
We strongly encourage parents traveling with children to join trips exclusively designated
for families and designed with kid- and parent-friendly features. All minors (under 18)
must be accompanied by at least one adult. On some trips, hotel age limitations and the
level of physical activity require that children be a minimum age to participate.
While we don't see many families with very young children, we do have a minimum age
requirement of 2 years for all camping trips. Other than that, we do not restrict trips to a
minimum age except in the rare case of a hotel age restriction. We do, however, recom-
mend minimum ages based on the following criteria:
• 12+ Amount of cultural interaction, difficulty of activities, routes
• 9+ Difficulty of activities/activity restrictions, routes
• 6+ Several longer dinners, routes are difficult for pulling a Burley therefore not
appropriate for younger children, difficulty of activity/activity restrictions, routes
• 3+ Routes are often on bike paths and designed for pulling Burleys/Piccolos
For safety reasons, children under 7 may not ride their own bikes and are required to ride
on a Piccolo trailercycle or in a Burley trailer; for certain destinations children must be 9
or older to ride their own bikes. Children 8 and older may ride in our support van with-
out a parent. Please contact a Trip Consultant for more trip-specific information.
ESSENTIAL EQUIPMENT
We have all the equipment you need to make your active family vacation a breeze—the
best bikes and accessories to keep you and your children comfortable and safe.
BIKES FOR BIG PEOPLE
Backroads bikes provide the perfect combination of performance, reliability and comfort.
Features include: Handlebar stems adjust to ideal height * Upright or dropped handlebars
for optimum riding comfort and stability * Easy-to-use shifters for gear changing * Sturdy,
stable bike frame * Ergonomic saddle to reduce soreness, numbness * Specially selected,
smooth-riding road tires * Carbon-fiber fork helps reduce road vibration * Triple chain-
ring crankset, 27 easy-shift gears for all types of terrain * Rear rack, roomy handlebar bag
with clear plastic map window * Flat pedals, toe clips (or bring your own pedals) * Plus
mountain bikes with front suspension forks and seat posts are available on trips where
routes include dirt or rough paved roads.
All bikes are equipped with a rear rack, safety triangle, two water bottle cages, two
Backroads water bottles, combination lock, and an emergency flat tire kit.
Bicycle helmets are required on all Backroads biking and multisport trips. Guests can
bring their own or use one of our quality helmets, equipped with easy-adjusting retention
systems. Sizes are available for adults and for children.
BIKES FOR LITTLE PEOPLE
Backroads is the only travel company to manufacture its own line of children’s bicy-
cles. While the wheels might be small, the performance is big and the safety superb. On
all Family Trips, you’ll find 20” and 24” bicycles for children. They say that good
things come in small packages and when it comes to bikes for kids of all ages,
Backroads is the expert.
“As much as I have lovedBackroads throughout theyears, it wasn’t until I tookanother company’s tour thatI realized just how spectacularyour trip leaders truly are. Inmy opinion, the leaders makethe trip, and I will never takea chance on any other touringcompany again… I can’t waitto spend a week with yetanother set of the bestleaders in the industry.”
Cheryl Shechter | Miami, FL
�
“I’ve taken over 65 activevacation trips over the last 25+years with many companies. Sofar as I’m concerned, Backroadshas been and remains, now more
than ever, best in class.”
Richard Seltzer | Wynnewood, PA
�
“This was the best trip ever—itcombined the right amount of
adult time with family time, exer-cise and leisure. Given the five-year difference in our kids’ ages,combined with our younger son’sendless energy, we wanted to findthe family vacation that satisfiedall our needs and goals, and
Backroads fulfilled this in everyway.”
Janet Myers | Menlo Park, CA
9 | CALL 800.GO.ACTIVE
� The Burley d’Lite carrier: An 18-pound child-carrying trailer with a five-point seat belt
and inside pockets, designed to be pulled behind an adult bicycle. One or two small chil-
dren (up to 60 pounds) can ride comfortably in the trailer.
� The Burley Piccolo trailercycle: Designed for children ages 4-9 or up to 85 pounds, the
Burley Piccolo is an innovative attachment equipped with a six-speed twist-shifter that
turns an adult bike into a tandem with your child providing some of the pedal power.
FAMILY-FRIENDLY PRICING
On trips designated for families, youths receive the following tiered discounts when shar-
ing a tent/room with two adults:
Ages 2 and under . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .75% offAges 3 to 6 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .40% offAges 7 to 10 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20% offAges 11 to 17 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10% off
On Inn Trips when a child shares a room with one adult or two children share a room, a
10% discount applies to children 17 and younger. The third and fourth youths in a room
with an adult receive the tiered discounts described above. When one youth is in a separate
room a 10% discount is applied to the trip price, but the full single supplement applies.
