Verbal model

1. Tour name:

2. Type of tourism:

3. Type of tourism by purpose:

4. Source of funding:

5. The route to follow and the type of construction of the route route:

6. Form of organization:

7. Seasonality:

8. Duration:

9. Service class:

10. Accommodation facilities:

11. Mode of transport: _____; intra-route transportation: ______

12. Meals:

13. Excursions according to the program:

14. The target audience tourists:

15. Age of participants:

16. Number of people in the group:

17. Approximate cost:

Appendix 5 (continued)

Service providers

It is drawn up in any form (text or table). Indicated:

Name of suppliers (accommodation facilities, catering are allocated separately; transport companies, travel agencies for the provision of excursion services, cultural and entertainment institutions (museums, theaters, etc.), Insurance companies etc.);

Address, phone, e-mail, website;

Opening hours, day off.

Contractual plan for the organization (type) of the tour project

The program of the tour project "Original title"

the date	Event	Time
1 day
2nd day
Day 3
Day 4
Day 5

The program begins with the departure of tourists from the territory of their permanent residence and ends with the return back.

Appendix 5 (continued)

Tourist enterprise loading schedule

Tourist groups for 2015

Group no.

Service Date

January

February

March

x

x

x

x

x

x

x

April

May

x

x

x

x

x

June

x

x

July

August

x

x

x

x

x

x

x

x

September

October

November

x

x

x

x

x

x

x

December

Appendix 5 (continued)

Costing

P / p No.	Expenditures	Calculation	Total per group
	Accommodation
	Hotel 1
	Hotel 2
	Reservation - on the hotel website
	Food
	Breakfasts at the restaurant "... .." - at the hotel
	Lunch at the cafe "..."
	Lunch at the cafe "...."
	Dinner at the cafe "...."
	Transport service
	Railway transportation (there)	see on the website of Russian Railways
	Railway transportation (back)	see on the website of Russian Railways
	Intra-route transportation ( remember about one extra hour for the bus service)
	Transfer (if there)
	Excursion service
	Museum 1
	Museum 2
	Museum 3
	Guide work
	RTG companion / host
	Animation services
	Equipment rental
	Insurance	For schoolchildren and students, it is obligatory
	Outcome 1
	Overheads	10 %
	Advertising costs	5 %
	Outcome 2
	Profit	15%
	Outcome 3
	Total per group

* the company is on the simplified tax system, VAT is not charged

Price per person:(Outcome 3) : (number of people in the group)

Tourist travel technology map

Routing tourist route

(name of the tourist organization)

Route name _____________________________________________________

The main points of the route St. Petersburg ... .. St. Petersburg __________________________________________________

I. Main indicators of the route

Route type ______________________________________________________________

Kilometers of routes ________________________________________

Duration of the route in days (calendar) 6 days / 5 nights __________________

Number of tourist flights (groups) _____4____________________________________

Number of tourists on a flight (group) ____25__________________________________________

Total tourists on the route ____100___________________________________________

Total man-days (overnight stays) of service on the route ____________________

Intra-route transport costs ____________________________________

Excursion expenses _____________________________________

Duration of work of the leader of the tourist group ______________________

The cost of a voucher (voucher) for a tourist group ______________________________

The cost of a voucher (voucher) per person _________________________________

II. Dates of departure and arrival of flights (groups)

And the number of flights (groups) by month

P / p No.	Route and service points, distance between them (km).	Time of arrival at and departure from the point	Service program (with indication of partner companies serving on the route)	Complement services
	food	lodging	Name of tourist and excursion activities
	SPb	22:00 (1 day)
	Vladimir 900km	10:00 (2nd day) 19:00 (5th day)	Breakfast - 3 (in the living room) Lunch - 2 (cafe "Ogonyok", cafe "Vstrecha"), Dinner - 2 (cafe "Ogonyok", dining room "Plate") In Suzdal - Lunch - 1 (cafe "Refectory") ; In Gorokhovets - Lunch - 1: cafe "Romashka"	3 nights Hotel "Vladimir", standard double rooms	Sightseeing tour of Vladimir, the Golden Gate Museum, Dmitrievsky Cathedral. Excursion to the city of Suzdal (local history museum, monastery, ...) Excursion to the city of Gorokhovets (we list the objects of visit)
	Kovrov 150km	13:00 (5 day) 22:30 (5 day)	Lunch - 1 (where ...), dinner - 1 (where)		City tour (objects ...)
	SPb 750km	8:00 (6 day)

Total 1800km

IV. Route description

Give a description of the tourist route, conditions of reception and service of tourists.

Tour planning. Contractual plan

Before deciding on the organization of tours to a new destination, the travel company conducts marketing research... It is necessary to identify needs, consumer priorities, demand trends. This will help to form a tour package in order to more fully satisfy all the needs of the buyer (tourist). This research also helps to guide the travel planning and contracting campaigns with service providers.

Preparatory work starts two years or more before the first departure of tourists on a new route occurs, along new program or to a new country.

Relationships with partners - service providers are formalized in a contract form (by concluding agreements). Each year of work (or other working period) is preceded by a contract campaign, during which contracts are concluded. Before the contractual campaign is usually drawn up contractual plan including the following sections:

* name of the partner;

* the main subject of the contract;

* contract time;

* terms of conclusion of contracts;

* special information.

