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GROW YOUR SALES WITH GLOBAL TOUR
RESELLERS, TRAVEL AGENCIES & HOTELS
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JESSICA RESTOCK
Director of Sales & Marketing
Skyline Sightseeing
MIDGI MOOREOwner
Juneau Food Tours
GROW YOUR SALES WITH GLOBAL TOUR
RESELLERS, TRAVEL AGENCIES & HOTELS
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While direct bookings are incredibly valuable,
indirect distribution can help you
sell to a much broader audience!
Direct vs. Indirect
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Spread your Indirect Distribution!
“Don’t put all your eggs in one basket!”
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● Get ahead of your competition
● They do the work for you!
● Advanced Bookings
● Locking in Market Share
● Branding & Awareness
● Reach Offline Audience
WHY?
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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
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Wholesaler
Customer
Supplier
Inbound Operator
Retail Travel Agent
Traditional Distribution
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New Distribution
Supplier
Inbound Operator
Wholesaler
Retail Travel Agent
Customer
Channel Manager (Marketplace)
Online Travel Agent
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● 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
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Who is right for me?
RESEARCH
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● Contracting Requirements
● Payment Options (“Direct Billing”)
● Booking Procedures
● Voucher Redemption Process
● Commit for the Long Term
BE PREPARED
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Note: Information only intended as a guidance
PRICING
Inbound Operator
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✓ 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
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● Be Available & Respond (!)
● Communicate Actively
● Easy Access to Great Content
● Create Valuable Sales Material
Make it Easy to Work With You
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ENGAGE
● Product Training (Webinars)
● Incentives & Promotions
● Invite Agents & Concierges
● Attend Local Partner Events
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● 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
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#arivalevent