Today we discuss travel trade representation with Mark Wright of The Adventure Connection.
Mark is a 30 year plus veteran of the travel industry who now represents tour operators and destination management companies around the World.
Representation is a little understand method in our community and it deserves more attention as a way to grow your tour operation.
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00:00 Best time for operators to make connections.
05:40 Representation company acts as middleman, connecting operators.
09:44 Investment in shows can be costly for operators, particularly small ones, in terms of both time and money. Representation offers a range of services to help, beyond just attending trade shows.
13:28 Busy pre-event period: clients, meetings, presentations.
14:39 Monitoring meetings, efficient follow-up vital, tailored templates.
17:53 Supply chain and tour operators are affected. Marketing representation helps build relationships and increase business. Fan trips foster product experience and relationships.
21:15 Increased travel to Europe as restrictions ease.
24:49 Tour operators prioritize sustainability in DMC selection.
30:56 Niche identification and ready-made products for operators.
32:06 DMC developed toolkit to improve services.
35:27 Product manager must understand industry, work in product development. Challenging for DMCs to approach them.
40:26 We attend about 6-10 shows per year, including big ones like WCM and ITB, as well as smaller specialist shows. The rise of smaller shows is positive.
42:48 Traditional industry cycle guides timing of activities.
45:07 Need more staff to revive travel industry.
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