Understanding the Travel Trade

The travel trade is comprised of a network of professionals dedicated to creating and selling travel experiences. This group includes:

• Group Tour Operators: Crafting and selling trips for groups.
• Receptive Operators: Specializing in international markets and packaging travel in their local area to sell to group tour operators.
• Travel Advisors: Planning and selling travel directly to individual consumers.

There is one more important component to this eco-system. Who sells the travel experience to the travel trade? That’s where tourism offices, Destination Marketing Organizations (DMOs), attractions and accommodations come in.

Travel Trade Shows

So – how and where do all these travel professionals connect to do business? One of the most common and effective ways for the tourism industry to connect is by attending travel trade shows.

At a travel trade show, the travel trade are the “buyers” and the destinations, attractions and accommodations are the “suppliers.” These shows on average span 2-5 days and typically include a series of short appointments where the suppliers sit down with the buyers on an individual basis. That’s right – speed dating for travel!

Registration fees for travel trade shows are often waived or discounted for the buyers, because the more buyers that attend, the more suppliers will want to meet with them. Suppliers typically pay the full registration fee. Also attending these industry shows are sponsors. These are typically vendors who work within the travel and tourism industry – for example, media companies, manufacturers and others who want to collaborate with the buyers and suppliers. This provides a wonderful forum for people to do business. In addition to the short meetings, there are always networking events (primarily in the evenings) where all attendees can casually connect and build relationships.

There are several trade shows available for travel trade professionals, ranging from regional, to national, to international in scope. It can be a daunting task to determine which is the best show for you, regardless of whether you are a buyer or a supplier. Shows vary in location, size, and format.

Here are a few of the top shows that should be considered for travel trade sales:

American Bus Association (ABA)

ABA Marketplace. This week-long event is the largest trade show for group tour business in the country. Over 3,500 attendees come together in January or February every year to kick off a new year of business opportunities. In addition to seven-minute pre-scheduled appointments on the meeting floor, there is a trade show space with exhibit booths of various proportions. Educational sessions are also offered throughout the event. Free 30-minute seminars featuring personal, professional and industry training are available to all attendees every day of the event.

• Duration: 5 days
• Meetings: Pre-scheduled appointments, 7 minutes long
• Show: Trade show with exhibit booths
• Educational opportunities: breakout sessions, education “bites,” roundtable
• Differentiator: Largest group tour show in U.S.A.

National Tour Association (NTA)

NTA Travel Exchange. NTA’s annual convention is a week-long show that happens in November or December every year and features buyers of all sizes who package travel to, from and within North America. The attendees represent the United States, Canada and 30+ countries worldwide. Different from ABA Marketplace, a component of this event is targeted toward the international market. Also offered are seven-minute pre-scheduled appointments, a trade show with exhibit booths, and educational opportunities throughout the event.

• Duration: 5 days
• Meetings: Pre-schedule appointments, 7 minutes long
• Show: Trade show with exhibit booths
• Educational opportunities: seminars in 4 tracks
• Differentiator: International component

Ontario Motor Coach Association (OMCA)

OMCA Marketplace. This event is basically the Canadian version of ABA’s Marketplace. The buyers who attend are primarily Canadian. This travel show is held in various Canadian destinations and takes place on an annual basis, usually in November. This event is 3 days in length and the scheduled appointments are 8 minutes. The format and style, as far as trade show and educational sessions, are similar to ABA’s Marketplace and NTA’s Travel Exchange. Smaller in scale with only a few hundred attendees, this conference is great for those suppliers who are looking to secure Canadian business!

• Duration: 3 days
• Meetings: Pre-schedule appointments, 8 minutes long
• Show: Trade show with exhibit booths
• Educational opportunities: daily sessions for tour operators, coach operators and sellers
• Differentiator: Buyers are primarily Canadian

Travel Alliance Partnership (TAP)

TAP Dance. This 3-day travel show is a national conference, however at a much more intimate size, occurring annually in May or June. The typical attendance at TAP Dance is less than 200 people, unlike the thousands of attendees at ABA & NTA. Buyers at this gathering are comprised of approximately 20 individual tour companies throughout North America who collaborate by buying and selling tour product from each other. The tour operator partners (or buyers in this case) and suppliers (sellers) make up the organization that is Travel Alliance Partnership. The suppliers are organized in regional groups of 3-5 sellers, called pods, and each individual pod meets with every buyer in 25-minute meetings. This event offers a much more collaborative experience, allowing for more detailed conversations and time for relationship building. The smaller size also allows for more networking time with the tour operators at meals and evening events.

• Duration: 3 days
• Meetings: Pod appointments, 25 minutes long
• Show: Individual appointments only
• Educational opportunities: Programming at meals
• Differentiator: A more intimate and collaborative experience

Unlocking Opportunities at Travel Trade Shows

These are some of the national travel trade events that should be considered. There are also many regional travel trade shows that are shorter in length (1-2 days), some including appointments and others entirely trade show exhibits. A quick online search of “travel shows in x region, state, etc.” will provide options of local and regional opportunities.

