From $0 to $702K in Travel Bookings
A 9-month story of supplier strategy, group negotiations and commercial growth
$702K
Travel bookings
$100K
Commission revenue
9 months
From zero commission revenue
The Opportunity
A travel agency focused on Disney travel had an opportunity to expand its family travel offering through another family travel brand. The commercial opportunity was not simply to change suppliers. It was to find a stronger arrangement for the agency and its guests.
The Strategy
Supplier strategy: Helped transition business from one supplier to another family travel brand, creating an alternative option for the agency’s family travel business.
Group policy negotiation: Worked with the revenue department to negotiate improved group terms after the supplier changed its group policy.
Additional complimentary berths: Secured more complimentary berths for the travel advisor through negotiations with the revenue department, improving the value of the group arrangement.
Closer supplier collaboration: Worked more closely with the supplier to align the arrangement with the agency’s needs and strengthen the commercial relationship.
The Results
$702,000 in travel bookings and $100,000 in commission revenue over nine months.
The agency started from zero commission revenue. The work focused on supplier selection, improved group terms and stronger commercial collaboration. These figures describe the business outcome over the period; they should not be interpreted as proof that the supplier negotiations alone generated all revenue.
The Business Lesson
Supplier relationships can be a revenue strategy.
The right supplier is not always the one an agency has historically used. Alternative brands, better group terms and additional complimentary berths can improve the value an advisor offers and create new commercial opportunities.
About Sales Compass Consulting
Sales Compass Consulting helps travel advisors, agencies and host agencies identify commercial opportunities, strengthen sales strategy and build a clearer path to revenue growth.
Better supplier strategy. Stronger commercial relationships. Greater opportunities for growth.
Let's discuss your growth opportunity.