This plan allows you to draw up a real picture - the scheme of actions of employees of a travel company to provide services on a tour. The composition of the contractual plan depends on the type of tour and the proposed services. With several types of tours, initially separate sub-plans are drawn up for each type of tour, and then - a master plan, where partners are grouped by the terms of the conclusion of contracts or by geographic principle. Before drawing up a contractual plan, you must already clearly understand the prospective partners, as well as be ready and conclude contracts at the negotiation stage.

With the prospective study of the contractual campaign, travel companies widely use various reference and information collections of tourist and hotel orientation. Directories of travel agencies, hotel and restaurant business, published by international tourism organizations, include information on the possibilities of organizing recreation and travel, accommodation and hotel services, indicating the main types of services provided to tourists. National, local and corporate directories are also published regularly. Guides, route guides, attractions, calendars of local events, that is, everything that is used in organizing tours and service programs is the literature that tour operators use when developing new itineraries and drawing up a contractual plan.

Specificity of concluding contracts with service providers

After the destinations have been established, the number of people in the groups and the dates of their arrival, in the process of negotiations with hotels, airlines and other service providers, the stage of signing agreements and contracts begins.

The contract (agreement) is necessary to settle the obligations and responsibilities of the parties, in particular in situations when rooms in hotels, seats on an aircraft remain unsold, or in cases when charter flights are canceled in order to provide for a system of sanctions and fines for each specific case.

Contractual relations in tourism are governed by the norms of international and national civil law.

On the international level such relations are governed by the following main documents:

* An international convention under the travel contract adopted on October 22, 1970 by the General Assembly of the World Federation of Associations of Travel Agencies (FAAAV);

* Regulations on tourism contracts and exchanges adopted at the Vienna Meeting of the Member States of the Security Council of the Council of Europe (CSCE) in 1992;

* Agreement on the unification of the basic rules for international carriage by air (Warsaw Convention), adopted on October 12, 1929, as amended and supplemented in 1955 and 1975;

* Geneva Convention on International road transport passengers and baggage taken in Brussels in 1967

* the resolution of the Interparliamentary Assembly of the CIS member states "On the basic principles of cooperation of the CIS member states in the field of tourism" dated October 1996, etc.

At the national level, contractual relations in the field of tourism are governed by the following regulations:

* The Civil Code Russian Federation(parts 1 and 2 dated "1.10.94 and 22.12.95, respectively);

* Federal law from 24.11.96, "On the basics tourist activities In Russian federation";

* The Code of Labor Laws of the Russian Federation of 15.09.92, No. 3543-1, with additions and amendments as of 17.03.97;

* Decree of the Ministry of Labor of the Russian Federation of 07/14/93, No. 135 "On the approval of Recommendations for the conclusion employment contract(contract) in writing and Approximate form labor agreement (contract) ".

In trading practice tourist services tour operators are divided into guides (or proactive, organizing foreign tours) and receiving (or receptive). A proactive tour operator does not always go directly to service providers. He enters into an agreement with the receiving tour operator, which provides him with the full range of services at the reception.

Consider the features of concluding agreements between a receptive tour operator and service providers and an agreement between a receptive and proactive tour operators.

Contracts with receptive service providerstour operator

Contracts with service providers are drawn up on the basis of a standard contract with the inclusion of issues related to tourist services and the relationship of partners (the supplier of sleep g and the tour operator).

All relationships with partners - suppliers of tourist services on the tour route are formalized by the conclusion of written agreements (contracts). They can have a standard form of a sale and purchase agreement, or a commission agreement, or an exchange agreement (with a non-currency exchange of tourist groups).

The main provisions of contracts with service providers are similar to those of a standard contract: subject of the contract, basic conditions, rights and obligations of the service provider, rights and obligations of the tour operator, liability of the parties, force majeure, legal addresses and details of partners.

The contract is considered concluded when the parties, in the proper form, have reached an agreement on all its essential terms. Essential are the conditions on the subject of the contract that are recognized as significant by law or are necessary for contracts of this type, as well as those conditions regarding which, upon the application of one of the parties, an agreement must be reached. Thus, the parties have the right to establish the terms of the contract at their own discretion, since each case has its own specifics, depending on the peculiarities of the provision of services to tourists and the relationship of the contracting parties. The only exceptions are those cases where the content of the corresponding condition is prescribed (or prohibited) by law.

1.A contract with a hotel company

In international practice, agreements and documents regulating the relationship of hotel enterprises with travel agents and tour operators are known and widely used. One of them is the 1970 Hotel Convention, developed under the auspices of the International Hotel Association and the World Federation of Travel Agency Associations. The Convention defines the obligations of the contracting parties, the scope of its application, the types of hotel contracts, general and specific rules for their preparation, the amount of commissions and the procedure for payments, as well as the conditions for the cancellation of contracts. In 1979, a number of amendments were made to the Hotel Convention and it was called the "International Hotel Convention", which since 1993 has become a code of relations between hotels and travel agencies (tour operators) and is used when including hotel contracts.

