New travel agents have a lot to learn, but you need the right guides to navigate. One of the most valuable resources in your toolkit? Your suppliers and Business Development Managers (BDMs). These industry experts are more than just contacts; they’re here to help you elevate your business and boost your commissions. But what should you ask them to ensure your business takes off?
Asking the right questions is key to building strong, mutually beneficial relationships with your travel suppliers and BDMs. These partnerships can provide you with the tools, knowledge, and support needed to grow your business and maximise your commissions. Remember, your success is their success, so don’t hesitate to tap into their expertise and resources.
“What are your unique selling points (USPs) that make you stand out from the competition?”
Knowing a supplier’s strengths allows you to confidently recommend them to clients with specific needs. For example, a luxury resort might specialise in wellness retreats, while a tour company could offer exclusive adventure itineraries to remote destinations. Knowing these USPs allows agents to tailor their recommendations to client preferences.
“What are your commission structures and are there any bonus incentives for high-volume bookings?”
Different suppliers offer varying commission rates, and some may have incentives that sweeten the deal. Ask about the base commission, any tiered structures, and how you can maximise your earnings. Don’t be shy, they’re here to help you sell them.
“Do you offer any dedicated agent resources?”
Being a new travel agent can feel like you’re on your own. Ask your suppliers and BDMs about the support they offer. This could range from marketing materials, training programs and webinars to local area marketing support or co-hosted events and social media assistance. A good supplier will offer you the tools you need to succeed.
Also ensure that you establish clear communication channels with your suppliers for efficient problem-solving and client support. Knowing who to contact and how to reach them promptly can help you manage bookings smoothly.
“What are your current promotions or hot deals for my clients?”
Staying informed about the latest deals and promotions enables travel agents to offer competitive packages to clients. This can lead to increased bookings and client satisfaction. Whether it’s early-bird discounts, last-minute deals, or exclusive offers, being in the loop can help you offer something unique to your clients. This also opens up opportunities to earn higher commissions by pushing premium packages.
“What’s the booking process?”
Efficiency is key when running a travel business. Understanding the booking process with each supplier ensures you can provide a seamless experience for your clients. Ask about the tools and platforms they use, how to track bookings, and any automation options available. The easier the process, the more time you can spend on client relationships and sales.
“What are your cancellation and refund policies?”
Make sure you understand the cancellation and refund policies of each supplier. Clients appreciate transparency, and having this information at your fingertips will help you manage their expectations and protect your reputation.
“Can you provide insight into market trends?”
Your BDMs are often at the forefront of industry trends or have access to some telling data. Their insights can help you stay ahead of the curve, allowing you to offer the latest and greatest to your clients. Ask about emerging destinations, shifts in traveller preferences, and any trends they foresee impacting the market. This knowledge positions you as an expert in the eyes of your clients.
“What are your most popular products?”
Every supplier has a few star products that consistently perform well. Knowing what these are can guide your sales efforts, especially if you’re unsure where to start. Ask for details on the top-selling products and any tips on how to sell them effectively. This information can be a goldmine, helping you target the right audiences with the right offerings.
Aligning with a BDM whose focus matches an agent’s client base can lead to a more productive partnership. By understanding the BDM’s expertise, agents can better leverage their knowledge and resources.
“Do you offer any fam trips or site visits for agents?”
Nothing beats firsthand experience. Famils and site visits allow you to experience a product or destination as your clients would. This not only boosts your confidence in selling but also gives you valuable stories and tips to share with your clients. Always enquire about upcoming famils and how you can qualify to join.
“Do you offer any training or certification programs?
Continuing education is a must in the travel industry. Many suppliers offer training or certification programs that can deepen your knowledge and improve your sales skills. These programs often come with the added benefit of increasing your credibility and even offering higher commission rates upon completion.
By asking these questions, you’re not just gathering information—you’re laying the foundation for a successful, long-term career in the travel industry. Your suppliers and BDMs are there for you offering the insights, tools, support (and likely a mid-afternoon sweet treat) you’ll need. Because we’re all in this together. In travel.
