Sell Trust, Not Tours: Winning B2B Contracts, Pricing for Profit and Building a DMC That Delivers

This episode is sponsored by Aloja AI, dynamic pricing software to earn tour operators more revenue, automatically. In student travel, the person you sell to is rarely the one who travels. It's a teacher, a group leader or another travel company, and once they trust you, they can send you every group they have for your country. Earning that trust takes a long time, and keeping it depends on what happens on the ground. Harry Alvarez co-founded Offbeat Travel, which runs student programs in the Dominican Republic, Costa Rica and Puerto Rico for other travel companies, and now sells trips directly to travelers as well. Harry's conclusion is that you're selling a relationship, and that bending on price to win or keep one has cost him money and left guests less happy. Listen to this one if you sell through partners, or if you've thought about going after school and group business. You'll come away knowing how these buyers decide, how to price for a partner versus a direct client, and when a partnership has stopped making sense. Resources: Offbeat Travel