On Non-Family Trips, children 17 and younger receive 10% off on trips when sharing a
room or tent with two adults.
Youth savings apply to trip prices only. Your commission is computed after the youth rate
has been deducted.
W H E N Y O U R C L I E N T I S T R AV E L I N G S O L O
Responding to your clients requests for an even greater selection of trips, we’ve merged
our Classic and Solo departures, offering more dates, itineraries and solo rooms. And our
private room prices are now much more favorable.
ROOMMATE REQUESTS
If your client would like a roommate, Backroads will endeavor to find one (same gender). If
your client signs up more than 95 days (or 125 days) in advance of departure and no room-
mate is available, 50% of the private room charge will be due at final payment. Should a
roommate be found before the trip departs, the private room charge will be refunded. If your
client signs up less than 95 days (or 125 days) in advance of departure and no roommate is
available, the full private room charge will apply. If a roommate is found before the trip
departs, the private room charge will be refunded. On rare occasions, twin rooms consist of
one bed and one rollaway or foldout sleeper. On some trips, twin room availability is limit-
ed; a private room charge applies if a shared room is not available, regardless of the number
of days before departure. Please note that in Europe, single rooms are often smaller than
double rooms. Single tents are available for an additional cost on camping trips.
PRIVATE ROOM REQUESTS
Private rooms are available on most trips for a supplement. For many trips, requests for
private rooms are confirmed at the time of the reservation. On trips where private rooms
Pre-departureE-mails
Much of our customer serviceefforts are made via e-mail, so wewill request your email address aswell as those of your clients.Thefollowing e-mails are sent directlyto you:
� Reservation Confirmation� Final Payment Reminder
The following e-mails are sent toyour client and copied to you as areference:
� Release & PersonalInformation Forms Reminder
� Pre-Departure Information� Guest Interest Survey� Hotel Contact List� Post Trip Evaluation (not sentto travel agents)
CALL 800.GO.ACTIVE | 10
are limited, your client’s request may not be confirmed until 95 days before trip departure.
The supplement will not be charged until the private room is confirmed. At that time, a
Trip Consultant will contact you to confirm the private room and to obtain payment.
Please note that in Europe, single rooms are often smaller than double rooms. Private
room supplements are not commissionable. Supplement fees can be found on individual
trip pages in Backroads catalogs or on trip Web pages.
H O W T O B O O K W I T H B A C K R O A D S
DEPOSITING
Since many of our vacations fill quickly, we recommend booking your clients three to six
months in advance (six months for peak seasons.) You can make a reservation with us by
phone or e-mail seven days a week.
A $600 deposit per person is required at the time of your clients’ booking. You may also
request to hold a space up to 48-hours for your client while you arrange pre- and post-
travel arrangements and collect their deposit. Upon receipt of your client’s deposit, you
will receive an invoice in the mail as confirmation. Final payment is due 95 or 125 days
prior to the trip departure date.
REQUIRED GUEST INFORMATION
Here’s the information we’ll need at the time of booking:
� Your full name, agency name, address, phone number, e-mail address and IATA or CLIA
number.
� Trip destination, date and activity.
� Clients’ names, addresses, phone numbers and e-mail addresses.
� Would your clients prefer one or two beds in their room?
� If your client is traveling alone, would he/she like to be paired with a roommate? Or,
would he/she prefer a single room for a supplemental fee? (Single room requests are
granted based on availability.)
� How will they get to the trip start? Our pick-up and drop-off information is noted in
each Backroads Travel Planner.
� If choosing a biking trip do they want to use a Backroads bicycle or bring their own
bike? If using a Backroads bicycle, please ask:
• Their height.
• Do they prefer upright (mountain bike-style) or drop (racing-style) handlebars?
• Do they use toe straps? (Plastic toe coverings that attach to bicycle pedals. They allow
riders to pull up as well as push down when they pedal. Special shoes are not needed.)
• Will they bring their own helmets or use complimentary helmets from Backroads?
(Helmets are required.)
� What size complimentary T-shirts would they like? (S, M, L, XL, XXL)
� What are their dates of birth? (This is optional, but many guests are curious about the ages
of their fellow trip participants, and we’re happy to share the make-up of the group.)
� Do they want to purchase a travel protection policy? (Available from Backroads or from
your travel agency.)
