TravTalk India Online Magazine
Whether as extended sales support or as generators of business and creators of brand awareness, travel agents continue to play an important role for vendors across the spectrum, whether it be hotels, or B2B agents. TRAVTALK speaks to three decision makers on why they continue to leverage this distribution channel.
Hazel Jain
Travel agents play a crucial role as key partners in driving business to hotels. Puneet Dhawan, Sr Vice President of Operations – India & South Asia, Accor, says, “Through our B2B channels and travel agent partnerships, we are able to tap into their extensive business networks in cities where our presence may be limited, allowing us to expand our reach and visibility. The travel agents also serve as invaluable allies in bringing in inbound international business to our country.”
Accor as a brand works closely with travel agent partners,
conducting roadshows and promotional events across the country and international destinations to create visibility for Accor hotels and brands. “These efforts help us showcase our properties and services, highlight our offerings, and build relationships with potential customers,” Dhawan adds.
Agents as influencers
Travel agents are also influential and can encourage and persuade the customers to make certain choices. Whether it is of choosing a specific premium or luxury hotel over another or selecting a package tour for longer travels, they have the ability and means to sway opinions of travellers. They leverage their extensive networks and relationships with local partners, tour operators, and international contacts to promote our properties and services effectively. Louis D’Souza, Director, Tamarind Global, agrees. He says, “One of the key advantages of using B2B channels and travel agents is that they have a well-established network of clients and contacts, which allows B2B enterprises to reach a larger audience and extend their consumer base. These channels also give specialized knowledge and experience in their respective sectors, providing B2B enterprises with useful insights and assistance on numerous parts of their business.”
B2B channels and travel agencies may assist clients and customers create long-term connections by delivering personalised service and support. “As a result, consumer loyalty and repeat business may rise. They can save time and money by performing numerous duties and procedures on behalf of B2B enterprises, such as organising travel arrangements, coordinating logistics, and processing payments, allowing B2B companies to focus on their core competencies,” Louis adds.
Overall, B2B channels and travel agents provide a variety of benefits to B2B enterprises, including improved reach, knowledge, relationship-building, time savings, and cost-effectiveness. As a result, it is critical for B2B organisations to continue to use these channels to promote company development and success.
Daniel D’Souza, President & Country Head – Holidays, SOTC Travel, is of the opinion that travel agents come with the strength of a strong customer base. “These are customers whom they have been liaising with for a long time – this makes our network agents/partners a very crucial part of our business. Our B2B agents contribute significantly in rapidly scaling our business by helping us expand our reach into India’s tier II, III and IV cities and taking our products and services to customers – old and new – in these cities. They understand the needs of the customer and accordingly suggest/ present them with our products,” he said.