The code obliges the hotel company to provide accurate information on the category and location of the hotel, as well as on the quality of the services provided. It determines that the travel agent has no right to set prices for their clients higher than those established by the commission agreement. This also applies to a tour operator working with a hotel on the same terms. At the same time, neither the travel agent, nor the tour operator, nor the hotel should disclose the price that is stipulated in the contract.

The documents governing the relationship of the tourism business with hotel enterprises are: International Hotel Rules, approved by the Council of the International Hotel Association (02.11.81), and Interregional Harmonization of Hotel Classification Criteria on the basis of classification standards, approved by the regional commissions of the WTO in 1989.

Although these documents are of a recommendatory nature and are not mandatory, they contain many provisions that have become firmly established in the international practice of relations between the hotel business and the agency-operator business in tourism.

When organizing tours on the territory of Russia and in relationships with Russian hotel enterprises, one should also be guided by the Rules for the provision of hotel services in the Russian Federation, approved by the Decree of the Government of the Russian Federation of 25.04.97, No. 490.

The relationship with the hotel industry is determined mainly by the following agreements:

*An agreement on a quota of places with a guarantee of filling. 10-80%. Under such an agreement, the tourist company receives from the hotel a certain amount of places that she is obliged to fill with tourists during the period stipulated in the contract. At the same time, she guarantees payment of 30-80% of the allocated quota of places, even if they are not used. The company has the right to cancel the rest of the quota in deadlines... Under this agreement, the company receives prices for hotel accommodations lower than the usual rates.

*An agreement on a quota of seats without a guarantee of filling. Under this agreement, the company does not undertake any guarantee of filling the quota of places allocated to it. Therefore, the usual cancellation rule for unused seats comes into effect. The company settles with the hotel at regular rates.

* An agreement on firm purchase of seats with full payment. Under such an agreement, the company guarantees the hotel full payment for the allocated quota of places, regardless of their filling. Under such conditions, the company bargains for lower prices for hotel accommodation than usual * Current booking agreement. This is the most typical contract for travel companies, especially those involved in the organization of individual tourism. Under the contract, the company does not receive any quota of places from the hotel. When a client contacts the hotel, she sends a booking request to the hotel, and only after receiving confirmation from her, she sells hotel services. With such an agreement, the usual rates for hotel accommodations apply. In addition, it is important to pay attention to guarantees, which is your partner - the service provider (for example, does the hotel guarantee the promised accommodation). In relations with service providers, it is necessary to provide (fix in the contract) a condition the impossibility of a reverse price increase(prices can be raised only for unsold services) and work out the mechanism for fulfilling this condition. 2.An agreement withfood enterprise

Such an agreement is concluded with a separate catering company if food is organized outside the tourist accommodation facility and is not included in the contract with the hotel company. This can take place on route, thematic tours (meals on the way), etc. 3.A contract with a trucking company

4. Agreement with the airline (three types - dog-r for the quota of seats on regular flights (hard and soft); - agent agreement with the airline; - charter (aircraft lease, booking to small firms according to the scheme - hard, soft and combined. Blocks 5. Dr. with museums, excursion company, railway, etc.

• - the subject of the contract;
• - basic conditions;
• - responsibility of the parties;

Relationships with partners - service providers are formalized in a contract form (by concluding agreements). Each year of work (or other working period) is preceded by a contractual company during which contracts are concluded. Before starting a contractual company, a contractual plan is usually drawn up, which includes the following sections:

• - the name of the partner;
• - the main subject of the contract;
• - the terms of the contract;
• - terms of conclusion of contracts;
• - special information.

This plan allows you to draw up a real picture - the scheme of actions of travel agency workers to provide services on the tour.

The composition of the contractual plan depends on the type of tour and the proposed services. With several types of tours, they initially draw up separate sub-plans for each type of tour, and then - a master plan, where partners are grouped by the terms of the conclusion of contracts or by geographic principle. Before drawing up a contractual plan, you must already clearly understand the prospective partners, and also be ready to conclude contracts at the negotiation stage.

With the prospective study of the contractual company, tourist firms make extensive use of various reference and information collections of tourist and hotel orientation. Such directories include information on the possibilities of organizing recreation and travel, accommodation and hotel services, indicating the main types of services provided to tourists.

When developing new routes and drawing up a contractual plan, the following are used:

• - guidebooks;
• - directories of routes, attractions;
• - calendars of local events, etc.

Table 1

table 2

Activities			Specific types of work
Planning and negotiation	1st year (preceding the planned one)	November December	Negotiations with hotels, transfer service, tour companies and other service providers who have already cooperated and are new, selected for the planned year. Preparing to print a new signal booklet / catalog.
Contractual company. Updating and reprinting booklets and catalogs.	2nd year (planned)	January February	Execution of contracts with hotels, transfer service and intra-route transport, excursion bureaus, etc. Booklet / catalog printing.
	Booklet / catalog printed. Service systems have been formed.
Promotion.	March, April	Distribution of brochures / catalogs to distribution partners. Preparation and appointment of guides, instructors, animators, etc.
April May	The beginning of the season and tourist service.

Conclusion of contracts with service providers.

Agreement between tour operators.

After the destinations, the number of people in the groups and the dates of their arrival have been established, in the process of negotiations with hotels, airlines and other service providers, the stage of signing agreements and contracts begins.

