Table of Contents Understanding Package Types Package Components Costing & Pricing Itinerary Design Selling Your Packages Common Mistakes Templates & Resources Creating successful travel packages is both an art and a science. After managing thousands of FIT and GIT bookings across Southeast Asia, I've learned that the difference between a package that sells and one that sits in your inventory comes down to three things: strategic pricing, compelling itinerary design, and understanding your market. This guide walks you through the entire package creation process—from selecting components and calculating costs to designing day-by-day itineraries that clients actually want to buy. Whether you're putting together a 4D3N Singapore city break or a 10-day multi-destination Southeast Asia tour, these principles apply. What You'll Learn Difference between FIT, GIT, SIC, and PVT packages How to build cost sheets with real supplier rates Markup vs margin strategies (and which to use when) Itinerary pacing and flow best practices Presentation techniques that increase conversion Understanding Package Types Before you start designing, you need to understand what type of package you're creating. The structure, costing, and selling approach varies significantly between package types. FIT vs GIT Packages FIT (Free Independent Traveler) Packages for individuals, couples, or small private groups Private transfers: Dedicated vehicles Flexible timing: Can customize pickup times Higher margins: 18-25% typical Personalization: Easy to modify itinerary Best for: Honeymoons, families, luxury travelers GIT (Group Inclusive Tour) Series packages for groups of 15+ travelers Shared services: SIC transfers, coach tours Fixed departures: Pre-set dates and schedules Lower margins: 12-18% typical Economy of scale: Better net rates from suppliers Best for: MICE groups, student tours, associations Service Type Breakdown Service Type Full Name Description Use Case PVT Private Dedicated vehicle/guide FIT packages, VIP clients SIC Seat-in-Coach Join-in shared service Budget packages, solo travelers TKT Ticket Only Entrance ticket, no transfer Self-guided, flexible itineraries Package Structure Models Fully Inclusive All services bundled, no extras needed Hotels + transfers All tours included Most meals covered Airport meet & greet Easy to sell, higher value Semi-Flexible Core services + optional add-ons Hotels + airport transfers Select tours included Breakfast only Optional tour menu Good upsell potential Land-Only Base Accommodation focused, build your own Hotels only Daily breakfast Transfers à la carte Tours à la carte Price-conscious buyers Pro Tip: For Singapore and Malaysia markets, semi-flexible packages (hotel + airport transfers + 2-3 must-do tours) convert better than fully inclusive packages. Clients like having choices for dining and optional activities, but want the security of key tours pre-booked. Package Components: What to Include A successful package balances value perception with profitability. Here's how to select and structure each component. 1. Accommodation Strategy Hotels typically represent 40-55% of your total package cost. Choose wisely based on your target segment. Category Star Rating Nightly Rate Range Target Segment Margin Potential Budget 2-3 Star SGD 60-120 Backpackers, students, budget-conscious Low (8-12%) Standard 3-4 Star SGD 120-200 Families, mid-market travelers Medium (15-20%) Superior 4-5 Star SGD 200-350 Honeymoons, premium leisure High (20-25%) Luxury 5 Star Deluxe SGD 350-800+ Luxury travelers, celebrations Very High (25-35%) Hotel Selection Checklist Location: Within 15 min of key attractions Connectivity: Near MRT/metro stations Meal plan: Minimum breakfast included Room configuration: Triple/quad options available Cancellation policy: 7-14 days acceptable Free child policy: Under 6-12 years ideal Supplier reliability: Instant confirmation preferred Review score: Minimum 7.5/10 on major OTAs 2. Transfers & Transportation Transfers are the glue that holds your package together. Missing or poorly planned transfers create operational nightmares. Private Transfers (PVT) Cost Structure: Sedan (1-3 pax): SGD 50-80 per transfer MPV (4-6 pax): SGD 80-120 per transfer Minibus (7-13 pax): SGD 150-200 per transfer Best for: FIT packages (1-6 pax) Families with young children Flexible