� If choosing a family camping trip, do they want to use Backroads sleeping bags and
Therm-a-Rest pads or bring their own?
11 | BACKROADS
No Final Documents!
Please Note!The Travel Planner packet and
the final invoice are the only doc-umentation for your client’s vaca-tion. We do not send travel vouch-ers or final documents! Whileyour client does not require anypaperwork to join the trip start,they should bring their TripPlanner with them to thetrip start. In the event of an
emergency or delay, they will havethe necessary contact information
to reach our leaders.
Trip MateTravel Protection
The Backroads Travel ProtectionPlan (provided through TripMate) reimburses travelers forcancellation fees incurredbecause of illness, injury ordeath, and also covers airfarecancellation fees for flights
booked in conjunction with thetrip. Our plan also providesbaggage loss and medical
coverage, as well as access to24-hour emergency assistance
services. The plan iscommissionable to you.
P R E - D E P A R T U R E I N F O F O R Y O U R C L I E N T S
BACKROADS TRAVEL PLANNER
Once you have made a deposit for your client’s reservation, a detailed Travel Planner will be
sent to you to forward to your client. Please make a copy of the trip itinerary for your own
records or ask a Trip Consultant to e-mail a copy to you. The Travel Planner packet contains:
� Two Invoices (one agency copy with commission details and one guest copy).
� A detailed trip itinerary.
� Directions to the trip start and transportation suggestions.
� Addresses, phone, fax numbers and Web addresses for each night’s lodging.
� Pre- and post-trip accommodation suggestions.
� Suggested packing list.
� General information pertaining to the trip, such as climate, passport, visa and
innoculation information.
� Travel protection plan (commissionable to your agency).
� Release of Liability and Assumption of Risk and Personal Information forms (to be
signed and returned to Backroads prior to departure (viewable at www.backroads.com).
� Complimentary Backroads luggage tag and T-shirt (mailed after final payment).
Important: Guests cannot participate in the trip if Backroads has not received a signed
“Release of Liability, Assumption of All Risks and Arbitration Agreement” (viewable on
www.backroads.com) and a Personal Information form prior to the trip departure. Please
mail the form to us with your client’s final payment or fax it to us at 510-527-1444.
Note: The Travel Planner packet and the final invoice are the only documentation for your
client’s vacation. We do not send travel vouchers or other final documents! While your
client does not require any paperwork to join the trip start, they should bring their Trip
Planner with them to the trip start. In the event of an emergency or delay, they will have
the necessary contact information to reach our leaders.
C A N C E L L A T I O N S A N D R E F U N D S
Because we adhere very strictly to our cancellation policy, Backroads highly recommends
that your clients purchase a travel protection plan. You may sell the insurance
recommended by your agency or purchase a plan through Backroads (which is commis-
sionable). Please urge your clients to buy trip cancellation insurance. Canceling for
medical and other reasons is simple and stress-free for everyone if they are insured.
If your clients must cancel their reservation, the cancellation fee will be determined
according to the following formula:
CALL 800.GO.ACTIVE | 12
In Summary, we:
• Allow 48-hour courtesy holds
• Recommend booking 3–6months in advance
• Require $600 deposit perperson to book
• Ask for final payment 95 daysbefore the departure date
Type of Departure 126+ 96+ 61-95 31-60 0-30
Special Departures* $600 30% 50% 75% 100%
Number of Days Prior to Departure
Type of Departure 96+ 61-95 31-60 0-30
Regular Departures $200 30% 60% 100%
*Special departures are trips requiring non-refundable elements such as Private trips,
Boat-based (Ecuador/Galápagos, Turkey), World’s Greatest Bike Race and possibly others
as noted on our Web site.
� Exceptions to this cancellation policy cannot be made for any reason, including weath-
er or personal emergencies. There is no refund for leaving a trip early or arriving late.
� Backroads pays commission on any cancellation fees greater that $200 charged to
your clients.
� In most cases guests may transfer from one trip to another up to 95 days before trip
departure without penalty, after which time our cancellation policy applies. For special
departures you may transfer up to 125 days before trip departure without penalty, after
which time our cancellation policy applies.
� Backroads is not responsible for and does not recommend the purchase of nonrefund-
able, advance-purchase airline tickets.
� If unforeseen circumstances require a change in itinerary, Backroads will make every
effort to select alternative hotels of the same high quality and keep the route modifica-
tions minimal. On the rare occasion when Backroads must cancel a trip, we will refund
all payments received, which constitutes full settlement.
