Building Beneficial Relationships with Suppliers

Are you a good travel partner? I'm not asking if you are a good travel agent. I'm asking if you are a good partner to your travel suppliers and travel colleagues. I personally believe relationships should be mutually beneficial, so let's chat on ways to build mutually beneficial relationships that grow yourbusiness.

Know Your Supplier’s Business

Do you know your top suppliers? You should get all up in their business and understand their values, the multiple products/brands they sell, their policies and any incentive programs and perks they offer that can benefit you and your clients. Most of this information is on the internet, I encourage you to get familiar with the supplier you want to build a relationship with and know all about their business – trust me, this pays off.

Let's Get Personal

Who do you know with your favorite supplier, but more importantly who knows you? The relationships with BDMs and staff, combined with your receipts (aka your sales and destination knowledge) will lead to access, and access grows your business. I don’t build relationships to get fam invites, trust me, your BDMs know the begging non-producing agents and you don’t want to be on that list. Build relationships that allow you to learn, earn and grow your business and everything else will follow suit.

Now Put Them Together

Once you understand what your supplier sells and have a listening ear with their BDM or other corporate staff, put these components together and make magic. The products and promotions are already there, get creative in marketing and selling them; your supplier even has resources which can assist you in this. Also, make sure your supplier understands your business and niche, which will allow them to present you with opportunities for further education and access with their preferred lists of partners.

If you keep mutually beneficial relationships at the core of your business, you will grow with your suppliers and your clients.

Priscilla Powell is the owner of Prissi Travels and is a member of the Association of Black Travel Professionals.

About the Author

The Association of Black Travel Professionals (ABTP)  was established as the premier organization focused on the development, growth and certification of Black Travel Professionals. Through our motto Excellence, Expertise and Culture, our aim is to raise the profile and talent base within the Black travel community through a customized training platform along with integrated networking opportunities which give exposure to all aspects of the travel industry. Often underestimated, we wish to demonstrate the impact of the spending power Black travel professionals bring to the travel industry by creating a resource for industry suppliers to access a vetted talent pool and tap into our membership to increase Leadership and Recognition.