Travel trade shows are invaluable for professionals seeking to expand their networks, discover new business opportunities, and stay ahead in the competitive travel industry. Whether you’re a buyer or a supplier, these events can unlock connections that will significantly impact your business.

Learn more about how to maximize your trade show experiences, through preparation, communication skills, and follow-up:

Maximizing Your Tradeshow Experience Through Effective Listening and Communication Skills

Maximizing and Proving Tradeshow ROI

Making a Splash: How to Maximize Reach for Your Brand at a Tourism Conference

The post Top Travel Trade Shows for Industry Professionals appeared first on Travel Alliance Partnership.

According to ABA Foundation (American Bus Association) the most recent statistics (2022) state that in the United States and Canada there were 211.5 million motorcoach passengers. Digging into the census data, we can see that more than 138 million of those passengers were part of charter groups, tour packages, and sightseeing trips. You can use these four strategies for marketing group travel to reach out and grab a piece of that pie.

Get into the Mind of Your Buyer

The travel trade market is a B2B (business to business) sales cycle, so when you are marketing for group travel, it’s important to understand your buyer and their needs. With group tours, you’re not directly selling to consumers, but rather to tour operators who will then promote and sell your destination to their clients. Tour operators need to be comfortable with you and your destination, so they can confidently offer it to their customers. Therefore, nurturing relationships with tour operators becomes crucial in the sales process. 

Connect with Tour Operators at Travel Tradeshows

Travel Tradeshows offer you a ready-made audience of tour operators, sometimes in the hundreds – no need for cold calls! Consider attending key annual North American travel tradeshows, or attending more if you’ve been to one or two.

Tradeshow Tips: 

• Find out who will be attending the tradeshow (this is usually found on the tradeshow website) and then research them. Look for who they are, what type of tours they offer and where they go. These shows typically are appointment-based and you request who you want to meet with.
• Reach out to the tour operators prior to the tradeshow introducing yourself and asking if there is any specific information you can bring for them when you meet.
• During the tradeshow be sure to take detailed notes on each tour operator you meet.
• Remember – tour operators are counting on travel destinations to help them be successful in their business.  They have a need and you have the answer – make sure they know it!

Follow Up with Your Tour Operator Contacts

Follow-up is always important, but even more so when you attend a large trade show with short appointment times where you are only scratching the surface of what you have to offer. There are several ways you can follow up and make the most of your new contacts:

• Follow Up Email. Send a follow up thank you email and additional information after the tradeshow. This is where the selling often begins.
• Mail Information.  Sometimes good old-fashioned snail mail is the best way to get your information in the hands of your audience. Send a nice presentation folder with general material and any specific information they are interested in based on the conversation you had. If the tour operator requests information to be sent only via email, make sure you have the same information in digital form.
• Phone call.  That’s right – actually pick up the phone and make a call! Even if it’s just to say, “Hi, I mailed you something and want to make sure you received it.” Take the time to call and say hello.
• Keep notes.  Through this entire process, document in a sales database where you are in the sales cycle with each tour operator you are communicating with.
• Follow up again!  Even if you don’t get a booking immediately, continue to take the time to follow up with your prospects. This can be through mass communications, like email newsletters, but remember to keep personal touch points. You can also take advantage of the time of year. The holiday season is a great time to say thank you and remind them what you have to offer.

The Best Way to Sell Your Destination to Tour Operators

The most effective way to sell your destination to tour operators is to give them a chance to experience it for themselves, on a FAM tour (familiarization tour). FAMs can be done as a group or individually. This is a great way to show firsthand all the assets of your destination while also having the opportunity to spend more time together and build your relationship. Here are some tips for hosting tour operators on FAMs.

• Make sure to qualify the tour operator as a prospective buyer, and then invite them on a FAM.
• Include a survey at the end of the FAM to have a clear understanding of the tour operator’s perspective.
• After the FAM, contact the tour operator and offer to prepare a customized itinerary based on their specific needs or offerings they want to provide to their customers.

Read more tips for creating a successful FAM

Remember – tour operators are counting on destinations to help them be successful in their business.  They have a need and you have the answer – make sure they know it, and your hard work in marketing for group travel will pay off when those buses pull up to the curb.

The post Marketing for Group Travel: Building Solid Relationships with Tour Operators appeared first on Travel Alliance Partnership.

Have you ever walked into a room, joined a group or attended a tradeshow and felt like you finally found your people? If you have, you know what it is like to belong to a community that supports and uplifts you. Maybe your experience was similar to my first tradeshow – where you show up and you think they are your people – but you feel like an imposter or an outsider and you wonder if you really fit in. But you know if you keep showing up that you will become an insider and that you have found a place that aligns with your purpose.  