� Backroads trips are guaranteed to run once five or more guests book** excepting only
in cases of force majeure or the failure of third parties—such as hotels or camp-
grounds—to honor their reservations, in which case all payments received to date will be
refunded, which constitutes full settlement. Backroads is not responsible for expenses
incurred in preparation for any canceled trips, such as airline tickets, or for costs
incurred due ot travel delays, flight cancellations or illness.
Y O U R C O M M I S S I O N & B U I L D I N GY O U R R E L A T I O N S H I P W I T H B A C K R O A D S
STANDARD COMMISSIONS
Backroads pays commission on the trip price, internal air and travel protection policies.
Single-room supplements are not commissionable. Commission checks are always made
payable to the agency, not the booking agent and issued within two weeks of the trip
departure date.
� Payments by check: Making final payment by agency check allows you to deduct your
commission from the final balance due. You can receive your commission before your
clients depart.
� Payments by credit card: Commission on credit card payments is paid promptly upon
completion of the trip.
� Canceled bookings: Backroads will pay commission on any cancellation fees greater
than $200 charged to your clients. If your client cancels their vacation and chooses to
place their trip funds in a hold account for future travel, you will earn your commission
once the guest re-books their trip and travels. Your commission will be based on the trip
price of their new reservation.
OVERRIDE COMMISSIONS
Override commissions are available for top producers and Inside Track graduates. See
below for more details.
** Guarantee policy does not apply to Private Trips, boat-based trips (Turkey, Ecuador/Galápagos) andpossibly others as noted on our Web site.
Backroads has made a strongcommitment to offering activefamily vacations, with family
departures comprising one of ourfastest-growing segments ofbusiness. Our family vacationsoffer modified routes, additionaltrip leaders, kid-friendly mealsand special activities with plentyof flexibility.You will find kidsfrom 1–18 years old on aBackroads family vacation.
�
Some of our most popularfamily destinations include:
Loire ValleyDalmatian Coast
Swiss AlpsYellowstone & TetonsCanadian Rockies
�
"Our children gained self-esteemwith each hill they biked and withthe praise and guidance of ourgreat leaders.They were givenenough independence to feelreally cool, while actually
being mentored and cared for."—Ellen Frauenthal Atlanta, GA
13 | CALL 800.GO.ACTIVE
Tips for SellingBackroads Family Vacations
CALL 800.GO.ACTIVE | 14
T h e I n s i d e T r a c kP r o g r a m
BOOST COMMISSIONS • EARN OVERRIDES • ENJOY TRIP SAVINGS
B U I L D Y O U R R E L A T I O N S H I PW I T H B A C K R O A D S
TRAVEL AGENT PROGRAMS
Backroads has several travel agent programs to help you build your Backroads business.
We realize that agent education, specialization and marketing campaigns are all tools
each agent needs in order to succeed in the travel industry today. We hope you will take
interest in these Backroads programs to grow personally as well as build your individual
business.
� The Inside Track
If you are not an Inside Track Agent already, you might want to consider becoming one.
The significant benefits offered far outweigh the easy process of becoming a graduate.
Even agents (and their agencies) who already enjoy a preferred agent status with
Backroads can benefit from the Inside Track program. As a Backroads specialist you
will earn an 11% override commission (Virtuoso and top producing agencies receive a
1% increase), trip savings, exclusive invitations and offers, and 5 CTA or CTC contin-
uing education units from the Travel Institute.
� Inside Track Agent Discount Rates
If you cannot join a Backroads Fam Trip departure but have an official IATAN card,
you may qualify for up to a 40% savings (see the chart on the next page) on the trip of
your choice. Inside Track graduates receive a guaranteed 25% savings on one trip of
their choice within 12 months of graduation. We will confirm your savings 90 days
prior to the departure date based on space availability. No commission is paid on dis-
counted trips. A faxed copy of your IATAN card and agency listing is required with
your reservation for approval and confirmation at 90 days.
One trip savings is allowed per travel agent per year and the booking must be made
through your agency. Subsequently, your future savings are tied to your agency’s over-
all annual sales volume. Call the Backroads TA Coordinator to review your status.
Inside Track Agent Discounts after First Year
Annual Agency Sales Volume in Previous Year Agent Savings
Up to $60,000 10% savings
$60,001-$80,000 20% savings
$80,001-$100,000 30% savings
$100,001+ 40% savings
� Virtuoso Agents' Trip Savings
Virtuoso and agents with preferred status receive savings that begin at 25% and go up
to 40% depending on the agency's overall bookings. Please contact the Backroads TA
Coordinator to review your status.
