sales mission

Don't #*$% it up...

Don't #*$% it up...

The typical buyer at a travel trade show had more than 130 back-to-back appointments while those of us on the other side of the table had just 5 or 6 minutes to qualify any potential leads, make a lasting impression, deliver product highlights and, of course, land new business. 

You just spent thousands of dollars of your company's money and you need to get a great ROI if you want to attend next year's show, make your goal for the year or simply prove that you know what you're doing. 

Here are four things the pros do to make sure they're getting the biggest bang for their buck…

How To: Plan a Sales Mission

How To: Plan a Sales Mission

It happened again. I got a call from a group of suppliers asking me to set up some appointments for them to meet with travel planners in a certain area and I had to turn them down. 

Over the past decade, I've planned, managed, delivered and participated in more than 200 sales missions, introducing the industry's highest volume travel planners to the destinations, services, products and activities they've come to share with millions of passengers every year. More importantly, I've introduced those planners to the people who represent each of those components and the people who will help them improve their offerings and better care for the end consumer. 

Take a look at what I've learned...

3 Smart Uses for Your Profile Sheet

3 Smart Uses for Your Profile Sheet

You're just finishing up your appointments at the trade show and realize you've got a whole bunch of profile sheets leftover. If you're like most travel industry suppliers and destination marketers, you're going to hold on to a few just in case you need them later on, toss them out because you've got plenty more in the office or conveniently misplace them because you hate the design, don't want to carry them and/or you need a good reason to start fresh.

After years of attending industry trade shows and being stuck with unused flyers, I came up with a few options to help you get a better bang for your marketing buck. Here are three ways you can get more interest from operators using the tool you already have - the profile sheet.

Turn Up the Leads

Turn Up the Leads

Smart marketers are constantly looking for the best way to bring prospects to act upon the information they provide. 

In our most recent survey of high-volume buyers, representing all aspects of the travel trade, we asked just this question...

How likely are you to act upon supplier information you receive via each of the following methods...?

The results reinforce previous surveys that demonstrate how important personal relationships with the supplier contact are to the decision making process for buyers. 

3000 Miles and A Few Lessons Learned

3000 Miles and A Few Lessons Learned

Have you ever take a trip across the country, only to realize that you might have found a new opportunity that is both completely unexpected and refreshingly personal? This perfectly describes my adventure as the newest member of the Fire Starter Brands team, joining our sales mission to meet with tour operators in Chicago last week. With less than 10 days in the office, I had to hit the ground running. 

Here's a taste of what I learned...