It’s a not-so-secret tip that upselling clients on excursions before they leave Canada can be good for business. Not only can the travel agent net a slightly higher commission on packages that include optional excursions, but they can also engender good will when clients learn that an advance-purchase means they can pay for those extra tours in Canadian dollars.

Now there’s another good reason to upsell clients on optional programs. If you don’t, your airline will.

Transat has announced that it will now sell excursions on board Air Transat flights to Mexico, the Dominican Republic and Jamaica. So as travellers are munching on their pretzels and enjoying their in-flight cocktail, all relaxed and happy about their upcoming vacation, they can peruse the colourful brochure in their seat pocket that details all the cultural, aquatic and nature activities that await them. Then, they simply need to hand the flight attendant a credit card and it will be charged, in Canadian dollars, for the tours they want to take.

The idea is genius. What better way to capture the client when they are happy and caught up in the excitement of their pending vacation? To sweeten the pot, Transat is offering travellers a 15 per cent discount on excursions purchased onboard through April 30.

Transat does recommend that travellers book in advance, online or with a travel agent, to ensure availability. Which is exactly how travel agents should be pitching extras. Because these tours can and do sell out, and clients will be disappointed if they can’t book take that snorkelling, zip line, Mayan ruins tour that they have their heart set on.

To see a complete list of optional excursions available to clients, visit www.transat.com.

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