A Backroads SpecialistShould do the following:
Change old habits! Ask everyclient, every day, if they would be
interested in a walking orbiking vacation!
�
Send a quarterly press release toyour local newspaper. Announceyour new Backroads Specialiststatus, promote your favoriteBackroads destinations or an
upcoming event.�
Mention your BackroadsSpecialist status on youroutgoing voicemail.
�
Add “Ask me about Backroads’walking and biking trips” to theend of your e-mail auto-signature.
�
Book your own Backroadsvacation.Take advantage of yourInside Track discount and go
experience it yourself!
MOST IMPORTANTLY...BE BOLD!
BE OPEN-MINDED!BE ADVENTURESOME!
15 | BACKROADS
This offer is for front-line agents and agency managers/owners only. Other agency
employees may receive our 10% industry discount and do not have to wait until the
90 day mark for approval. One travel agent discount is allowed per travel agent per
year. We do not extend fam trip discounts to agents with an IATA card issued by card
mill agencies.
� Inside Track Override Commissions
Backroads offers override commissions for top producing agencies and agencies with an
Inside Track graduate on staff. Overrides are based on your past year’s production and
are calculated according to your client’s travel dates, not the sign-up date. For example,
if your agency generated $73,000 in Backroads revenue in 2008, your commission level
would be 12% for all bookings made during the 2009 calendar year. We do not make
retroactive commission payments. Group bookings will also qualify your agency for
override commissions for the following calendar year. (All override agencies are notified
in January of the new year.)
Agencies with an Inside Track graduate on staff qualify for an override commission as
follows:
Total annual sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Override commission percentage
Up to $60,000 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11%
$60,001 - $80,000 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12%
$80,001 - $100,000 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13%
$100,001 + . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14%
The terms for agent trip savings and commission status are subject to change.
Virtuoso agencies’ commissions begin at 12%. Please contact the Backroads TA
Coordinator to review your status.
All valid IATA Travel Agents may take over a guest reservation within 14 days of the
deposit. Virtuoso agents may take over a guest reservation within 30 days. Guests who have
booked Backroads trips with agents in the past are always asked if they plan on working
with a travel agent on this booking. Within 95 days of the departure, takeovers are allowed
within 3 business days and must be approved by the Backroads Sales Manager.
Selling Tip: Travel Agents who are contacted by a guest after the takeover window has
closed are encouraged to ask that guest to book with them in the future. Backroads
enjoys a very high repeat rate—50% in 2009! Here’s what Loretta Carson of Protravel
International says to develop her future clients:
• I am an active travel consultant, certified by Virtuoso and I have a very long-stand-
ing relationship with Backroads. I would love to help you plan your itinerary.
• This is the way I work. I will be happy to help you with the details of your
Backroads vacation such as, pre- and post-trip hotels, air, rail, etc. Also, I will offer
you added value; such as, I can arrange for private transfers to and from the air-
ports or arrange for a private half-day site-seeing guide. My fee for that is general-
ly $$. (Depending on whom I am speaking with I may even waive that fee.)
• I hope you are happy with the services I provide and that you allow me to add you
to my mailing list. I also ask that the next time you plan a vacation, Backroads or
otherwise, you will call me first.
Shared Memories(from Moms &Dads!)
“A breathtaking vista of aflower-filled meadow andmountain-flanked azur lakedotted with icebergs.”
�
“Pedaling through the pouringrain in Holland with my daughter,both of us wearing huge grins.”
�
“Kayaking on Lake Yellowstonewith thermal water bubbling up.”
�
“ Elk meeting us at our picnic spot.”
�
“ How can you top a ping pongtournament in the ‘cave de pingpong’ at elegant Le Choiseul, oran adults versus kids volleyballkeep-away in the Hautes-Rochespool overlooking the Loire?”
Takeovers are not permitted on Private or Custom trips once a written price quote has
been issued. Special circumstances may be reviewed on a case-by-case basis. Terms are
subject to change.
B U I L D Y O U R B A C K R O A D S B U S I N E S S
To be successful, specialists should be proactive with their marketing efforts and initially
focus their energy and resources on their current clients. Working with your existing data-
base is an easy and cost effective way to jump start your active travel sales. Backroads
offers the following practical tips for getting started:
ASK FOR THE BUSINESS
When your clients say they want to go to Europe this summer, simply ask “Have you ever
considered a biking or walking vacation in France or Italy?” Then share the Backroads
catalog with them.
MAKE IT OFFICIAL
Sign up for the Inside Track, the Backroads specialist program and learn more about
selling active travel. Graduates earn an array of benefits including an override
commission. Once you’ve graduated, create your own letterhead and business cards
promoting your new specialty.
