Supplier A
s a way of getting in front of travel agents, suppliers make stops at high street travel
stores across the country – meeting agents face to face, sharing product updates, delivering in-store training and establishing that all-important personal connection to a company. However, the impracticality of a face-
to-face visit when home-based agents are spread all over the country means that suppliers are having to become more inventive to ensure this group of agents aren’t missing out. Now, you might be as likely to find
business development managers (BDMs) offering appointments in local coffee shops, updates via Zoom or putting on company- wide webinars to provide product training and maintain those connections. Some tour operators have even gone so
far as to hire homeworker-focused BDMs to try to tailor their approach to the specific needs of home-based agents, especially where those requirements differ from their high street or call centre-based counterparts. While suppliers are increasingly
engaging with homeworkers, some are going above and beyond to court their affections. We find out how these business relationships are sustained, even in the new world of hybrid working.
22 JULY 2024
travelweekly.co.uk
demand
Homeworkers bring in plenty of business, so what are suppliers doing to engage with these sought-after travel sellers? Katie McGonagle reports
Gold Medal has dedicated BDMs for homeworkers
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