ntil October 1997, it was highly unusual to pay service fees to travel agents for booking and ticketing flights. But since last fall, the industry has changed. If you assume a travel agent’s income comes from commissions travel-related businesses pay, you’re right. So why should you pay fees for services that are part of a travel agent’s job?       The one-word answer is "survival," says William F. Kickel, owner of Uniglobe Tradewinds Travel in Cleveland. "We simply can’t operate without these extra fees." Marcia Herms, travel agent with Carlson Wagonlit B. Barnes Travel in Austin, Texas, echoes that belief. "Typically," she says, "travel agents today are paid less than they were 20 years ago." Consequently, it’s become quite common for travel agencies to charge fees for services that once were free.       When the airlines restructured and decreased their commissions last fall, many agencies responded by adding fees. Technically the agents receive an 8% commission, as they did 20 years ago--but now there’s a $50 commission cap.       Here’s an example of how the new structure works: If an airline ticket costs $1,000, the agent’s commission is $50--even though 8% of $1,000 is $80. It doesn’t matter now if the ticket costs $1,000 or $10,000, the cap still is $50. You can see why commission cuts have resulted in service fees passed on to the customer.       Art Stenstrom, travel agent with Carlson Wagonlit/The Travel Center in Des Moines, Iowa notes, "I work on a straight commission [from the airlines], and if it were up to me, fees would be waived." As it is, Stenstrom’s agency is one of the few in Des Moines that has not implemented a fee-for-service structure. "We charge a one-time $10 fee for ‘voids’ [cancellations before the ticket gets into the system], and a $10 fee for handwriting tickets, such as tickets paid with cash on Southwest Airlines, but that’s it." Stenstrom says, "We’re holding out as long as we can so we don’t upset our customer base."       Kickel notes that while his agency has received a few negative comments since adding fees, "We aren’t aware of anyone who hasn’t booked because of them." He has found that more often than not, the infrequent leisure flyer doesn’t mind paying a $10 fee. But when it comes to business travelers, those who typically book frequent flights, service fees have had a harder impact.       If you’re a frequent flyer, for business or pleasure, you may be able to get around paying service fees. Ask your agent to waive the fees--the agency might if you have a long-standing relationship. You may not be offered a fee waiver, but it pays to ask. If you book 10 flights a year, for instance, and the agency adds a $10 fee for each flight ticketed, it might be willing to waive that $100 to keep your business.       After all, agents know you can shop around to find an agency that doesn’t charge fees. If you do look around, understand that it’s up to the individual agency to add service fees, and, if so, at what rate.

Make the credit union       part of your vacation plans:       We can help with financing       and credit cards.              Ask your agent       to waive the fees--       the agency might if       you have a long-       standing relationship.

Services with fees Unlike commission rates, which usually aren’t discussed with customers, you should be told up front what fees you’re being charged. If the subject doesn’t come up, ask.       Because each agency sets its own service fees, rates vary, but generally they range between $8 and $20 per transaction. Expect to pay, on average, between $10 and $12 for booking an airline ticket. If you make your own airline reservation, through the airline or the Internet, expect to pay between $10 and $20 for having a travel agency ticket it for you. If you use a coupon for a discounted fare, such as those found in entertainment books, you may be charged a service fee. If you decide to exchange your airline ticket, you’ll usually pay $75--a penalty paid to the airlines--but you also may pay a fee to the travel agency.       Some agencies also charge fees for booking cruises, rail travel, and making hotel and car rental reservations. These service fees generally are the same as airline booking fees. Travel packages, such as airline/tour combinations, have not yet been hit with added fees, but it’s likely these too will be targeted in the future.       According to AAA Wisconsin, some AAA clubs recently started charging for some travel services. But just as each travel agency makes its own determination about fees, so do AAA clubs, so policies likely will vary from city to city.