SEND THEM ON A TOUR
A virtual tour that is! Backroads currently has nine different virtual tours on our Web site
that truly capture the essence of a Backroads vacation. Log on with your client to share
this experience together. Then print out the detailed trip itinerary of their choice and start
planning their trip. How could they resist?
TARGET PROFESSIONALS
Market to professional organizations such as medical or legal associations. Many of our
guests are professionals in these industries. Advertise in their publications or rent their
mailing lists for a direct mail campaign. Ask your doctor or dentist to display Backroads
catalogs with your agency stamp in their reception areas.
JOIN FORCES WITH ALUMNI GROUPS OR CLUBS
Collaborate with alumni or cultural associations as well as service and social
clubs/organizations. Barter or donate travel prizes for their charitable auctions or
fundraisers in exchange for an ad in their newsletters or access to their mailing lists.
GET ONLINE
Use your company Web site to expand your exposure and globally promote Backroads.
Contact Backroads about posting photos of active travelers in motion and appropriate
copy to entice your clients. Use the Backroads Web site as a sales resource to access trip
details, order catalogs or collateral.
BE A WORLD TRAVELER
Always promote your own travels, whether it’s business or pleasure. Let your clients know
you are not just an order taker, but that you explore the world yourself. Mention your trav-
els on your voicemail message and on your “Out-Of-Office” auto reply for your e-mail.
CALL 800.GO.ACTIVE | 16
TargetExisting Clients
Insert Backroads rack brochureswith your daily mailings (airline
tickets, trip itineraries ornewsletters) to your clients. Start
spreading the word to yourcurrent clients that you sell activetravel.They may not know yousell these types of vacations
so they go direct.
TargetAffluent Travelers
Tap into the luxurious non-travelinterests of the affluent market.(These prospects have the dispos-able income, time and desire forfrequent and unique travel.)
�
Target organizations, restaurants,boutiques, gourmet markets, wineand culinary shops, country clubsand sporting good shops thatappeal to their sophisticated
and upscale lifestyle.�
Collaborate with theseorganizations to advertise intheir publications or host atravel fair for their members.
SHOW THEM WHAT YOU DO
Send the message to your walk-in traffic that you book active travel. Create an active
travel window display featuring a bicycle, helmet, hiking boots, walking stick, kayaking
paddle, binoculars, backpack and Backroads catalogs and posters. Ask your local bike
shop and sporting goods store to provide you with display equipment in exchange for
sending your clients with their packing lists to shop there.
TOOT YOUR OWN HORN
Be your own publicist and send press releases to local newspapers, magazines, radio and
TV stations. Include a photo whenever possible. Editors and program directors are often
receptive to local business news. Promote special events, collaborative efforts with other
community businesses, new exotic departures, hot travel topics and your area of
expertise. Get your name and agency out in the public eye.
GET TO KNOW THEM
Spend a few extra minutes with each of your clients to find out more about their personal
interests, hobbies and travel habits. Record the information in your client database and
promote suitable active vacations based on your findings. Clients will appreciate your extra
care and concern for their travel needs, and your marketing efforts will be more focused.
LET THEIR FINGERS DO THE WALKING
Boldly feature your active travel specialty in your agency’s Yellow Pages ad.
TAKE A FAMILIARIZATION TRIP
Take a trip with Backroads. We offer discounts on our regular departures. Nothing beats
first-hand experience when it comes to selling.
USE YOUR NEWSLETTER
Use your agency newsletter to spread the word. Feature copy and photos from Backroads’
catalogs or Web site (ask our Travel Agent Coordinator for images) to promote active
travel. Or feature your own active vacation experience in an upcoming newsletter.
SPONSOR ACTIVE EVENTS
Set up an agency table at a charity bike ride or 10K run. Feature Backroads’ catalogs and
rack brochures with your agency stamp to entice prospects and start a mailing list. Send out
a postcard or letter as follow-up. Some organizers provide “goodie bags” to all event par-
ticipants. Arrange to insert Backroads rack brochures with your agency stamp in the bags.
GO ACTIVE YOURSELF
Join a local biking or hiking club to mingle with potential clients. Talk about your job
while you’re enjoying yourself.
TELL THEM WHAT YOU DO
Create a sign or mini-poster for your desk that says, “Ask me about active vacations.”
Share your own enthusiasm for biking, walking, watersports and adventure travel.
