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Best Practices for Suppliers, Tour Operators and Tour Operator Agents
Network and University
The following is a list of "Best Practices". Please consider them in your planning process and during Network and University.
SkiTops Network
Suppliers
- Review your SkiTops profile for accuracy prior to the meeting. Supplier profiles can be found at skitops.com/membership/amembers.htm
- Familiarize yourself with the Tour Operator profiles prior to the meeting. Tour Operator profiles can be found at skitops.com/membership/members.htm
- Have rates finalized and contracts ready to present to Tour Operators. Email contracts to Tour Operators prior to the meeting, if possible.
- Highlight new features, products and developments.
- Prepare for your meetings with productivity information.
- Flash drives of your information are preferred. Please do not bring binders or brochures.
- Send a new supply of brochures directly to Tour Operator offices, if desired.
- Attend all Network meetings.
- Attend all networking activities.
- Be considerate of the time during Network appointments. Staying at the Tour Operator's table beyond your designated time slot cuts into their next meeting and is inconsiderate of the next supplier. If you need more time with a Tour Operator, set up a specific meeting during one of their free time slots.
- Please refrain from dropping by Tour Operator tables or dropping off information during other Suppliers' appointment slots.
- If your meeting ends early, feel free to leave the Tour Operator's table.
- Respond to the SkiTops survey, which is circulated after the event.
Tour Operators
- Review your Tour Operator profile for accuracy prior to the meeting. Tour Operator profiles can be found at skitops.com/membership/members.htm
- Network Tour Operator attendees should be key decision makers within your organization. They should be familiar with the business and with activities taking place with contracted suppliers.
- Ensure that Agents attending University familiarize themselves with Supplier Profiles prior to the event. Supplier profiles can be found at skitops.com/membership/amembers.htm
- Contact key suppliers prior to the Network to review expectations, if appropriate.
- Prepare for meetings with Supplier productivity information.
- Be considerate of the time during Network appointments. Allowing a Supplier to stay at your table beyond their designated time slot cuts into your next Supplier's meeting. If you see the next Supplier waiting, move the current Supplier along.
- Attend all Network meetings.
- Attend all networking activities.
- Principals are welcome to attend University with their front line agents.
- Respond to the SkiTops survey, which is circulated after the event.
SkiTops University
Presenters
- Be prepared to vary your presentations based upon agent tenure and knowledge. The frontline sales agents from our Tour Operator Members will be grouped together based on their level of experience and knowledge of the ski industry. The agents will be grouped according to the following levels:
- Beginner Agent: 0-2 years' experience selling ski vacations; has never been on a FAM; first time to SkiTops.
- Intermediate Agent: 2-4 years' experience selling ski vacations; has participated in at least 2 FAM's; has attended SkiTops.
- Advanced Agent: 5+ years' experience selling ski vacations; has participated in numerous FAM's; SkiTops Expert.
- Please note: agents from various companies may be grouped together so speaking about special offers may not be advantageous in this format.
- Highlight what is new and exciting for the upcoming season.
- Start with a brief introduction of the resort / company, location, and specific products offered for resale by the agents. Tell them where their money will be made. Specifically when products are purchased in advance by their clients.
- Be clear with the agents as to who the best clients are for the products presented - group, FIT, high-end, budget etc.
- Practice the timing of your presentation. If you do not need the full session, turn it over to questions.
- Show genuine passion and excitement for your products.
- Knowing that most resorts offer similar products and services, identify what could make your presentation the most memorable.
- Reinforce the key message, products, rates, etc. that you want the agents to take away from the session at the end of your presentation.
- Consider an entertaining theme or gimmick to your presentation - one that will keep the agents attentive and engaged. The agents will vote for the presentations that they found most valuable at the end of University and prizes will be awarded.
- Please do not serve alcohol during your presentation.
Agents
- Familiarize yourself with Supplier Profiles prior to University. Supplier profiles can be found at skitops.com/membership/amembers.htm
- Suppliers have invested in the time during which they are presenting to you. Be attentive, be timely, and turn off cell/smart phones. Take notes and ask questions.
- Think about the most valuable presentation. You'll be asked to vote at the end of University and the suppliers will be eligible for prizes based upon your votes.
- Attend all SkiTops functions (this is a requirement in order for your company to be reimbursed for your participation in SkiTops).
- Respond to the SkiTops survey, which is circulated after the event.
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