The contract (agreement) is necessary to settle the obligations and responsibilities of the parties, in particular in situations when there are unsold places in hotels, seats on the plane, or in cases where they are canceled charter flights to provide for a system of sanctions, fines for each specific case.

Properly organized contractual work of the tour operator helps him not to become dependent on the activities of various service providers. Large tour operators usually sign long-term contracts with hotels for a certain number of rooms or to ensure that the hotel is fully loaded, which gives them low prices, but poses a certain risk for the hotel owner (he can lose money during a period of high inflation). There is a risk for the tour operator (he will lose money if not all tours are sold).

Contractual relations in tourism are governed by the norms of international and national civil law.

At the international level, such relations are governed by the following main documents:

At the national level, contractual relations in the field of tourism are governed by the following regulations:

• - the Civil Code of the Russian Federation (parts 1 and 2 of 10.21.94 and 12.22.95, respectively);
• - Federal Law of 24.11.96 "On the Basics of Tourist Activities in the Russian Federation";
• - Labor Code RF.

In the practice of trade in tourist services, a proactive tour operator does not always go directly to service providers. He enters into an agreement with the receiving tour operator, which provides him with a full range of services at the reception.

Consider the features of concluding agreements between a receptive tour operator and service providers and an agreement between a receptive and proactive tour operators.

Agreements with receptive tour operator service providers.

Agreements with service providers are drawn up on the basis of a standard agreement with the inclusion of issues related to tourist services and the relationship of partners (service provider and tour operator).

All relationships with partners-providers of tourist services on the tour route are formalized by the conclusion of written agreements (contracts). They can have a standard form of a sale and purchase agreement or a commission agreement, or an exchange agreement (with a non-currency exchange of tourist groups).

The main provisions of contracts with service providers are similar to those of a model contract:

• - the subject of the contract;
• - basic conditions;
• - the rights and obligations of the service provider;
• - the rights and obligations of the tour operator;
• - responsibility of the parties;
• - force majeure circumstances;
• - legal addresses and details of partners.

The contract is considered concluded when the parties have reached an agreement in the proper form on all the essential terms of the contract. An agreement with a hotel company.

An agreement on a quota of places with a guarantee of filling 30-80%. Under such an agreement, the tourist company receives a certain number of places from the hotel, which it is obliged to fill with tourists during the period stipulated in the contract. At the same time, she guarantees payment of 30-80% of the allocated quota of places, even if they are not used. The firm has the right to cancel the rest of the quota within a specified time frame. Under this agreement, the company receives prices for hotel accommodations lower than the usual rates.

An agreement on a quota of seats without a guarantee of filling. Under this agreement, the company does not undertake any guarantee of filling the quota of places allocated to it. Therefore, the usual cancellation rule for unused seats comes into effect. The company settles with the hotel at regular rates.

Firm seat purchase agreement with full payment. Under such an agreement, the company guarantees the hotel full payment for the allocated quota of places, regardless of their filling. Under such conditions, the company bargains for lower prices for hotel accommodation than usual.

Current booking agreement. This is the most typical contract for travel companies, especially those involved in the organization of individual tourism. Under such an agreement, the company does not receive any quota of places from the hotel. When a client contacts the hotel, she sends a booking request to the hotel, and only after receiving confirmation from her, she sells hotel services. With such an agreement, the usual rates for hotel accommodations apply.

In any version of the contracts, the following conditions should be provided (stipulated):

• - the cost of rooms and reservations;
• - the type of rooms and their number;
• - duration (seasons) of service;
• - free periods;
• - schedules of tourists' arrival;
• - terms and duration of one-time service;
• - a set of incoming services;
• - the number and form of catering - options for providing meals in the hotel restaurant (breakfast, half board, full board, buffet, etc.);
• - languages ​​to be spoken by the staff;
• - terms of confirmation of the arrival of tourists (booking);
• - deadlines for canceling arrivals without presentation of penalties;
• - penalties by the amount and terms of refusal;
• - discounts for a big ride or for a constant load;
• - material liability for late arrival (quantitative), disruption of arrival, refusal to accommodate guests;
• - other specific questions (does the price include the use of the sauna, billiards, pool opening hours, a set of additional services, etc.).

In addition, it is important to pay attention to the guarantees that the partner gives us - the service provider (does the hotel guarantee the promised accommodation).

The condition on the impossibility of a reverse price increase (prices can be increased only for unsold services).

The contract with the catering company.

Such an agreement is concluded with a separate catering company if food is organized outside the tourist accommodation facility and is not included in the contract with the hotel company. This can take place on route thematic tours (meals on the way), etc.

Such an agreement should reflect:

• - the number of tourists served at a time;
• - regularity and size of orders;
• - type of food (buffet, service, etc.);
• - sample menu options;
• - approximate prices for various food rations;
• - discounts for a large number of clients or for the constant provision of clientele;
• - deadlines for filing applications for food;
• - certain terms for canceling orders without presentation of penalties;
• - material responsibility for a power failure from one side or the other, indicating the timing of the onset material responsibility and etc.

test questions
1. What organizations and enterprises are involved in serving tourists on the tour?