GET A GROUP GOING
Organize a private trip with Backroads and go along as the group organizer. Host an
active travel night with the Backroads slide show or video. Send out flyers and press
releases to promote the presentation and your trip to prospects. Contact our Private Trips
Coordinator for assistance.
17 | BACKROADS
Use Your E-mailDatabase
Build up your e-mail databaseand send e-mail updates to
clients featuring hot destinations,special promotions and excitingadventures. Sign up to receiveBackroads’ promotional e-mailsand forward them to your clients.Use the Auto Signature functionon your e-mail program to post atag line highlighting a specificBackroads destination at the end
of every e-mail you send.
Use Your VoicemailMessage
Your agency may promote pre-ferred suppliers or destinations onits Hold message to pique inter-est. Why not use your individualvoicemail to promote your areasof expertise? Tell clients to ask
you about biking in Provence withBackroads at the end of your
voicemail message.
Map Out A Plan
Make an annual budget andmarketing plan with goals for
your active travel sales. Scheduletime and budget funds for famtrips, industry events and
marketing ideas. If you have itmapped out in advance, you’remore likely to take action.
KEEP THE MOMENTUM GOING
Immediately follow up with those you booked on a Backroads vacations when they return.
Once your clients experience an active vacation, they’ll be hooked. (A main topic of dis-
cussion among clients and leaders on trips is “Where else have you been and where should
I go next?”) Once they’ve returned, sign them up for Backroads’ BEST Club (a frequent
traveler program) and help them plan their next vacation while enthusiasm is high.
USE THE BUDDY SYSTEM
Pair up with a buddy in the industry to set marketing goals and track your progress. With
your busy schedule, it’s difficult to make time for marketing plans but it’s necessary to
develop this segment of your business. Work with a local colleague, a friend you’ve made
at a seminar or on a fam trip and establish realistic yet challenging goals. Map out a proj-
ect together or individually and share your progress, your challenges and your successes.
A G E N T R E S O U R C E S O N W W W . B A C K R O A D S . C O M
Use our Web site, www.backroads.com, to match your clients with the most suitable
Backroads vacation, access trip information, order catalogs and collateral, research
Backroads’ promotional programs or take a virtual tour. Here’s how our Web site can help
you assist clients and make sales:
FIND THE BEST TRIPS FOR YOUR CLIENTS
To preview a customized assortment of Backroads active vacations and select the best
ones for your clients, use our Find a Trip function. From here you can search for trips by
activity, travel dates, ability level, accommodations preferences, destination or special
interest. Or use the search field and enter a key word such as “chateau” or “kayaking”
for trip suggestions.
GET COMPLETE TRIP DESCRIPTIONS, MAPS AND PHOTOS—WHEN YOU NEED THEM
Our Web site gives you 24-hour access to full details on every Backroads vaca-
tion—even if you don’t have our catalogs on hand. Your clients receive immedi-
ate assistance as you give them information about day-by-day trip activities,
scheduled departure dates, price information and challenge level.
BACKROADS VIRTUAL TOURS
Check out our selection of virtual tours on our Web site. These online slide shows will
provide you with a greater understanding of Backroads vacations and can also be shared
with your clients as an effective sales tool. There are nearly a dozen tours to choose from.
To view a virtual tour, click on Virtually Backroads on the home page of our Web site
and you’ll find the complete library of tours. Select your tour and simply click on the
white circles to follow the flow of the images. The tours can be e-mailed to prospective
clients along with a detailed trip itinerary. Great closing tools!
ORDER CATALOGS AND COLLATERAL ONLINE
Backroads’ award-winning catalogs and promotional materials are complimentary and
you may order them via phone or email tacoordinator.com. Call 800-GO-ACTIVE (462-
2848). If you require large quantities, please contact our Travel Agent Coordinator to
discuss your promotional plans. We may be able to make some suggestions to improve the
effectiveness of your efforts.
CALL 800.GO.ACTIVE | 18
Travel AgentMarketing Materials
We are happy to provide you withany of the following marketingmaterials to support your efforts:
Trip Catalogs�
Post Cards (numerous designs,
5” x 7”)�
Posters (16”x 24”)�
Rack Brochures/Ticket Stuffers�
Custom Camera-Ready Ads�
Shells (Backroads stationary,
8.5” x 11”)�
Detailed Trip Itineraries�
Web Copy & Images�
Please contact us [email protected] bulk quantities or if you wouldlike to discuss a marketing plan.
B A C K R O A D S S P E C I A L O F F E R S A N D P R O G R A M S
INVITE YOUR CLIENTS TO JOIN THE BEST CLUB
Have your clients traveled with Backroads before? If so, they may be eligible for milestone
rewards on their next trip when they join Backroads Extra Special Travelers (BEST) Club.
