When entering the international marketplace, there are several things to consider and prepare for. Here’s our quick reference of Dos and Don’ts.
Many business people contend business networking is a more cost-effective method of generating new business than advertising or public relations efforts. This is because business networking is a low-cost activity that involves more personal commitment than company money.
You should expect to provide commissions, or a net rate reflecting discounts from your rack rate, when dealing with the international market. There are three links in this chain (the receptive, the overseas Tour Operator and the travel agent), and each one gets paid 10% for their efforts.
It’s very expensive for a U.S. Receptive Operator, Overseas Tour Operator or Travel Agency to put your product in their tariff or four-color brochure and to print and distribute sometimes hundreds of thousands of copies of that brochure. Therefore, the operator or agency must be able to make some money for marketing, distributing, and selling your product.
What is a U.S. Receptive Operator?
Answer: A wholesaler who contracts with both International Tour Operators and local (regional) suppliers (lodges, ranches, attractions, services) and will then act as a go-between. Here you will learn about how to work with receptive operators.
International lead follow up is key to your success. Here are a few tips to aide in your venture into international marketing.