Essential Skills: Establishing Supplier Relationships
The unique nature of your position as a travel consultant is dual facing. Your relationships with clients are of primary importance. But of nearly equal importance is the relationships you develop with your suppliers. Knowing a supplier intimately is a very large part of mastering the art of being a travel professional. Each supplier brand means something slightly different from any other supplier brand. Having a precise knowledge of which supplier to chose for a particular client, for a particular trip, the ability to match the appropriate supplier with the appropriate client, is paramount. Develop your loyalties to great suppliers who take care of your clients and not to the supplier with the cheapest rates. As a professional, you know the perils of decisions made solely on the basis of the bottom line.
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Forming a relationship with a supplier requires effort. Certainly it is easier with some tour operators than others, but in a pinch, a crisis situation or when something goes wrong, it helps to have that little bit of inside edge that a relationship with a sales representative or a reservationist can give you.
The secret to forming relationship with supplier is, not surprisingly, performance. When a travel supplier understands you are a serious travel professional who can bring clients through the door, they will want to work with you. Discuss actual business plans and your history with the supplier, or with others in the supplier's niche, and explain what characteristics you possess enabling you to deliver on promises.
The face-to-face experiences inherent in a trade show are very valuable to a professional travel counselor. There is no substitute for meeting a supplier representative in person to take the measure of his or her company. Old friendships can be renewed and strengthened , new ideas compared and tested. Educational seminars and discussion panels at trade shows can be very important, especially when the promoter takes seriously the needs of their agency constituency. The topics of discussion at the best trade shows typically represent strategic insight into the future of the industry. The new perspectives, inspiration and motivation provided by a good trade show or conference are hard to over-estimate. Work into your business plan and budgets the opportunity to attend a trade show so you can meet supplier representatives. The investment is not insignificant, but important nevertheless. Planning your schedule, supplier meetings and seminars to attend before you get to the show will provide many efficient dividends!
When on the phone with tour operators, establish relationships with as many inside personnel as possible. Don’t just make a booking and move on, but endeavor to establish a professional working relationship, and, when possible, request the same reservationist by name each time you book with the operator. While many, if not most, tour operators no longer have outside sales reps, the reservations staff and inside reps have a lot of knowledge and expertise. Slowing the process down and getting to know them can be a worthwhile exercise.
It’s time to take care of those who take care of us, both client and supplier. The benefits will accrue almost immediately, and your place as a first-rate travel consultant better secured.
Preferred Supplier Relationships
Develop and maintain a well-defined set up preferred suppliers. Every successful travel professional has a collection of go-to suppliers. Early in their travel practice, inexperienced agents tend to bounce around from supplier to supplier every time they engage in their research looking for the "best deal." Later, when experience with bad choices educates the new travel advisor, they begin going to the same suppliers each time.
Using the same supplier relationships engenders confidence and allows the travel advisor to relax into their relationships with clients. When using a preferred supplier, you know the supplier, know their properties, know how they handle emergencies. You know your clients will be provided great care and service throughout their travels. When a problem arises, you will have contacts within the company to work with to resolve issues.
Work into your business plan the development of strong preferred supplier relationships. Your travel practice, and your clients, will be well-served.
The secret to forming relationship with supplier is, not surprisingly, performance. When a travel supplier understands you are a serious travel professional who can bring clients through the door, they will want to work with you. Discuss actual business plans and your history with the supplier, or with others in the supplier's niche, and explain what characteristics you possess enabling you to deliver on promises.
The face-to-face experiences inherent in a trade show are very valuable to a professional travel counselor. There is no substitute for meeting a supplier representative in person to take the measure of his or her company. Old friendships can be renewed and strengthened , new ideas compared and tested. Educational seminars and discussion panels at trade shows can be very important, especially when the promoter takes seriously the needs of their agency constituency. The topics of discussion at the best trade shows typically represent strategic insight into the future of the industry. The new perspectives, inspiration and motivation provided by a good trade show or conference are hard to over-estimate. Work into your business plan and budgets the opportunity to attend a trade show so you can meet supplier representatives. The investment is not insignificant, but important nevertheless. Planning your schedule, supplier meetings and seminars to attend before you get to the show will provide many efficient dividends!
When on the phone with tour operators, establish relationships with as many inside personnel as possible. Don’t just make a booking and move on, but endeavor to establish a professional working relationship, and, when possible, request the same reservationist by name each time you book with the operator. While many, if not most, tour operators no longer have outside sales reps, the reservations staff and inside reps have a lot of knowledge and expertise. Slowing the process down and getting to know them can be a worthwhile exercise.
It’s time to take care of those who take care of us, both client and supplier. The benefits will accrue almost immediately, and your place as a first-rate travel consultant better secured.
Preferred Supplier Relationships
Develop and maintain a well-defined set up preferred suppliers. Every successful travel professional has a collection of go-to suppliers. Early in their travel practice, inexperienced agents tend to bounce around from supplier to supplier every time they engage in their research looking for the "best deal." Later, when experience with bad choices educates the new travel advisor, they begin going to the same suppliers each time.
Using the same supplier relationships engenders confidence and allows the travel advisor to relax into their relationships with clients. When using a preferred supplier, you know the supplier, know their properties, know how they handle emergencies. You know your clients will be provided great care and service throughout their travels. When a problem arises, you will have contacts within the company to work with to resolve issues.
Work into your business plan the development of strong preferred supplier relationships. Your travel practice, and your clients, will be well-served.