Any client who has ever taken a 5-day or longer trip with Backroads since we started
offering active vacations in 1979 is eligible for membership. Invite your clients to join and
watch your repeat business grow. Please contact any Backroads Trip Consultant or visit
our BEST Club on our web site (www.backroads.com/best/).
PRIVATE AND CUSTOM BACKROADS TRIPS
We’re delighted to work with groups of friends, family members and business
associates who want to take an active vacation together. Groups can join one of our
scheduled trips or take over select departure dates listed in the catalog. For more
information, please contact our Private Trips Coordinator.
HONEYMOON REGISTRY
The ultimate wedding gift! Your client can register for a first-class active vacation—as a
honeymoon or simply as a getaway. Then, they can invite their friends and family to con-
tribute toward the trip cost. Contact a Backroads Trip Consultant for details.
Gift CertificatesGive the Gift of Active Travel
A Backroads trip is a perfectgift for active friends and familyany time of year. Gift certificatesfor Backroads vacations are
available in any amount, and arecommissionable once they areapplied toward a trip. Call
800-GO-ACTIVE (462-2848) toorder a gift certificate or for
more information.
19 | BACKROADS
N O T E S
CALL 800.GO.ACTIVE | 20
Marketing ProjectSuggestions
Create a Backroadswindow display
�
Host Backroads content onyour Web site
�
Place a Backroads ad
�
Distribute BackroadsPack brochures
�
Host a Backroads event
�
Mention Backroads in yournext agency newsletter or
e-newsletter
OURMAIN CATALOGSBiking/MultisportOver 100 itineraries featuring Biking and Multisportdestinations including exclusive departures forFamilies, Campers and Private groups. Check outthe comprehensive calendar in the back of thebook; it’s a great reference tool for agents.
Available SeptemberWalking & HikingThis catalog highlights an unrivaled collection ofWalking and Hiking trips with 36 itineraries aroundthe world. Flexible activity levels on these trips aresuitable for both weekend walkers, avid hikers andguests looking for a trip with more cultural explo-ration and less emphasis on physical activity. We offerFamily and Adult trip versions as well as two pricepoints (Premiere Inn and Casual Inns). Perfect forclients who seek a unique and flexible itinerary with asmall group.
Available September
Need more Backroads catalogs for an upcoming event or mailing? Now you can pre-order your supply of catalogs by faxingin this form to +1 (510) 527-1444. We’ll mail the catalogs to you as soon as they become available (see dates below).
Quantity(up to 10)
09TAREORDR
RACK BROCHURESThese mini tri-fold brochures are a great way to let your clients know you sell Backroads—perfect as ticket stuffers or fordistributing at events. Designed with agents in mind, there is space for you to provide your own contact information.
Available Now
Quantity(up to 10)
Quantity(up to 10)
Quantity(up to 100)
Quantity(up to 10)
contact: [email protected] • 800-GO-ACTIVE or +1 (510) 527-1555
CURRENTLY
OUT OF STOCK
DESTINATION & SPECIALTY CATALOGSFamily AdventuresFamilies represent 30% of our annual business! Thiscatalog features our 47 Family itineraries and describeshow Backroads supports each member of the family foran unforgettable experience.
Available January 2010
Deluxe Camping TripsA Backroads Camping Trip is anything but roughing it.Our Trip Leaders handle all the logistics and campchores while guests sleep under the stars, feast ongourmet cuisine and enjoy the natural beauty of NorthAmerica's most scenic destinations with 10 itineraries.
Available March 2010
ELECTRONIC CATALOGSEurope and the MediterraneanIncludes long-time favorites Tuscany and Provenceand hot Eastern European destinations.
North AmericaBackroads’ backyard! Includes many of the beautifulnational parks–great trip options for those who want tostay closer to home.
Special Agent Versions of Backroadselectronic catalogs are available online at
www.backroads.com/travel_agent
�����������������������������������������������������������������������������������������������������
Please provide your IATA or CLIA number and contact information below & fax to us at +1 (510) 527-1444.
IATA/CLIA: Consortium:
Agency Name:
Your First Name: Your Last Name:
Agency Address:
City: State: Zip: Country:
Phone: E-mail:� This is my home office address. Please continue to send regular mailings to the agency address.� Please sign me up for the Backroads E-Newsletter.
Thank you for promoting Backroads!
Backroads Travel Agent Catalog & CollateralRE-ORDER FORM