departure times Multiple hotel pickups Seat-in-Coach Transfers (SIC) Cost Structure: Adult: SGD 15-25 per transfer Child (3-12 yrs): SGD 10-18 per transfer Fixed departure times (usually 3-4 slots) Best for: Budget packages Solo travelers Couples willing to share Eco-conscious travelers Critical Transfers to Include: Airport arrival transfer: First impression matters—always include this Airport departure transfer: Clients panic if they have to arrange this themselves Inter-city transfers: For multi-destination packages (e.g., Singapore → Johor Bahru) Hotel-to-tour transfers: If tour doesn't include pickup from client's hotel 3. Tours & Activities Selection The right mix of tours can make or break your package. Balance must-see attractions with unique experiences. Tour Selection Framework Anchor Tours (40%) Must-do signature experiences Universal Studios Singapore Gardens by the Bay Sentosa Island Value Tours (40%) Popular, well-priced activities City orientation tours River cruises Cultural neighborhood walks Unique Tours (20%) Differentiation opportunities Food tasting tours Night safari experiences Local artisan workshops 4. Meals & Additional Services Meal Inclusions Daily breakfast: Non-negotiable, included in 99% of packages Welcome/farewell dinner: Adds value, good margin (SGD 25-40 pp cost) Lunches during full-day tours: Convenience factor, include in tour rate Optional dinner vouchers: SGD 30-50 value, cost you SGD 20-35 Value-Add Services Airport meet & greet: SGD 20-30 cost, high perceived value 24/7 local assistance hotline: Minimal cost, huge peace of mind Complimentary SIM card: SGD 8-12 cost, clients love this City maps & guidebook: SGD 3-5 cost, professional touch Costing & Pricing: Building Profitable Packages This is where most agents struggle. Proper costing ensures you're profitable without being overpriced. Let's break down a real example. Sample Costing: 5D4N Singapore Package (2 Adults) Component Description Supplier Cost Qty Total Cost ACCOMMODATION Hotel 4-star Orchard Road hotel, Superior Room, Twin sharing, Daily breakfast SGD 165.00 /night 4 nights SGD 660.00 TRANSFERS Airport Arrival Private sedan, Changi Airport to hotel SGD 55.00 1 SGD 55.00 Airport Departure Private sedan, hotel to Changi Airport SGD 55.00 1 SGD 55.00 TOURS & ACTIVITIES Universal Studios 1-day ticket with hotel pickup (PVT) SGD 78.00 /adult 2 pax SGD 156.00 Gardens by the Bay Cloud Forest + Flower Dome + OCBC Skyway SGD 42.00 /adult 2 pax SGD 84.00 Singapore City Tour Half-day SIC tour: Merlion, Marina Bay, Chinatown SGD 38.00 /adult 2 pax SGD 76.00 Sentosa Island Cable car round-trip + S.E.A. Aquarium ticket SGD 52.00 /adult 2 pax SGD 104.00 ADDITIONAL SERVICES Airport Meet & Greet Arrival assistance with name placard SGD 25.00 1 SGD 25.00 Tourist SIM Card 7-day SIM with 100GB data SGD 10.00 /pax 2 pax SGD 20.00 Travel Insurance 5-day comprehensive coverage SGD 18.00 /pax 2 pax SGD 36.00 TOTAL SUPPLIER COST (2 pax): SGD 1,271.00 COST PER PERSON: SGD 635.50 Pricing Strategy: Markup vs Margin Now that you have your cost (SGD 635.50 per person), you need to decide on your selling price. There are two approaches: Markup Method (Most Common) Add a percentage to your cost to get selling price Formula: Selling Price = Cost × (1 + Markup %) Example (20% markup): Cost: SGD 635.50 Markup: 20% Selling Price: 635.50 × 1.20 = SGD 762.60 Profit: SGD 127.10 per person Margin Method (Target Profit) Set your desired profit margin on the selling price Formula: Selling Price = Cost ÷ (1 - Margin %) Example (20% margin): Cost: SGD 635.50 Desired Margin: 20% Selling Price: 635.50 ÷ 0.80 = SGD 794.38 Profit: SGD 158.88 per person Important: 20% markup ≠ 20% margin! 20% markup = 16.67% margin (less profit) 20% margin = 25% markup (more profit) Always clarify which method you're using when discussing with partners/suppliers Final Package Pricing 5D4N Singapore Highlights Package 2 Adults | Twin Sharing | 4-Star Hotel | Private Transfers | 4 Tours Included FROM SGD 799 per person Total Supplier Cost (2 pax): SGD 1,271.00 Your Selling Price (2 pax): SGD 1,598.00 Total Profit: SGD 327.00 Profit per person: SGD 163.50 Effective Margin: 20.5% Competitive Pricing Strategies Premium Pricing Margin: 25-35% Luxury hotels (5-star) All private transfers Exclusive experiences Personal concierge service Target: Honeymoons, anniversaries, VIP clients Value Pricing Margin: 18-22% 3-4 star hotels Mix of SIC & private Popular attractions Good service standards Target: Families, repeat clients, mid-market Budget Pricing Margin: 12-18% 2-3 star hotels All SIC transfers Essential tours only Volume play Target: Students, backpackers, price-shoppers Pro Tip: Build your cost sheet component by component, not as a lump sum. This allows you to: Easily adjust for different pax configurations (single, twin, triple occupancy) Offer package upgrades (swap 3-star for 4-star hotel) Calculate child rates accurately Identify which components have the best margins Itinerary Design: Creating the Perfect Flow A well-designed itinerary balances activity with rest, maximizes time in each destination, and creates memorable experiences without overwhelming travelers. Itinerary Design Principles Pacing & Flow Day 1: Light schedule (arrival day fatigue) Days 2-3: Peak activity days Mid-trip: Include 1 "flex day" for 7+ day packages Final day: Morning checkout activity only Alternate: Full day → half day → full day pattern Geographic Logic Cluster activities: Group nearby attractions on same day Minimize backtracking: Plan logical routes Morning positioning: Start far, work your way back Traffic awareness: Avoid CBD during rush hours Walking distances: Maximum 15-20 min between stops Sample 5D4N Singapore Itinerary Breakdown Day 1: Arrival & Singapore River Orientation Arrival Day Light Schedule 14:00: Arrival at Changi Airport Terminal 3 14:30: Meet & greet by local representative 15:00: Private transfer to hotel (Orchard Road area) 15:45: Check-in at hotel, rest & refresh 18:00: Evening at leisure Suggested: Walk to Orchard Road for shopping Dinner at ION Orchard Food Court (own expense) Included Services Airport meet & greet Private airport transfer Hotel accommodation Meals None (arrival day) Day 2: Universal Studios Singapore (Full Day) Full Day Tour High Energy 07:00: Breakfast at hotel 08:30: Pick-up from hotel lobby 09:15: Arrive at Resorts World Sentosa 09:30 - 18:00: Universal Studios Singapore Explore 7 themed zones Experience thrilling rides & shows Lunch at park (own expense) Meet your favorite movie characters 18:30: Return transfer to hotel 19:00: Evening at leisure Included Services Hotel breakfast Round-trip private transfer USS entrance ticket Express pass (optional upgrade) Meals Breakfast only Day 3: City Tour + Gardens by the Bay (Half Day + Evening) Half Day + Evening Moderate Pace 07:00: Breakfast at hotel 09:00: Pick-up for Singapore City Tour (SIC) Merlion Park photo stop Marina Bay Sands exterior Chinatown heritage walk Little India & Kampong Glam drive-through 12:30: Return to hotel 13:00 - 17:00: Free time (rest, shopping, exploration) 17:30: Depart for Gardens by the Bay 18:00 - 21:00: Gardens by the Bay Cloud Forest & Flower Dome OCBC Skyway walk Garden Rhapsody light show (19:45 & 20:45) 21:30: Return to hotel Included Services Hotel breakfast Morning SIC city tour Gardens admission tickets Evening private transfer Meals Breakfast only Day 4: Sentosa Island Adventure Full Day Relaxed Pace 07:00: Breakfast at hotel 10:00: Pick-up from hotel 10:30: Cable car ride from Mount Faber Scenic harbor views Photo opportunities 11:00 - 17:00: Sentosa Island S.E.A. Aquarium visit (2-3 hours) Lunch at Food Republic (own expense) Siloso Beach relaxation Palawan Beach walk (optional) 17:30: Return cable car to mainland 18:30: Return to hotel Evening: Free & easy Included Services Hotel breakfast Round-trip transfers Cable car tickets S.E.A. Aquarium admission Meals Breakfast only Day 5: Departure Departure Day Morning Only 07:00: Breakfast at hotel 08:00 - 11:00: Free time Last-minute shopping Hotel spa/pool (if time permits) Pack and prepare luggage 11:30: Check-out from hotel 12:00: Private transfer to Changi Airport 12:45: Arrive at airport (3 hours before flight) ~16:00: Departure flight (timing may vary) Included Services Hotel breakfast Private airport transfer Assistance with check-out Meals Breakfast only Why This Itinerary Works: Pacing: Full day → Full day → Half day + evening → Full day relaxed → Departure Variety: Theme park, culture, nature, beach—covers all interests Geography: Logical routing, minimal backtracking Flexibility: Built-in free time on Day 3 afternoon Upsell opportunities: Optional dinners, show