2. What is the responsibility of the tour operator for serving tourists on the tour route?
3. What points should you pay attention to when choosing a service provider?
4. What is the comprehensive correspondence of the offered services to a specific client?
44
Practical tasks
Receptive touring
1. Determine service providers for organizing ski and congress tours. Motivate your development with the requirements for serving these categories of tourists.
2. Imagine that your company organizes tours around Moscow.
Name of the following tours of the service providers for your company:
A. Russian porcelain.
B. Business tour to Moscow.
B. Folk crafts of Russia.
D. Acquaintance with Russian cuisine in Moscow.
Sample tour programs:
Programs A and B are presented in the text of the previous section ("Service Program").
B - accommodation in middle-class hotels, meals in hotel restaurants and in restaurants along the route on out-of-town excursions; excursions: sightseeing in Moscow, to the Moscow Kremlin with visits to cathedrals,
Moscow metro, a walk along the evening Arbat, the Museum of Folk Art, visiting an art exhibition; out-of-town excursions: Center of Russian ceramics in the village. Gzhel,
Trinity-Sergius Lavra and Toy Museum, sightseeing tour of Rostov the Great with a visit to the Enamel Museum.
In Moscow, as a leisure activity - attending a concert. One overnight stay in Rostov the Great.
Г - accommodation in first-class hotels, meals in Moscow restaurants that give an idea of ​​Russian cuisine; excursions: sightseeing in Moscow, to Moskovsky

Especially for the 1bitt.ru library Word version
The Kremlin with visits to cathedrals, to the Novodevichy Convent; a walk along the evening Arbat; boat trip around
Moscow River (in summer), a walk along Moscow boulevards; visit to the Moscow vernissage; excursion to Sergiev
Posad with a visit to the Troy-tse-Sergius Lavra. In their free time from excursions, tourists are offered classes in Russian cooking, shopping, dinner with tasting at the Slavyansky Bazar restaurant and a farewell dinner at a Russian restaurant.
45 3. On the responsibility of the proactive tour operator.
Clients turned to an initiative tour operator that sent tourists to Egypt with a claim. During their stay in Egypt, they bought from an official partner
(Egyptian receptive tour operator) optional excursion to coral reefs The trip was organized in violation of basic safety standards. The boat, designed for 10 passengers, took 30 on board. As a result, there were not enough seats for everyone. In order to admire the coral reefs, in the open sea, tourists were offered to swim with a mask. At the same time, no one gave even an instruction and did not ask if everyone can swim. Nobody made sure that the floating ones did not fall under the boats maneuvering nearby. As a result, one tourist was forgotten and returned for him only an hour later, one client was bitten by a moray eel, and there was no first-aid kit on board.
1.8. Tour planning. Contractual plan
Before deciding on the organization of tours to a new destination, the travel company conducts marketing research It is necessary to identify the needs, priorities of consumers, demand trends This will help to form a tour package in order to more fully satisfy all the needs of the buyer (tourist). These

Especially for the 1bitt.ru library, the Word version of the research also helps to correctly direct the course of planning tours and conducting a contractual campaign with service providers.
Preparatory work begins two years or more before the first dispatch of tourists on a new route, on a new program or to a new country takes place.
Table 1.4 shows a typical timeline for a new summer tour touring program of an initiative tour operator
The usual scale of the current tour-rating program can be represented by the example of a receptive tour operator (Table 1.5).
46
Relationships with partners - service providers are drawn up in a contract form (by concluding contracts) Each year of work (or other working period) is preceded by a contractual campaign, during which contracts are concluded.Before a contractual campaign, a contractual plan is usually drawn up, including the following sections:

partner name;

the main subject of the contract;

contract time;

terms of conclusion of contracts;

special information.

Especially for the 1bitt.ru library Word version

Especially for the 1bitt.ru library Word version

Especially for the 1bitt.ru library Word version
This plan allows you to draw up a real picture - the scheme of actions of employees of a travel company to provide services on a tour. The composition of the contractual plan depends on the type of tour and the proposed services. With several types of tours, initially separate sub-plans are drawn up for each type of tour, and then - a master plan, where partners are grouped by the terms of the conclusion of contracts or by geographic principle. Before drawing up a contractual plan, you must already clearly understand the prospective partners, and also be ready to conclude contracts at the negotiation stage.
49
With the prospective study of the contractual campaign, travel companies widely use various reference and informational collections of tourist and hotel orientation. Directories of travel agencies, hotel and restaurant business, published by international tourism organizations, include information on the possibilities of organizing travel and travel, accommodation and hotel services, indicating the main types of services provided to tourists. National, local and corporate directories are also published regularly. Guides, route guides, attractions, calendars of local events, i.e. everything that is used when organizing tours and service programs is

