grow your sales with global tour resellers, travel agencies & hotels · 2019-12-02 · while...

GROW YOUR SALES WITH GLOBAL TOUR

RESELLERS, TRAVEL AGENCIES & HOTELS

JESSICA RESTOCK

Director of Sales & Marketing

Skyline Sightseeing

MIDGI MOOREOwner

Juneau Food Tours

GROW YOUR SALES WITH GLOBAL TOUR

RESELLERS, TRAVEL AGENCIES & HOTELS

While direct bookings are incredibly valuable,

indirect distribution can help you

sell to a much broader audience!

Direct vs. Indirect

Spread your Indirect Distribution!

“Don’t put all your eggs in one basket!”

● Get ahead of your competition

● They do the work for you!

● Advanced Bookings

● Locking in Market Share

● Branding & Awareness

● Reach Offline Audience

WHY?

Pre-Sales In-Market-Sales

Wholesaler

Inbound Operator

Retail Travel Agent

Cruise Lines

Direct

OTAs

Attraction Passes

Non-Travel Channels

Concierges / Hotels

Visitor Centers / DMOs

Local Supplier Partners

Direct

OTAs (through in-market mobile app)

Attraction Pass

Non-Travel Channels (bakery, camera store)

Traditional

Distribution

Wholesaler

Customer

Supplier

Inbound Operator

Retail Travel Agent

Traditional Distribution

New Distribution

Supplier

Inbound Operator

Wholesaler

Retail Travel Agent

Customer

Channel Manager (Marketplace)

Online Travel Agent

● 1.9 million customers

● 10,000 employees

● 20+ brands

● 2800 retail stores

● 20,200 employees

● 30+ brands

$19 bn annual turnover● 30 million customers

● 1,600 retail stores

● 70,000 employees

● 30+ brands

$2.9 bn annual turnover

$3 bn annual turnover● 53,000 Travel Agents

● +5,000 employees

● 10+ brands

$2 bn annual turnover

Who is right for me?

RESEARCH

● Contracting Requirements

● Payment Options (“Direct Billing”)

● Booking Procedures

● Voucher Redemption Process

● Commit for the Long Term

BE PREPARED

Note: Information only intended as a guidance

PRICING

Inbound Operator

✓ Advanced Pricing for up to 18 Months

✓ From April 1 to March 31

✓ Steady Throughout the Season

ꭕ Provide Same Commission Across All Channels

ꭕ Consider Commission as a ‘Discount’

ꭕ Be Afraid of Negotiating (!)

DOs & DON‘Ts

● Be Available & Respond (!)

● Communicate Actively

● Easy Access to Great Content

● Create Valuable Sales Material

Make it Easy to Work With You

ENGAGE

● Product Training (Webinars)

● Incentives & Promotions

● Invite Agents & Concierges

● Attend Local Partner Events

● Prepare Your Documents

● Get Your Pricing Right

● Be Easy to Work With

● Be Responsive

● Provide Great Content

● Engage with Distributors

● Commit for the Long Term

#arivalevent