The key to achieve tourism distribution success is not rocket science, but it does take a bit of work. The key is to spread your distribution and risk and not put all your eggs in one basket.
A few years ago I had a client come to me who said he’d lost 45% of his business. The reason: he received 45% of his bookings from one supplier, who decided to go into competition with him.
Your online (and offline) visibility is essential so that your potential customers learn about you when they’re planning their holiday. A well thought-through distribution strategy is therefore essential.
Successful businesses spread their distribution by selling their products through:
Set specific goals of what you want to achieve and get into the habit of spending a few hours each week – preferably the same day/time - to work ON your business. You will achieve the things you set out to do and build a successful business.
If you need help with this, consider getting a coach or join one of our tourism business success programmes. (note: the next Tourism Business Success Programme starts next week on the 29th of August 2019 - register now!)
When I speak with businesses about training their staff, many struggle with the transient nature of staff in the tourism industry, especially in towns like Queenstown, Te Anau and other places where there's a large number of tourism businesses.
Recruiting quality staff is a challenge, and investing in training them can cost a lot. But what is the cost if you don't train them?
It doesn't have to be difficult, though. By having good systems in place where you can train them yourself, your business will provide the quality customer experience that you expect.
But what about your own training and development? How much time do you spend planning the next few years of your business growth, your product development, marketing trends, distribution etc?
I see time and time again that business owners or managers who invest in their own development achieve far greater results than others.
Currently, tourism growth is softening. There are many factors that can be attributed to this, from worldwide political situations to economic slowdown. So the more reason to work ON your business and plan for the next few years.
If you're interested in growing your business, then check out the new courses below. Over the last 22 years, I have worked with hundreds of tourism businesses and am most happy to have a chat to you if you have any questions about the new Tourism Success Programmes.
Registrations are now open (for April/May start) - click on the link below, or go to www.smartraining.co.nz.
With the huge amount of options people have when buying your type of product or service, it’s so important to make it really clear why they should buy from you, what value do you bring them and what is the experience going to be like?
Every now and then, ask yourself the questions below. It’s also good to involve your team in this exercise to ensure everyone is on the same page.
Here are 5 questions that will help you clarify why people should book you or buy from you:
Till next time, Marijke
Coming soon: the new Agri-tourism Success Programme and the new Tourism Business Success Programme. Click here for more info!
Upselling is adding value to a sale by either selling another product or service or a more expensive product.
Fast food outlets do this very well: “Do you want fries with that?” and you think, “why not”, and the up-sell is done!
It’s about giving customers ideas of what else they can buy. Upselling is a great way to increase revenue, yet many businesses don’t do it. Whether you are a tourism operator (sell them a full day trip instead of a half day, an extra night, a combo or a package), a retailer or a builder, there are always opportunities to up-sell.
Up-selling is relatively easy as the customer is already buying your product. All you have to do is to convince them to buy more.
There are also ways to up-sell if you are selling a product online. You might have seen on online shopping sites such as amazon.com : ‘customers that bought this product also bought that product’: ‘if you buy two or more products, you get free shipping’.
Here are 5 upselling tips:
- Identify upselling opportunities
- Offer a matching or complementary product
- Sign customers up for a loyalty programme
- Train your staff the essential up-selling skills and opportunities
- Implement the upselling strategies in your business
Till next week, Marijke
Did you know that women influence 90% of all travel decisions - and close to 90% of all consumer buying decisions as well? (the guys reading this will probably nod…)
Girls like to shop, that’s no secret. We also think differently than men and make buying decisions in different ways men do.
A few things to keep in mind when you work on your website content, social media, put together brochures or any other marketing for your business:
Is your marketing meeting these needs? Does your website provide enough detailed information? Does it encourage your customers to communicate with you? Does it say anything about the people working in the business?
If you keep women in mind in marketing your business, more will buy or book your product and your business will grow!
NOTE: registrations are now open for the 2016 Marketing for Success Programme. Click here for more info! Limited spaces!
Till next week, Marijke
Marijke Dunselman. Click here to read more about us!