Especially for the 1bitt.ru library, the Word version of the literature used by tour operators when developing new routes and drawing up a contractual plan.
test questions
1. How are relationships with partners - service providers formalized?
2. What sections does the contractual plan include? What determines the composition of the tour operator's contractual plan?
3. Give a typical timeline for a summer touring operating program
Practical tasks
1. Your travel agency is developing a new hobby tour
"Russian Porcelain" for 6 days The service program for this round is given in the assignment of the previous chapter of the textbook. The tour is valid all year round.
Your task is to draw up a contractual plan of the company for organizing this tour according to the following scheme:
2. You have been instructed to develop a new hobby tour "Folk Crafts of Russia" for the next year to receive foreign tourists. Tour route: Moscow - Rostov
Great for 6 days The tour program is given in the practical assignment of the previous chapter. Tour duration: May - October. Meals - full board in the hotel restaurant, on the 4th, 5th and 6th days - meals on the way.
50
3. Your travel agency, located in Moscow, has an agreement with a foreign company on the reception of tourists on the tour "By bus
- in Russia "on the route: St. Petersburg - Novgorod -

Especially for the 1bitt.ru library Word version
Tver - Moscow (12 days). The program, agreed with a foreign partner, is as follows.
1st day:
Arrival of the group to St. Petersburg. Hotel accommodation Free time
2nd day:
Sightseeing tour of St. Petersburg with a visit
St. Isaac's Cathedral. Excursion to the Peter and Paul Fortress.
3rd day:
Country excursion to Petrodvorets. Attending a theater or classical music concert.
4th day:
Excursion to the Hermitage. Free time.
5th day:
The road to Novgorod. Sightseeing tour of Novgorod.
6th day:
Tour of the Novgorod Kremlin with a visit
Of the Faceted Chamber.
7th day:
The road to Tver.
8th day:
Sightseeing tour of Tver. Excursion to the Museum of Tver Life.
9th day:
The road to Moscow. Sightseeing tour of Moscow.
10th day:
Excursion to the Moscow Kremlin with visits to cathedrals.
Boat trip along the Moskva River.
11th day:
Excursion to the Tretyakov Gallery. Excursion to
Novodevichy Convent.
12th day:
Visit to the Moscow vernissage. Departure of tourists late in the evening.
Accommodation: in double rooms of tourist class hotels.

Especially for the 1bitt.ru library Word version
The tour is valid from May to September.
Meals - full board.
Note: double program - route: Moscow - Tver -
Novgorod - Petersburg
Using the spreadsheet form given in task 1, make a contractual plan with the providers of this tour.
51

Especially for the 1bitt.ru library Word version
1.9. Negotiations with service providers
Negotiations precede the signing of contracts with service providers. It is important to conduct them in such a way as to obtain desired result- necessary tourist product(product or service) of good quality, the right quantity and the price you want.
You need to carefully prepare for negotiations with partners. It is necessary to analyze:
1. Circumstances of negotiations
- what exactly do you need from a partner? How much? In what period? What do you want extra from a partner? What is the level of prices _ for the goods or services in him and in the market? Are the requirements differentiated? Etc.
For example, in accordance with the available schedule, by prior order or confirmation, it is necessary to accommodate a group of tourists (30 people) by regular arrival for 4 days, every week and all year round. Need accommodation services (hotel, hotel); transport (car rental, ordering railway, air tickets, etc.); sports and entertainment services (disco bar, golf, tennis, swimming pool, sauna, etc.). The price should correspond to the average market level minus a 10% discount on bulk purchases (i.e. guaranteed occupancy), but not higher
Nth sum... The level of accommodation and service for the tourist (middle) class is not differentiated.
The composition of tourist groups is supposed to be homogeneous - the middle class.
2. Ways of implementation possible solutions
- you need to know who and what exactly is doing and by what date? How will one stage of the solution go into another? To what extent are the means of concluding a contract ready? Who prepares the draft contract and the schedule for the arrival of the groups? How will the questions on additional services?
Include them in the contract

Especially for the 1bitt.ru library Word version
- immediately or not? Conditions are introduced into the text of the agreement, and in the course of negotiations are either excluded or supplemented.
3. "Portrait" of your negotiating partner
- How different is your partner's goal from yours? What parameters
(terms, service level, range of services) will the partner's strategy be based? Etc.
Using these guidelines, it is helpful to plan a negotiation plan before starting a negotiation. This will help identify weaknesses your position and find additional solutions. A negotiation plan will give you the ability to predict unexpected options for your partner and help you prepare in advance for alternative proposals and solutions.
In any negotiation, not only is important strategic approach but also a psychological attitude. You have already prepared for negotiations, the result of which should be a contract for tourist services concluded with a service provider. The strategic plan is ready. Are you psychologically ready? Often, negotiations failed only because of the wrong tone. To avoid this, experts tried to develop psychological rules for communication and negotiation.
Nine rules of the psychological approach to management
negotiations:
1. Attitudes (attitudes).
Identify the attitudes of your negotiating partner (his interests, values, goals) and use them in your counter-arguments, embedding them in the logic and fabric of his reasoning.
For example, skillfully remind your partner what benefits your cooperation with him will bring (full employment of the room stock, more complete use of the bus fleet, etc.).
2. You are the approach.
In any clash of opinion and conflict, first clarify the intentions, expectations and concerns of your

