1. Define your activity precisely
Before diving in, it is essential to know what you want to sell and under what framework. In France, selling travel and holidays requires registration with Atout France, as well as professional liability insurance and a financial guarantee.
“Significant investments”, notes Jean-Charles Franchomme, cofounder of the Collective for the Defense of Travel Professions (CDMV).
There are solutions for professionals who do not wish to create their own agency, notably business introductions or travel design, carried out in partnership with a registered agency.
“To practice as a travel planner, you must stay within the legal framework,” reminds Jean-Charles Franchomme. He also advises to “not engage in pre-sales, on-trip support, or post-trip aftercare.” The professional should also not use affiliate links nor enter directly into contracts with receptive operators.
The term travel planner does not correspond to a precise legal status. “Travel Planner is a registered trademark of the Havas network. It is therefore not a newly invented profession. It’s simply a term that has become highly trendy,” he adds.
“Significant investments”, notes Jean-Charles Franchomme, cofounder of the Collective for the Defense of Travel Professions (CDMV).
There are solutions for professionals who do not wish to create their own agency, notably business introductions or travel design, carried out in partnership with a registered agency.
“To practice as a travel planner, you must stay within the legal framework,” reminds Jean-Charles Franchomme. He also advises to “not engage in pre-sales, on-trip support, or post-trip aftercare.” The professional should also not use affiliate links nor enter directly into contracts with receptive operators.
The term travel planner does not correspond to a precise legal status. “Travel Planner is a registered trademark of the Havas network. It is therefore not a newly invented profession. It’s simply a term that has become highly trendy,” he adds.
2. Choosing the business introducer status
A business introducer connects a potential client with an accredited travel agency. They can search for clients, gather their needs, and relay information to the agency, but they do not complete the sale of the trip.“To operate within the business introducer framework, three conditions apply,” explains Guillaume Beurdeley, deputy secretary-general of Entreprises du Voyage. The contract must be concluded directly between the registered agency and the client. Funds must be paid to the agency, not to the introducer. Finally, the introducer must not present themselves as the seller of the trip. »
The introducer can then be compensated by the agency, according to the terms laid out in their agreement. They must not collect the trip price and then pass the funds on themselves.
3. Rely on an agency or a collective
Collectives offer another path. Mannon Philippé, a freelance travel agent and member of My Way, chose this model after completing training in tourism. “My Way provides a legal framework and tools to sell travel under compliant conditions,” she explains.
Each member can, with a logo, a brand, and a social media presence. The client remains informed about the framework within which the trip is sold. “The contract is between the client and My Way, and payments are paid directly to the organization”, she notes.
The collective also provides tools, mentorship, and a sense of community. “Members can exchange practices and help one another, especially when starting out or entering from another professional field”, explains Mannon Philippé, who coordinates this support within the collective.
Each member can
The collective also provides tools, mentorship, and a sense of community. “Members can exchange practices and help one another, especially when starting out or entering from another professional field”, explains Mannon Philippé, who coordinates this support within the collective.
4. Distinguishing the introducer from the travel designer
The role of the travel designer is broader than that of the business introducer. At Voyage Couture, Barbara Roussel works with six of them and draws a clear line between the two functions.
“The business introducer presents the client to us, passes along their brief, and then we manage the entire trip,” she explains. In this model, compensation amounts to roughly 30% of the margin.
The travel designer, by contrast, accompanies the client throughout the sale. “They will manage the sale, design the trip, communicate with the client, and prepare the enrollment form,” details Barbara Roussel. The agency retains administrative management, payments, and reservations. The travel designer’s pay generally represents 50–60% of the margin.
“The travel designer and the travel planner are largely the same thing. The difference is that they work within the legal framework of an agency.”
A contract is drawn up with each travel designer. It specifies, among other things, operating rules, approved suppliers, client ownership, and payment terms. Barbara Roussel stresses the importance of working with reliable suppliers and upholding the agency’s professional liability. “No supplier can be used without my agreement,” she notes, after encountering an issue with a provider.
“The business introducer presents the client to us, passes along their brief, and then we manage the entire trip,” she explains. In this model, compensation amounts to roughly 30% of the margin.
The travel designer, by contrast, accompanies the client throughout the sale. “They will manage the sale, design the trip, communicate with the client, and prepare the enrollment form,” details Barbara Roussel. The agency retains administrative management, payments, and reservations. The travel designer’s pay generally represents 50–60% of the margin.
“The travel designer and the travel planner are largely the same thing. The difference is that they work within the legal framework of an agency.”
A contract is drawn up with each travel designer. It specifies, among other things, operating rules, approved suppliers, client ownership, and payment terms. Barbara Roussel stresses the importance of working with reliable suppliers and upholding the agency’s professional liability. “No supplier can be used without my agreement,” she notes, after encountering an issue with a provider.
6. Avoid a relationship that resembles salaried employment
7. Start gradually
Freelance work offers greater freedom, but it demands rigorous organization. “Clients may reach their advisor in the evening or on weekends. Mornings are often devoted to administrative tasks, research, and preparing files,” explains Mannon Philippé, who suggests planning in advance how you will structure your day and your income streams.
“You have to be aware that income is not immediate. It takes time to grow your client base.”
Barbara Roussel likewise advises newcomers to start gradually. “First, you need to secure yourself,” she says. Joining a collective or working with an agency allows you to test your market before considering individual registration.
It is a way to grow your activity while staying within the regulatory framework.
“You have to be aware that income is not immediate. It takes time to grow your client base.”
Barbara Roussel likewise advises newcomers to start gradually. “First, you need to secure yourself,” she says. Joining a collective or working with an agency allows you to test your market before considering individual registration.
It is a way to grow your activity while staying within the regulatory framework.
Find all articles in our series “Very Special Agent – The Practical Guide for the Pro” by clicking this link.
Published by Amelia Brille 
