The renowned American management consultant Peter Drucker famously said, “If you can’t measure it, you can’t manage it.” Similarly, if you “don’t” measure it, you can’t manage it. The first step in your successful promotion of travel insurance requires one to measure the travel insurance sales made as a percentage of reservations taken.
Surprisingly, the majority of vacation rental management operators are unable to answer the question “what percentage of your reservations purchased travel insurance”, and, “is your percentage of reservations purchasing travel insurance this year higher than last year”.
The successful sale of travel insurance is a very valuable offering for vacationing guests to include in their vacation planning. The successful sale of travel insurance is also a very valuable source of revenue for vacation rental management operators. As such, vacation rental management operators need to measure and manage their travel insurance sales performance just like every other Key Performance Indicator used to evaluate the success of your organization.
When convenient, take a moment and measure your success in promoting travel insurance to your vacationing guests. Measure the number of travel insurance policies sold as a percentage of the number of reservations taken. Use the formula below to assess the revenue potential that is available to you if you successfully increase the percentage of your reservations purchasing travel insurance.
Number of Total Reservations x Percentage of Reservations Purchasing Travel Insurance x Average Reservation Cost x Sell for Rate to the Guest x Commission Retained = Potential Commission Revenue
There is always room for improvement, please contact Red Sky Travel Insurance to discuss the best practices for maximizing the successful promotion of travel insurance to your vacationing guests.
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www.redskyinsurance.com
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