Especially for the 1bitt.ru library, the partner's Word version. Tell him your interests and concerns, and then work with him to look for solutions that are most satisfying to both parties.
Provide him with your guarantees of the transaction, for example, a guarantee of filling the entire hotel room stock when organizing a congress, regardless of the number of participants who have arrived.
3. Tolerance
(tolerance for evaluating the actions of another). Do not express an assessment of the actions of another, but only express your feelings about these actions (for example, “Your words offend me,” etc.).
4. Openness of mind.
A different position, a different look is always a new facet, a new aspect, hidden from you. It is better not to refute someone else's position, even if it is erroneous, but to accept it as a new approach. Only after identifying all possible alternatives, you need to choose the best
53 of them But this requires, together with the negotiating partner, to agree on common criteria for evaluating alternatives. They can be common interests that can be found under any circumstances.
5 Reference.
Remember that people behave according to what others expect of them. In psychology, this is called
"The Pygmalion effect". It's important for you to be meaningful
(reference) for the partner to influence his decisions in some way. Reference is a commodity that we receive in exchange for our respect, demonstration of faith, trust and conformity to the image.
"Nice person."
6. Internality
(taking responsibility).
When explaining the reasons for any failure, do not blame everything on external circumstances and on other people. Take personal responsibility for what is happening.
The ability to take the blame on yourself, to apologize is a property of a mature person. In addition, this technique

Especially for the 1bitt.ru library, the version of Word disarms and forces the partner to take the blame out of solidarity, because he is no less noble
7. The friendly position, or the position of the adult.
Remember that you will most likely achieve your goal without leaving the position "on an equal footing" This is manifested in a calm, confident posture, gestures, tone of voice, facial expression. Negotiation requires respect, confidence, fun and moderation - all of these qualities will lead to success in negotiations.
8. Ethics.
Don't demean a person's dignity. Play fair and avoid cheating. Avoid anything unethical.
Try to see yourself from the outside. This will help to correct the behavior and evaluate it from the standpoint of aesthetics and ethics.
9 Creative solution.
Avoid stamps, templates, look for non-standard solutions. Be original. You can use pre-designed templates for an unconventional approach in typical situations and questions.
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Any contract is a legal fact and document, therefore it always entails legal implications... Therefore, it is important to prepare for the conclusion of the contract in such a way as to take into account all possible options for the relationship, as well as force majeure, conditions of material and financial liability, validity periods and the possibility of premature cancellation or prolongation of the contract. All this must be recorded in the form of a written document (agreement, contract), certified by the signatures of the heads of the contracting firms and the seals of these firms. For the agreement, it is necessary to prepare schedules for the arrival of groups (for hotels), the allocation of transport (for a motor transport company), etc., indicating the dates, dates and number of tourists, as well as calculations or tariffs for the cost of services provided by level and category.

Especially for the 1bitt.ru library Word version
test questions
1. How should you prepare for a contractual campaign?
2. What are nine rules of the psychological approach to negotiation?
3. What is a contract and how is it drawn up?
4. Name the necessary annexes to the tour operator's contract with service providers.
Practical tasks
1. Take one of the service providers (hotel, transport company) from the tours that you developed during the previous practical tasks and make a plan for negotiating with him.
Analyze the circumstances of the negotiations, ways to implement possible solutions, the "portrait" of your business partner using the guidelines given in this chapter.
2. Predict the possible arguments of the negotiating partner and, using the rules of a psychological approach, prepare counter-arguments that can convince him to accept your proposals.
55
1.10. Conclusion of contracts with suppliers
services. Agreement between tour operators.
After the destinations have been established, the number of people in the groups and the dates of their arrival, in the process of negotiations with hotels, airlines and other service providers, the stage of signing agreements and contracts begins.
The contract (agreement) is necessary to settle the obligations and responsibilities of the parties, in particular in situations where there are unsold places in hotels, seats on an aircraft, or in cases where charter flights are canceled in order to

Especially for the 1bitt.ru library, the version of Word provides for a system of sanctions and fines for each specific case.
Properly organized contractual work of the tour operator helps him not to become dependent on the activities of various service providers. Large tour operators usually sign long-term contracts with hotels for a certain number of rooms or to ensure that the hotel is fully loaded, which gives them low prices, but poses a certain risk to the hotel owner (he can lose money during a period of high inflation). There is also a risk for the tour operator (he will lose money if not all tours are sold).
Small or specialized tour operators selling special, self-contained, inclusive tours may have free sale agreements with hotels
(or sales-report) in which the hotels agree to guarantee accommodation for the maximum number of tourists. Such agreements can be quite suitable for small tourist programs, but they have a significant disadvantage, as sometimes hotel owners reserve the right to close a certain date.
Contractual relations in tourism are governed by the norms of international and national civil law.

Before deciding on the organization of tours to a new destination, the travel agency conducts marketing research. It is necessary to identify needs, consumer priorities, demand trends. This will help to form a tour package in order to more fully satisfy all the needs of the buyer (tourist). This research also helps to guide the travel planning and contracting campaigns with service providers.

Preparatory work begins two years or more before the first dispatch of tourists on a new route, on a new program or to a new country takes place.

Relationships with partners - service providers are formalized in a contract form (by concluding agreements). Each year of work (or other working period) is preceded by a contract campaign, during which contracts are concluded. Before a contractual campaign, a contractual plan is usually drawn up, including the following sections:

• - the name of the partner;
• - the main subject of the contract;
• - contract time;
• - terms of conclusion of contracts;
• - special information.

