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