Agent Diary: Why fam trips, dinners and all supplier events are worth their weight in gold

Enjoy the opportunity to get to know suppliers better, says The Travel Snob’s David Walker, a Not Just Travel homeworker

Fam trips, dinners, lunches, launches, training, golf days, bottles of booze, gifts . . . the list goes on. Suppliers are really showing their appreciation and love for us agents right now – but do we always show it back?

I typically use the 80/20 rule when it comes to suppliers – that is, I put about 80% of business through 20% of my main suppliers. I use a handful of firms for as much as I can, turning to the obvious specialists for trips that typically require certain expertise or use of DMCs. This all means there are about five suppliers I use repeatedly to reach my annual sales target.

I typically use the 80/20 rule when it comes to suppliers – that is, I put about 80% of business through 20% of my main suppliers

I have been to many supplier events and I’m always embarrassed by the number empty seats. That wasn’t the case, though, at an event I attended last Friday, hosted by one of our favourite suppliers – a lunch for the coronation and to celebrate the supplier’s 55th anniversary. Every seat had been taken, meaning everyone had shown up. This turnout was testament to the quality of the supplier in question, but shouldn’t every trade event be like this?

Boosting knowledge

These events to me aren’t just about the free booze. They’re about getting to know the supplier even better and showing that I care enough to attend. If the event is in London, as this one was, I’ll happily pay £100 in train fares to get there as a sign of my gratitude for everything they do for us.

I am off on my first fam trip of the year this week and cannot wait. I really appreciate being selected. I’ve been to both countries – Singapore and Malaysia – but the part of Malaysia we are heading to is new territory for me and the hotel pretty much new to everyone. I get invited on plenty of fams but I will only go if a) I am going to learn something and b) I think my attendance will be worthwhile to the supplier.

I get invited on plenty of fams but I will only go if a) I am going to learn something and b) I think my attendance will be worthwhile to the supplier

I have two further fam trips lined up, both for September. One is a Dubai and Maldives double-header, where I will see brand-new properties; the other to Canada, where I will watch bears from a wilderness lodge in British Columbia, which I’m particularly excited about. I’m sure I have been invited on these due to my loyalty to the suppliers and the amount I spend with them, but of course there is also an element of taking me along to show me new destinations in the hope I will increase my sales for them too.

Enjoying perks

As you all know, on these fam trips we get the red carpet rolled out for us and we’re spoilt rotten; we get to experience hotels and destinations like never before and see the very best of what each place has to offer.

As a travel agent you won’t see me ask for agent rates, or contact hotels asking for upgrades. These are all perks of what we do, of course, but I will usually book as if I were a client, as that way I get to experience what they would experience, making it easier to recommend and easier to keep the expectations accurate.

As a travel agent you won’t see me ask for agent rates, or contact hotels asking for upgrades

These dinners, trips and other such events are 100% the main perk of being a travel agent but they’re also worth their weight in gold. So suppliers, please keep them coming. We agents are ever so grateful!

Show some bottle

After making a sizeable booking to Croatia last week, I was contacted by the supplier asking me for my address, as they wanted to send me a couple of bottles of my favourite tipple to say thank you. I knew that the client I had booked the holiday for lived near to me, so I found out what her favourite drink is and asked for bottles of that to be sent to me.

Then, to make the booking that little bit more memorable for the client, I gave the bottles of booze to her instead of keeping them for myself. Do others do this, or do they keep such rewards for themselves?

More: Comment: Suppliers that have been good partners deserve your support

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