Wholesalers are an important online distribution channel, and as a tour and activity provider, you will want to develop a positive working relationship with them.

You need to be able to motivate them to sell your tours by offering a commission rate, but you also want to increase the profits on your business.

These best practices will help you develop great working relationships with wholesalers in the travel industry.

What is the Role of a Wholesaler?

A wholesaler is an agent within the travel industry who sells travel-related products, including accommodations, transportation, tours and activities. Given the fact that many travelers today want to book packages that include all of their excursions, wholesalers play an important role in any tour and activity business.

The wholesaler will be more apt to book tours and activities that offer online booking, and also that offer them a worthwhile commission. This motivates a wholesaler to work with your company and send their customers your way.

How Can I Get a Wholesaler Excited About My Products?

First and foremost, you want the wholesaler to know that you offer valuable products for their customers. Market your tours and activities so that wholesalers know that you have unique offerings available, and that they can use your products in order to customize their clients’ travel itineraries.

In addition, you will want to set a commission rate that is favorable for the wholesaler but also beneficial for your business. The commission rate must be based on what customers will pay for your product, and the lowest possible price you can sell your tours for while still earning a profit.

You should set a rate for your tours that remains consistent across your distribution network, but understand that the commission rate may be adjusted based on the type of distribution that is used to book your activities.

What Do Wholesalers Expect From Tour and Activity Providers?

Wholesalers expect you to understand their role in the distribution process. Wholesalers will sell your tours and activities to independent travel agents, and then the wholesalers work with inbound tour operators in order to manage the specific aspects of the itinerary.

In addition, the wholesaler expects you to offer an easy and convenient online booking system. They should be able to automatically reserve your tours and activities, and instantly earn the necessary commission. This is why it is essential to invest in a premier online booking system, such as Rezdy.

How Can I Develop a Positive Relationship with Wholesalers?

Begin by networking with as many wholesalers as possible, in order to provide them with more information about your tours and activities. You can do this through in-person networking events, industry conferences, and even social media.

Connect with wholesalers and be open, honest and fair about your products and pricing information. Always be sure to tell them about how easy it is to book your tours and activities, and how they will always earn the commission that they deserve since your automated booking system keeps track of referrals.

Online distribution is essential to growing your tour and activity business, and ultimately increasing your online bookings. In order to learn more about distribution methods, check out our distribution ebook today.





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Simon Lenoir, Founder and CEO of Rezdy Online Booking Software
About Simon Lenoir

Simon has over 15 years’ experience as an IT professional. He also has extensive experience in the travel industry from being an around-the-world traveller and managing a dive centre in Southeast Asia for over 3 years. Simon is now dedicated to providing the best online booking solution for tours and activities operators; he is the brains behind Rezdy.Outside office hours Simon is a true activity addict – mountain biking, sailing, swimming, beach volleyball – just to name a few. But most of all he loves diving in Australian waters.

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Working with Wholesalers: Best Practices for Tour Operators

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Wholesalers are an important online distribution channel, and as a tour and activity provider, you will want to develop a positive working relationship with them.

You need to be able to motivate them to sell your tours by offering a commission rate, but you also want to increase the profits on your business.

These best practices will help you develop great working relationships with wholesalers in the travel industry.

What is the Role of a Wholesaler?

A wholesaler is an agent within the travel industry who sells travel-related products, including accommodations, transportation, tours and activities. Given the fact that many travelers today want to book packages that include all of their excursions, wholesalers play an important role in any tour and activity business.

The wholesaler will be more apt to book tours and activities that offer online booking, and also that offer them a worthwhile commission. This motivates a wholesaler to work with your company and send their customers your way.

How Can I Get a Wholesaler Excited About My Products?

First and foremost, you want the wholesaler to know that you offer valuable products for their customers. Market your tours and activities so that wholesalers know that you have unique offerings available, and that they can use your products in order to customize their clients’ travel itineraries.

In addition, you will want to set a commission rate that is favorable for the wholesaler but also beneficial for your business. The commission rate must be based on what customers will pay for your product, and the lowest possible price you can sell your tours for while still earning a profit.

You should set a rate for your tours that remains consistent across your distribution network, but understand that the commission rate may be adjusted based on the type of distribution that is used to book your activities.

What Do Wholesalers Expect From Tour and Activity Providers?

Wholesalers expect you to understand their role in the distribution process. Wholesalers will sell your tours and activities to independent travel agents, and then the wholesalers work with inbound tour operators in order to manage the specific aspects of the itinerary.

In addition, the wholesaler expects you to offer an easy and convenient online booking system. They should be able to automatically reserve your tours and activities, and instantly earn the necessary commission. This is why it is essential to invest in a premier online booking system, such as Rezdy.

How Can I Develop a Positive Relationship with Wholesalers?

Begin by networking with as many wholesalers as possible, in order to provide them with more information about your tours and activities. You can do this through in-person networking events, industry conferences, and even social media.

Connect with wholesalers and be open, honest and fair about your products and pricing information. Always be sure to tell them about how easy it is to book your tours and activities, and how they will always earn the commission that they deserve since your automated booking system keeps track of referrals.

Online distribution is essential to growing your tour and activity business, and ultimately increasing your online bookings. In order to learn more about distribution methods, check out our distribution ebook today.





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