As part of The Travel Institute Alumni Celebration Week (through Nov. 14), we’re celebrating the power of connections and the wisdom of our alumni by sharing insights that can help you strengthen your supplier relationships and grow your business. Relationships are the name of the game in our industry. Whether you are new to the field, an independent contractor, or a seasoned professional, building strong partner relations is essential. Given the critical nature of supplier partner relationships, we reached out to one of our industry experts and alumna, Marie Smith, CTIE, VTA, business development manager at Classic Vacations, to share her tips with you. Here are Marie’s invaluable insights: True relationships with your business development managers (BDMs) are as important as the relationships you hold with your most valued clients. Understanding that can be a game changer in taking your business to the next level. Get to know your BDMs: As you probably know, travel suppliers have personnel, commonly known as business development managers, located in specific areas of the country. These BDMs may work only within their specific regions, which means that, as an independent contractor with a host agency, your specific BDM could be in a different state or region altogether. It’s important to check with your host agency to ensure you are contacting the correct supplier partner. This can be a bit challenging when looking for local support and educational opportunities because you may not be on their agent/agency list. This is where your host’s BDM can help introduce you to a more regional one. Regardless of whom you contact, you should always mention your affiliation with your host agency. Another great way to gain access to a local BDM is to check if the supplier partners may have extended a secondary phone field to agents within your host agency. Engage in and attend your host agency’s events: Going to annual conferences and attention educational sessions with your host agency is important. These events usually are heavily attended by the host agency’s preferred supplier partners. Not only are you gaining the knowledge and information you need to run your business, you’re also able to meet your supplier partners in person. Spending time with your host and supplier BDMs can be a key factor in growing your business. Many ICs who truly connect and engage with their supplier BDMs are in a better position for their sales efforts and are better equipped to serve their clients by having more support through the proper channels. Know your numbers: When you reach out to a supplier partner for possible co-op marketing, ensure you know what your numbers are with that supplier or the potential sales you hope to bring in from your request. Travel advisors looking to partner with a specific supplier should reach out early and give a good projection of what outcome they are looking to achieve from the specific marketing effort. Blindly copying suppliers and not clearly outlining the marketing efforts may result in a low likelihood of gaining assistance. Those who prepare a marketing plan and present it in a clear and concise manner will have a better opportunity to receive commitment from the supplier partner. When you take your business seriously and approach your suppliers in a professional manner, you’ll show them that you respect their time. Putting in the effort and engaging with them on both a business and personal level can mean greater success for your business. Another expert travel advisor—Stef Katz at The Travel Superhero—shared some of her best tips for working with BDMs: Connect on LinkedIn, especially when you’re just getting started or when BDMs start with the company. Send a sincere note of introduction. Offer to buy BDMs lunch, whether they’re in your town or you’re at the same conference/event, etc. Pass along kudos about people you’ve worked with at their company. Let BDMs know when you’ve had experiences with one of their competitors and explain how the BDMs came out on top. Share promotional pieces you’ve created featuring their company. Share your clients’ testimonials about positive experiences with their company. Thank you, Marie and Stef, for those amazing tips—and for reminding us why Alumni Week is such a great opportunity to learn from fellow professionals and strengthen the relationships that make our industry thrive! Attention: ALL certified CTA, CTC and CTIE alumni suppliers and advisors. Join us this week for Online Trivia, including fun giveaways, such as complimentary subscriptions to our Education Hub, and the opportunity to win one of four cruise vacations from one of our incredible partners—AmaWaterways, Norwegian Cruise Line, Royal Caribbean International, and Silversea. Guida Botelho, CTA, is director of training for The Travel Institute, the industry’s premier non-profit organization known for its innovative education programs, professional certifications and customized learning solutions. A life-long educator by trade, Botelho has nearly 20 years’ experience in the travel business in the classroom, the retail travel agency, and her current role of designing travel agent training programs for all levels of experience and business models. For more information on The Travel Institute and its certification and training programs, call 781-237-0280, email info@thetravelinstitute.com or visit www.thetravelinstitute.com.  

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