This plan allows you to draw up a real picture - the scheme of actions of employees of a travel company to provide services on a tour. The composition of the contractual plan depends on the type of tour and the proposed services. With several types of tours, initially separate sub-plans are drawn up for each type of tour, and then - a master plan, where partners are grouped by the terms of the conclusion of contracts or by geographic principle. Before drawing up a contractual plan, you must already clearly understand the prospective partners, and also be ready to conclude contracts at the negotiation stage.

With the prospective study of the contractual campaign, travel companies widely use various reference and information collections of tourist and hotel orientation. Directories of travel agencies, hotel and restaurant business, published by international tourism organizations, include information on the possibilities of organizing recreation and travel, accommodation and hotel services, indicating the main types of services provided to tourists. National, local and corporate directories are also published regularly. Guides, reference books of routes, sights. Local events calendars i.e. everything that is used in organizing tours and service programs is literature used by tour operators when developing new itineraries and drawing up a contractual plan. After the destinations have been established, the number of people in the groups and the dates of their arrival, in the process of negotiations with hotels, airlines and other service providers, the stage of signing agreements and contracts begins.

The contract (agreement) is necessary to settle the obligations and responsibilities of the parties, in particular in situations when rooms in hotels, seats on an aircraft remain unsold, or in cases when charter flights are canceled in order to provide for a system of sanctions and fines for each specific case.

Contractual relations in tourism are governed by the norms of international and national civil law.

On the international level such relations are governed by the following main documents:

• * The International Convention on the Contract for Travel, adopted on October 22, 1970 by the General Assembly of the World Federation of Associations of Travel Agents (FAAAV);
• * Regulations on tourism contracts and exchanges adopted at the Vienna Meeting of the Member States of the Security Council of the Council of Europe (CSCE) in 1992;
• * Agreement on the unification of the basic rules for international carriage by air (Warsaw Convention), adopted on October 12, 1929, as amended and supplemented in 1955 and 1975;
• * Geneva Convention concerning the International Carriage of Passengers and Luggage by Road, adopted in Brussels in 1967
• * By the Resolution of the Interparliamentary Assembly of the CIS Member States "On the Basic Principles of Cooperation of the CIS Member States in the Field of Tourism" dated October 1996, etc.

At the national level, contractual relations in the field of tourism are governed by the following regulations:

• * The Civil Code of the Russian Federation (parts 1 and 2 of. "10/1/94 and 12/22/95, respectively);
• * Federal Law of 24.11.96 "On the Basics of Tourist Activities in the Russian Federation";
• * The Code of Labor Laws of the Russian Federation of 15.09.92, No. 3543-1, with additions and amendments as of 17.03.97;
• * Decree of the Ministry of Labor of the Russian Federation of July 14, 1993 No. 135 "On approval of the Recommendations for the conclusion of an employment agreement (contract) in writing and a Model form of an employment agreement (contract)".

In the practice of trade in tourist services, tour operators are divided into guiding (or proactive, organizing foreign tours) and receiving (or receptive). A proactive tour operator does not always go directly to service providers. He enters into an agreement with the receiving tour operator, which provides him with a full range of services at the reception.

After identifying service providers based on:

• · The purposes of the planned tour;
• · The needs of the focus group members;
• · The level of competition in the market;
• · Experience and market opportunities of the tour operator;
• · Contractual base and personal contacts of the tour operator's employees;
• · Financial capabilities of the operator;

The tour operator decides on possible schemes for mutual cooperation in organizing a tour with the suppliers identified by him.

Any schemes of cooperation with service providers selected by the tour operator as the most suitable for organizing the planned tour should be documented well before the start of the season, since the joint work of the operator and the tour service provider is a special legal event that leads to the emergence of new rights and obligations of both parties ...

Documentation is most often carried out in the signing of agreements (contracts) on the joint work of a tour operator and a certain supplier of tour services.

The integral clauses of these agreements are:

• - full name, form of ownership, legal and actual addresses, bank details and contact phones of the parties;
• - the place and time of the conclusion of a cooperation agreement (the place of conclusion can be both the hometowns of the operator and the supplier of tour services, and a neutral territory, for example, the venue of a tourism exhibition);
• - the subject of the agreement (which briefly gives the concept of the purposes for which the agreement was concluded, for example, “Based on a mutual desire for cooperation, the parties agreed on the following: THE OPERATOR recruits and dispatches groups and individual tourists to Italy, FIRM ensures the organization of their stay in Italy ");
• - the terms of the contract - a detailed description of the schemes for further cooperation (forms of work - facsimile, electronic; workflow - the form of applications, confirmation of applications and vouchers; payment forms; deadlines for submitting applications and their confirmation, verification forms of work performed);
• - rights and obligations of the parties;
• - the total cost of the contract, the procedure and terms of the final settlement (for example, when buying blocks of seats, ordering a charter or chartering a vessel);
• - responsibility of the parties (usually expressed as a percentage of the value of the contract);
• - determination of contact and responsible persons;
• - force majeure circumstances;
• - the duration of the contract and the terms of its prolongation;
• - seals and signatures of the parties.

Agreements between the tour operator and travel service providers are signed in two (or more) copies having the same legal force... With a foreign supplier of travel services, the contract is concluded in two languages ​​(parallel translation in the text of the contract may be used).