Supplier Relationships
Veteran travel agents who have set up shop at home are usually well versed with how to court
and build a supplier relationship. The niceties are standard fare. The one thing that cements a
supplier relationship of any kind is sales. No sales and that preferred business relationship
dwindles to an email contact and that’s about it. Here’s how you must engage and build your
preferred supplier connections especially if you are new to selling travel.
1. First, you’ll need to understand what the
terms of each relationship are. Your host
agency is generally signing the
agreements on your behalf. Your role is
to live up to the agreements and sell your
share.
serious about their business and one
who understands business relationships.
6. When you do meet with your BDM –
meet with a plan in mind and ask this
question: “How can I sell more of your
product? What works and what
doesn’t?” In this way you’ll receive
inside information as to what does
actually work for marketing, selling and
closing this supplier’s products.
2. Selling your share is the important part.
No sales, and there’s no relationship, no
agreement. Find out how much your
share amounts to. How many bookings
should you produce? What is your target
for each and every preferred supplier?
7. If you cannot meet personally, meet
online via Skype or make a phone call. Be
well dressed and well groomed at all
times. Working from home does not
remove you from maintaining a business
dress code.
3. Some targets are based on a national
total. More and more agreements
however are focusing on individual
contribution. This prevents those who
ride on the backs of others from earning
a commission. To earn you have to sell.
8. Commit to every hour of training your
suppliers offer. The knowledge will help
you close more sales.
4. Many an agent expects the supplier’s
BDM to make contact with them and to
court them for their business. That’s not
going to happen unless you are selling.
The best way to connect with your BDM
is for you to make contact with them
first. If it is possible to meet at the
supplier’s offices – you go there.
9. Never ask for a FAM trip until you’ve
started selling. Your BDM has heard it all
before. The real perks come when the
sales build and as a professional in the
making you would not want to freeload
on the backs of others.
5. Your investment in time and money to
meet with your BDM and perhaps the
area manager will be well respected. You
will be thought of as a player, as an agent
There is your 9-step program that will help
you enhance your supplier relationships.
Build the right reputation and the word will
spread as suppliers do talk to each other. ?
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