tickets, shopping tours Seasonal & Timing Considerations Season/Period Considerations Itinerary Adjustments School HolidaysJun, Sep, Dec Higher hotel rates, crowded attractions, peak demand Book early, include skip-the-line tickets, add early morning slots Monsoon SeasonNov - Jan Afternoon rain common, outdoor activities affected Schedule outdoor tours in morning, have indoor backup plans Chinese New YearJan/Feb Chinatown busy, some shops closed, higher rates Include CNY cultural experiences, book hotels 6+ months early F1 WeekendSeptember Marina Bay area congested, 3x hotel rates Avoid Marina area hotels, plan tours away from circuit zone Ramadan PeriodVaries Muslim-owned F&B closed daytime, Geylang night markets Include Ramadan bazaar experience, adjust meal timings Selling Your Packages: Presentation & Conversion You've built a great package at the right price. Now you need to present it in a way that makes clients say "yes." Here's how. Package Presentation Best Practices Written Quotation Structure Eye-catching header: Package name, destination, duration Hero image: High-quality destination photo Package highlights: 5-7 bullet points of key inclusions Day-by-day itinerary: Detailed breakdown with timings Inclusions list: Everything that's covered Exclusions list: What's NOT included (manage expectations) Pricing table: Per person rates, supplements, options Terms & conditions: Booking, payment, cancellation policies Call-to-action: Clear next steps & booking deadline Verbal Presentation Tips Lead with value: "This package saves you 3 days of planning time" Paint the experience: "Imagine watching the sunset from Marina Bay..." Use social proof: "Our best-selling Singapore package" Handle price smartly: "SGD 799 per person works out to just SGD 160 per day for hotel, transfers, and tours" Offer choice: Present 2-3 options (good, better, best) Create urgency: "Hotel availability limited for those dates" Assume the sale: "Which departure date works best for you?" Upselling Strategies That Work Room Upgrades Approach: "For just SGD 40 more per night, you can upgrade to a Deluxe Room with city view" Profit: Hotel gives you upgrade at SGD 25, you charge SGD 40 (+SGD 15 profit per night) Conversion: ~30% take the upgrade Additional Tours Approach: "Many clients add the Night Safari for SGD 65, it's incredible" Profit: Cost SGD 48, sell at SGD 65 (26% margin, +SGD 17 profit) Conversion: ~25% add extra tours Travel Insurance Approach: "Protect your investment with comprehensive coverage for SGD 45" Profit: Commission 30-40% (SGD 14-18 per policy) Conversion: ~60% purchase insurance Handling Common Objections "The price is too high" Response Strategy: Break it down: "That's SGD 160 per day for hotel, all transfers, and 4 major attractions. If you book separately, hotel alone is SGD 180/night." Value stack: "The package includes SGD 200 worth of transfers, SGD 320 in attraction tickets, plus 4-star accommodation." Offer downgrade: "I can show you a 3-star option at SGD 650, or we can remove one tour." Payment plan: "We accept payment in 2 installments—50% now, 50% 30 days before travel." "I need to think about it" Response Strategy: Identify the real concern: "Of course! What specific part would you like to think about—the itinerary, dates, or budget?" Soft urgency: "The hotel we quoted has only 3 rooms left for those dates. I can place a 48-hour hold for you." Provide deadline: "These rates are valid until [date]. After that, peak season rates apply." Offer consultation: "How about I send you testimonials from other families who did this package? Or connect you with a recent client?" "I found a cheaper package online" Response Strategy: Compare apples to apples: "Let's compare—what hotel, tours, and transfer types are included in that package?" Highlight service: "Online packages give you zero support if something goes wrong. We have 24/7 local assistance and will rebook if flights are delayed." Quality assurance: "We personally vet every supplier. That online package may use budget hotels in inconvenient locations." Flexibility: "Can they customize the itinerary? Add an extra night? Change hotels? We can." "Can we skip some tours to reduce price?" Response Strategy: Present base + add-on model: "Absolutely! Here's our land-only package (hotel + transfers) at SGD 560. You can add tours à