I am grateful for the many communities that I have found over the years and the support I have received from them. Finding the right community can make a huge difference in your personal and professional success.

Finding Community

Many of us in the travel, tourism & hospitality industry belong to associations and attend trade shows. These are great places to find like-minded people whose purpose aligns with yours. For example, I am preparing to attend American Bus Association’s annual Marketplace. The event is a place where business gets done on the show floor but it is also a place where relationships are made and deepened through shared experiences, one-on-one meetings, networking and educational sessions.  

Volunteering

Another place to find your community is through volunteer work. If you are part of industry associations, get involved. Consider joining a committee, volunteering your time at registration at a show, or working your way onto the board of directors. This will allow you to meet people from all over the world who share similar roles or passions as you and these networks can be invaluable to your personal and professional development. 

Peer Groups

Peer groups are more formal organizations created to help you to connect with others who have similar roles, organizations or interests as you. Your local destination marketing organization is a great place to look. Usually DMOs host stakeholder events, educational sessions or monthly meetings where you can find peers who will help and support you. One of my favorite examples of this at work is the Visitor Industry Council started by Visit Rochester in Rochester NY over 30 years ago. The VIC as it is known, is the membership arm of Visit Rochester. It is led by the members who engage in committees that direct programming for the DMO each year. The VIC meets monthly at a different location throughout the community and showcases member news, offers educational and networking opportunities. The mentorship that happens at these meetings and through the committee work is incredible to watch. I was recently at a VIC event and was excited to see so many new young professionals there alongside the more seasoned and experienced tourism and hospitality professionals in our region. 

Another place to find peer groups is through your chamber of commerce. Some chambers have formal councils for different interest areas like professional women, small businesses, tourism etc. Others offer leadership development programs and formal CEO groups. These are great resources for finding your community.  

Other places to look are national or international associations such as Accelerate Women Leaders in Travel, Travel Unity, or SKAL International.

Connecting with Your Community

So, you’ve found your community – a network of like-minded individuals who share your passions and professional endeavors. Now, the question is: How do you make the most out of this invaluable connection? Here are some best practices to help guide you:

Show up

The first step is simple yet powerful – be present. Attend events, meetings, and gatherings. Your physical or virtual presence reinforces your commitment to the community. You need to be there in order to develop a connection and to gain the benefits from belonging in the first place.  

Listen & Be Relentlessly Helpful

Engage with intention. Listen actively to the needs and challenges within your community. Offer your expertise, insights, and assistance generously. Be the person others can rely on. 

Relationships Over Transactions

Remember, it’s not about the sale or sealing the next business deal. Communities thrive on authentic relationships. Focus on serving others, and genuine connections will naturally lead to opportunities. 

Be Transparent

Openness fosters trust. Share your experiences, successes, and even setbacks. Transparency builds a more authentic community where members feel comfortable being themselves. Transparency is what will make you feel more connected.  

Communities without transparency feed what my friend Kris Kelso calls the Imposter. That little voice in your head that tells you that you are not good enough or that you do not belong. Kris says transparency starves the imposter. To hear more about overcoming the imposter, listen to my conversation with Kris on episode 220. 

Prioritize Time

Life and work can get busy, but prioritize spending time with your community. Whether it’s attending regular meet-ups or participating in online discussions, carving out time reinforces the importance you place on these connections. 

Lean on Your Community for Support

In challenging times, your community can be a pillar of strength. Take the recent global pandemic for instance. We saw firsthand how a rising tide lifts all boats when everyone came together to move through that uncertain time. Share your struggles, seek advice, and offer support. Your community is a valuable resource during both good times and down times. 

The Power of Community at Work

Our annual travel conference TAP Dance is an example of the power of community at work. The event was designed to cultivate and build a community of collaborators with the common purpose of creating travel products that will sell.

TAP Dance celebrates the collaboration opportunities between tour operators, destinations, attractions, and travel product suppliers. Suppliers meet with each TAP tour operator and discuss how best to bring business to their area. Many attendees tell us that this conference is a highlight each year as it is a perfect blend of productive business discussions, relationship-building, fun and an opportunity to experience the best of our host region. 

A distinctive facet of TAP Dance lies in our innovative approach to orchestrating supplier meetings with TAP tour operators. Each supplier attendee is thoughtfully assigned to regional groups, comprising three to four industry peers. Meetings last 25 minutes with engaging and focused discussions with TAP tour operator partners. During this time, suppliers can showcase their products or areas in a personal atmosphere for increased promotion throughout the TAP network. 

The Value of Community

Remember, the value you derive from your community is directly proportional to the effort you invest. By embodying these principles, you not only contribute to the collective success but also create a thriving environment where everyone benefits.  

Now, go out there, engage authentically, and watch your community flourish. 

The post Belonging and Community appeared first on Travel Alliance Partnership.