The ATM Travel Agents’ Academy will return to Arabian Travel Market in 2017 with two half-day sessions on Thursday 27 April, at Dubai World Trade Centre.

Beginning at 10am in Hall 1, scheduled topics for the free-to-attend 2017 programme include itinerary planning, sales training and destination briefings, with a networking break, refreshments and a course completion certificate for all delegates.

Simon Press, ATM’s senior exhibition director, said: “The Travel Agents’ Academy at this year’s Arabian Travel Market is being held at a timely juncture in the role of travel agents. Travel trends analyst Skift noted how, a few years back, the digital revolution saw travellers steer away from human interaction, and yet today, many retail travel agents are thriving.

“Despite the rapid advances in technology and the increasingly sophisticated way hotels and destinations present themselves online, consumers are more internet savvy than ever before. And when faced with a bewildering array of choice, they now clearly place their trust with an impartial travel professional, who can offer that personal touch when planning and booking their travel.”

Tackling one of the most pressing issues for travel agents, the first session will see Rohit Bassi, managing director of In Learning, return to ATM following an incredibly popular address at ATM 2016.

This year, Bassi will discuss “Soul of Sales – The Nine Universal Principles” which includes how to teach travel agents how to build credibility and connection with clients; how to identify and offer solutions to clients; negotiation and management techniques; and to manage the transformation from sale to client relationship.

Bassi, who established In Learning in 2011, is renowned for teaching a range of key business skills and is the only licensed trainer for Feel the Fear and Do It Anyway in the UAE, which builds on the teachings of the self-development book written by Susan Jeffers.

He has previously consulted for Nielsen, Al Ghurair Iron & Steel, Emirates NBD, Bayt.com, DFS Logistics, Alshaya, Oracle, EMC, Emaar Hospitality, Harley-Davidson, HSBC and ADBC.

Following on will be Sundar Vasudayen, principle consultant at TRS Consulting will share itinerary planning tips for well-travelled clients looking for something unique.

Press said: “This particular session fits very well with our experiential travel show theme. Travel professionals spend much of every day selling something that has already been created – a cruise vacation or a packaged tour. But what about the clients who want a bespoke package?

“More and more travellers nowadays want a planned trip, but on their terms. Establishing what to recommend, will be a key focus by TRS Consulting, helping plan creative and stimulating itineraries for clients.”

A common issue in today’s fast-paced industry, TRS will outline a number of concepts related to successful itinerary planning, including the PRIDE Framework, which is based on the focus areas of pace, routing, interests, detail and energy.

TRS Consulting is the Licensed Training Centre of The Travel Institute, USA providing internationally recognised professional certifications encompassing all career stages, from entry level to executive.

The schedule will run twice starting at 10.00 and repeated at 13.30 and  will be hosted by Dubai-based trainer and motivational speaker Dave Crane, who has previously hosted the Dubai Rugby Sevens and Dubai Desert Rock and Rhythm Festivals, among other events.

Press added: “This is an incredible line up for ATM 2017 and we look forward to welcoming travel agents to these important sessions, which we hope will equip them with the skills they need to thrive in the year ahead.”

To find out more about ATM or register to attend the Travel Agents’ Academy, visit http://arabiantravelmarket.wtm.com/