la carte." Educate on value: "If you skip Universal Studios, you save SGD 78. But buying it separately costs SGD 98—you're saving SGD 20 in our package." Suggest alternatives: "Instead of removing tours, what if we switch from 4-star to 3-star hotel? That saves SGD 120." Protect your margins: Only offer component removal if it doesn't hurt your overall margin structure. Common Package Design Mistakes to Avoid Mistake #1: Cramming Too Much Example: 3 full-day tours + 2 half-day tours in 4 days Result: Exhausted clients, negative reviews, no time for spontaneity Fix: Follow 60-70% rule—schedule only 60-70% of available time, leave rest flexible Mistake #2: Unrealistic Timing Example: "9:00 AM tour ends, 9:30 AM next tour starts across town" Result: Missed bookings, stressed clients, operational chaos Fix: Always buffer 1.5-2 hours between activities, factor in traffic and meal breaks Mistake #3: Hidden Costs Example: "Package from SGD 499*" (*excludes GST, fuel surcharge, peak season supplement) Result: Client feels deceived, booking falls through, reputation damaged Fix: Quote all-in prices. If there are optional add-ons, clearly label them as "optional" Mistake #4: Poor Hotel Location Example: Budget hotel 45 min from city center to save SGD 20/night Result: Clients waste time commuting, miss early tours, complain about location Fix: Location is king. A well-located 3-star beats a remote 4-star every time Mistake #5: Ignoring Child Rates Example: "2 adults, 1 child—same cost as 3 adults" Result: Family books competitor who offers proper child discounts Fix: Always create child rates (typically 70-85% of adult rate), specify age range Mistake #6: No Flexibility Built In Example: Rigid "must-do" every single activity, no free time Result: Client wants to skip one tour, you lose entire booking Fix: Offer base package + optional modules, or clearly allow component swaps Downloadable Templates & Resources Use these templates as starting points for your package creation workflow. Package Costing Worksheet Component Description Supplier Cost Qty Total Cost ACCOMMODATION Hotel Name: ____________________ SGD _____ /night ___ nights SGD _______ TRANSFERS Airport Arrival: PVT / SIC (circle one) SGD _____ 1 SGD _______ Airport Departure: PVT / SIC (circle one) SGD _____ 1 SGD _______ TOURS & ACTIVITIES Tour 1: ____________________ SGD _____ /pax ___ pax SGD _______ Tour 2: ____________________ SGD _____ /pax ___ pax SGD _______ Tour 3: ____________________ SGD _____ /pax ___ pax SGD _______ ADD-ONS Travel Insurance: ____________________ SGD _____ /pax ___ pax SGD _______ Other: ____________________ SGD _____ ___ SGD _______ TOTAL COST: SGD _______ MARKUP / MARGIN (___%): SGD _______ SELLING PRICE: SGD _______ Quick Reference: Margin Calculation Table If Your Cost is SGD 1,000 Margin % Selling Price Profit 15% SGD 1,176 SGD 176 18% SGD 1,220 SGD 220 20% SGD 1,250 SGD 250 22% SGD 1,282 SGD 282 25% SGD 1,333 SGD 333 Recommended Margins by Package Type Package Type Target Margin Budget GIT (SIC) 12-15% Standard GIT (Mixed) 15-18% FIT (PVT transfers) 18-22% FIT Premium (4-5 star) 22-28% Luxury FIT (5-star deluxe) 28-35% Need more templates? Download our complete Package Design Toolkit including: Excel cost calculator with automatic margin formulas Professional quotation templates (Word/PDF) Client itinerary templates Booking confirmation templates Terms & conditions templates Ready to Start Creating Packages? Building successful travel packages takes practice, but with the right framework and tools, you can create competitive, profitable packages that clients love. Calculate Properly Use detailed cost sheets, understand margin vs markup, price competitively Design Thoughtfully Balance activity with rest, cluster geographically, consider seasonal factors Sell Confidently Present value clearly, handle objections, upsell naturally Create Your First Package Explore More Guides Related Guides How to Book Hotels at Wholesale Rates Learn how to access contracted rates, negotiate with hotels, and maximize your hotel margins. How to Calculate Travel Agent Margins Master the math behind profitable pricing with margin formulas, commission structures, and real examples. How to Become a Travel Agent in Singapore Complete guide to starting your travel business in Singapore including licenses, setup, and requirements.