Complete Guide to Sales Services in the Travel and Hospitality Sector

Silvia Sanchez
Jun 16
3 min read

Our company offers a comprehensive range of sales services, customised to meet the specific needs of both B2C and B2B strategies. We connect directly with individual travellers through OTAs (Online Travel Agencies), offering hotel bookings, flights, car rentals, and vacation packages. In the business-to-business sector, we collaborate with travel management companies and consortia to reach more extensive markets. Our specialisms lie in key segments such as MICE (Meetings, Incentives, Conferences, and Exhibitions) and SMERF (Social, Military, Educational, Religious, and Fraternal groups), representing a significant portion of the group business mix. Our Business Development Managers (BDMs) are crucial in driving growth, building partnerships, and negotiating contracts within their assigned territories.

We offer tailored B2C and B2B sales services, including OTAs for hotel, flight, and car bookings. We work with TMCs and consortia to expand reach, specializing in MICE and SMERF segments. Our Business Development Managers drive growth, partnerships, and contract negotiations in key markets.

Direct Consumer

B2C strategies refer to the direct relationship between the hospitality business and the individual consumer.

TECHNOLOGY

A web platform that increases conversion
Web platform to sync brand information across publishers
Search schema implementation and metasearch
Social (local measure, social listening, comp set)
STR Reports and metrics

ADVERTISING

Display & Search (Google, Quantcast, Sojern, Adara, etc )
Programmatic & retargeting

LIFESTYLE

Seasonal campaigns
Tourism board marketing
Luxury getaways
Product offers

DISTRIBUTION

Client group offers (couples, singles, families, LGBT)
Offer (AAA, Airlines, Trip Advisor, F&F)
Newsletters
Emil marketing, SMS
Credit cards
Airline reward opportunities

Online Partners

OTA’s are online companies where travelers can book hotels, flights, car hire, or even entire vacation packages.

TECHNOLOGY

Dynamic connectivity
ADVERTISING
Visibility booster
Newsletters
Secret deals
Bidding strategy
Overnight sales
Mobile strategies
Sponsor placement

LIFESTYLE

Genius
VIP

DISTRIBUTION

Affiliates
Bundle and net offers

Travel Companies

Travel management companies are considered “CONSORTIAS” And are groups of independent travel agencies that come together under one umbrella.

TECHNOLOGY

Connectivity and contracts
Rate parity

ADVERTISING

Family concessions
Suite incentive
Early booking bonus
SEM, SEO, programmatic
Webinars
Online directory listing with up to 3 or more photos
Highlighted strategy on printed directories
Last room availability guarantee

LIFESTYLE

Trade shows
FAM trips
DISTRIBUTION
Newsletters
Campaign
GDS(prominent GDS display with 4 GDS)
Agency

BUSSINES-TO-BUSINESS

B2B, is a model wherein a company or business deals directly with another organization to provide travel services.

TECHNOLOGY

API Integration
Rate parity

ADVERTISING

Branded specific offers and campaigns
Added value offers
Loyalty points (brand and third-party offers)
Incentive commission plan
Spotlights, hero & landing page participation
Air credit campaigns
Golf platform

LIFESTYLE

F&F Offers
Incentive commission plan
2 events a year
FAM Trips and site inspections
DISTRIBUTION
Trade show participation
Hot sale participations
Visa Infinity
B2B Social media
Brochure content &“On tour” and magazine advertorial
Travel agent (+40k agencies)

MICE

MICE is an acronym for Meetings, Incentives, Conferences, and Exhibitions.

SMERF is an acronym for Social, Military, Educational, Religious, and

Fraternal groups. The group segment on average represents a 30% - 40% mix.

TECHNOLOGY

Smart group integrations
Streaming solutions
High-tech conference spaces
Web applications (Cvent, Teneo, Social Tables)

ADVERTISING

Competitive ads, marque ads
Diamond plus, suggested ads
Four diamond listing
RFP reporting
GSO virtual events
SEM, SEO
Hashtag and social media campaigns
Streaming
Event guidebooks

LIFESTYLE

Trade shows
Meeting planner’s sites

DISTRIBUTION

Email communication
Meeting planners offer
Association and Concession
MICE campaigns
Surveys

SMERF

TECHNOLOGY

360 Meeting area videos
Conference spaces
Personalized website
Web applications (Cvent, Teneo, Social Tables)

ADVERTISING

Wedding events
Civic and professional organizations memberships
Charity events participation
Holiday celebration ads
Interest group presence
Sports team

TECHNOLOGY

Trade shows
Meeting planner’s sites
DISTRIBUTION
Email communication
Meeting planners offer
Association and Concession
MICE campaigns
Surveys

Weddings

A full-service destination wedding. From custom wedding products and program creation to lead generation, sales, and fulfillment. Services include: Real-time event availability, Hot leads and instant engagement, Event confirmation, Leads and conversions, Wedding product and services, Contracts and invoices, Payment processing, Centralized client communication Website, Licensed sales software, Training, Ongoing support.

BDM's

BDM is an acronym for Business Development Manager. A BDM is responsible for the growth of a specific territory. They work with their sales team to develop mutually beneficial proposals, negotiate contract terms, and communicate effectively with stakeholders.

SALES REPRESENTATION