CTP CERTIFICATION SERIES
These research papers were written by Certified Tour
Professionals as partial fulfillment for the National Tour
Association’s CTP designation. In an effort to provide
tour professionals with a useful library of recent industry
resources, these papers are available through the National
To order a paper, simply indicate the title of the paper(s)
you would like and send it with a check or money order to
the National Tourism Foundation, 546 E. Main St.,
Lexington, KY 40508. The cost of each paper is $2.00.
CERTIFIED TOUR PROFESSIONAL RESEARCH PAPERS
A CASE STUDY AND RESEARCH PAPER ON HOW TO RUN AN
EFFECTIVE FAMILIARIZATION TRIP AND THE ETHICAL CONCERNS OF
FAM TRIPS BY SUPPLIERS AND DMOS
Mel Tye, CTP, Tye’s Top Tour & Travel (1997)
The goal of this paper is to assist tour operators,
suppliers and DMOs in converting the non-productive FAM
trip into a successful marketing tool while establishing
guidelines that others can use when running FAM trips.
Ethical questions of operating FAM trips are answered from
the tour operator and supplier perspectives.
A MARKETING PLAN PROMOTING NTA TOUR OPERATORS TO TRAVEL
Dawn Pettus, CTP, National Tour Association (1997)
Travel agents represent huge market potential for tour
operators. The National Tour Association and its tour
operator members have much to offer travel agents and vice-
versa. Through the comprehensive plan of the TAP-NTA
program, travel agents will come to recognize NTA tour
operators as the first stop when selling packages and tours.
A STEP BY STEPGUIDE FOR DEVELOPING AN ASSOCIATION’S
Bob Livesay, CTP, National Tour Association (1997)
Budgeting is an important tool for any association to
utilize in order to make sound accounting decisions and to
assist it in moving forward, enabling the benefits in
belonging to the association to grow. This paper provides
a detailed guide in developing and managing an
ALASKA TRAVEL FAIR: A MODEL FOR BRINGING THE
MARKETPLACE TO THE MARKET
Sharon Gaiptman, CTP Alaska Division of Tourism (1996)
The goals of the Alaska Travel Fair are to better educate
and expose tour operators to the product they are already
selling, better educate and expose Alaska Suppliers to tour
operators, provide Alaska Suppliers with an opportunity to
participate in a “marketplace” with pre-scheduled
appointments and create a low cost but effective marketing
tool for the state.
ANALYSIS OF CANCELLATIONS: HOW BIG IS THE PROBLEM? IS
THERE A SOLUTION?
Sarah Willoughby, CTP, Winterthur Museum & Gardens (1999)
Cancellations are a fact that we all have to live with;
however, it does appear that there is an opportunity to
reduce cancellations through improved partnering with other
attractions and hotels. This paper provides steps in how
we can reduce cancellations through partnerships.
BUILDING SUCCESSFUL TOUR OPERATOR-SUPPLIER PARTNERSHIPS
Steve Shay, CTP, Landscape Tours, Inc. (1997)
Investigating the necessary relationship between tour
operators and suppliers, this paper focuses on several
aspects of the tour operator – supplier partnership,
including the common misconceptions of suppliers relative
to the group tour market; and the three basic elements
involved in forming a loyal, long-term and successful tour
operator – supplier partnership: service excellence, value
and ethical/loyal business practices.
CHANGING AN ASSOCIATION FROM A TO Z
Patricia Thomas, CTP, Circle Michigan, Inc. (2000)
The purpose of this document is to walk through the normal
life changes of a small non-profit association, 501 c-6,
and the changes that were instituted to bring life to an
association that once was the founder and leader of any
other state association in the United States, but failed to
be a competitive force.
CONDUCTING FAM TOURS: LOOKING FROM THE OUTSIDE IN FAM
TOURS ARE A VERY IMPORTANT PART OF MARKETING A DESTINATION
Nancy Foster, CTP, St. Petersburg/Clearwater Area
Convention & Visitors Bureau (1999)
Taking the time to plan a FAM properly can result in
increased visitation to the destination within a short
period of time. This paper reviews each step of
efficiently conducting a FAM tour.
CREATING BALANCE FOR TOUR DIRECTORS THROUGH CONTINUING
EDUCATION AND TRAINING
Patricia Hunting, CTP, Tauck World Discovery (1999)
This paper teaches tour directors to balance his/her life
and work in order to reduce stress and burnout and allows
him/her to focus on the rewards offered in this career.
Offering a win-win situation, the author explains the
benefits for both the tour operator and the tour director.
DMO MARKETING TO TOUR COMPANIES...A SUCCESSFUL SALES
Dawn Tyron, CTP, Washington County Visitors Association
The Washington Co. Visitors Association needed to
reevaluate, redeploy, and change focus from a mostly
reactive standpoint to an actively selling organization, to
include the convention sales and group tour markets. This
paper addresses the process of refocusing on the group tour
EFFECTIVE USE OF PROMOTIONAL MERCHANDISE AS A MARKETING
Sandy Hanlon, CTP, National Tour Association (1997)
This paper focuses on using instrumental promotional
merchandise to further advance your business. Listing
various marketing ideas, the paper teaches how one supplier
or DMO can rise above another and capture the tour
FITNESS TRENDS IN THE TOURISM INDUSTRY...HOW TO STAY
HEALTHY WHILE TRAVELING
Becky OhostaRose, CTP (1996)
Most ailments that affect travelers are completely
preventable. With a minimum of planning, good health away
from home can be automatic. The combination of good health
and fitness habits can enhance the travel experience.
FIVE PRINCIPLES OF QUALITY MANAGEMENT APPLIED TO THE
DEVELOPMENT OF A TOUR COMPANY
Kathy LeTarte, CTP, New Horizons Tour & Travel (1999)
This paper explains how to apply five steps to a company
that ensures quality. The paper defines quality
as “Quality is never an accident, it is always the result
of high intention, sincere effort, intelligent direction
and skillful execution; it represents the wise choice of
GET OUT OF THE PAST. UPGRADE INTO THE PRESENT. PROGRAM
FOR THE FUTURE. (THE CHALLENGES OF UPGRADING THE INNER
WORKINGS OF A PROFESSIONAL TOUR OPERATOR.)
Barb McConnell, CTP, Capital Tours (2001)
This paper focuses on upgrading the professional tour
operator’s data entry and record keeping systems.
Specifically, the author examines the database program,
FileMaker Pro5, and how it can be adapted to an individual
tour operator’s preferences and needs.
HOW TO DEVELOP A TRAINING PROGRAM FOR TOUR DIRECTORS
Reay Wallace, CTP , Aquila Tours(1999)
This paper intends to provide information on the basic
elements for consideration when developing a training
program for tour directors, and ultimately meeting the
needs of today’s new travel consumer. The paper offers
information on what is involved in a tour director’s
position, required training and continuing education.
MOTORCOACH MARKETING MIX
Julie D. Payne, CTP (1996)
This paper discusses the several different marketing
techniques to initiate demand in motorcoach travel.
Discussed are plans for determining a marketing plan and
the promotional mix of advertising, direct mail, public
relations, publicity, personal selling and sales promotion.
MOVING THE NATIONAL TOUR ASSOCIATION TOWARD GLOBAL
Hank Phillips, CTP, President, National Tour Association
The overall purpose of this paper is to provide information
and perspectives on what is emerging as a global –
international inbound and outbound – initiative by NTA.
The paper also reviews NTA’s history regarding global
programming and policy decisions and identifies core issues
that exist with respect to NTA’s involvement in the global
OPERATING AND MARKETING SPECIAL EVENT TOURS
Suzanne Slavitter, CTP, Sports Empire (1996)
This paper discusses the major components of planning and
operating a special event tour as well as ways to market
SERVICING THE TOUR OPERATOR
Janet Morphew, CTP, Burnsville Convention & Visitors Bureau
This paper provides information on how tour suppliers and
DMOs can help ensure a successful future in your efforts to
bring group tour business to your community through working
with and meeting the needs of the tour operator.
SMALL TOWN SURVIVAL OF THE NEW TOURISM ENVIRONMENT VIA
CONVENTION & VISITOR BUREAUS
Cathleen Lindauer, CTP, Belleville Tourism (2000)
This paper researches the economic impact of how Convention
& Visitor Bureaus can assist small towns establishing
themselves in the travel industry. Within the last 30
years, increasing emphasis has been to establish local
communities as destinations through CVBs.
STEP UP WITH STEP-ONS
Barbara Oswell, CTP, Duluth Convention & Visitors Bureau
Step-on guide service can enhance a tour operators
itinerary, create a positive experience for clients and
increase business at local facilities. This paper
discusses the benefits of a step-on guide service, how to
implement this service and future expansion ideas.
THE DEVELOPMENT OF EFFECTIVE AND INFORMATIVE DRIVER
BINDERS FOR NON-ESCORTED TOURS
Wayde Fullmer, CTP, Main Street Tours, Inc. (1997)
By using the services and information provided through
membership in the National Tour Association and supplying
their offices and personnel with other materials readily
available, tour operators can develop, maintain and utilize
effective resource libraries. Carefully developed driver
binders can be used to provide information that can assist
drivers and group leaders to conduct safe, informative and
THE RELATIONSHIP BETWEEN THE TOUR OPERATOR AND THE
Donna Calvi, CTP, Dattco Bus Company (2000)
Since 1925 when Arthur Tauck arranged his first group tour
for several of his friends, the relationship between the
bus company and the tour operator began. From that point,
operators have been working with bus companies to provide a
complete tour package for their clients. These
relationships are developed throughout the world.
TOUR OPERATORS AND TRAVEL AGENTS: BUILDING
Maureen Taylor, CTP, Cardinal Travel Tours, Inc. (2000)
This paper examines the benefits of consolidation in the
tourism industry. Travel agents and tour operators can
work together as partners for mutual gains and prosperity.
TRAVEL AND TOURISM EDUCATION IN HIGH SCHOOL
Milton Fort, CTP, CTIS, Mesa Convention & Visitors Bureau
This paper reviews some of the resources available to the
student wishing to prepare for employment in the
hospitality industry while still in high school. Areas of
review include: education standards, career opportunities,
leadership training and a sample of the association helping
high schools throughout the U.S. and North America prepare
curriculums of instruction.
CERTIFICATION SERIES ORDER FORM*
*Please enclose $2.00 for each certification series paper