Test your tour operator-IQ with this simple 10 question IPW-Orlando Pop Quiz. Print out and bring your answers to thetouroperator.com booth #855 at IPW. Those answering all questions correctly will receive a prize. Correct answers will be posted in the post-ipw issue.
1. Which collateral is best to leave behind for your appointments with tour operators at IPW?
- Full printed brochure materials
- 56” flat screen TV (playing a loop video of your commercial)
- One page (front & back) summary w/ photos and captions and follow it up with a pdf
- USB Thumb drives containing all information about your product
2. What % of your ipw appointment time should ideally be spent “pitching” vs “listening”?
- 100% pitching/0% listening (they have nothing interesting to say and it’s “all about me”
- 100% listening/0% pitching (You are somewhat intimidated)
- 50%pitching/50% listening (You go first…)
- 50% listening/50% pitching (..No,You go first)
- 20% pitching/40% listening/then 40% pitching
3. If you meet with an operator who has no interest in your product, what should you do?
- Show them pictures of your children.
- Thank them for their time and end the meeting early.
- Discuss your favorite sports team to see if you have anything in common.
- Inquire about their business to determine if there might be interest at a later time
- See a therapist to discuss your rejection issues.
4. How soon should you expect to see materialized from a tour operator that you are meeting for the first time?
- 1 Month
- 1 year
- 2 years-3 years
- It depends on the sector/type of receptive operator
5. If you are meeting with a tour operator interested in your MICE product or services, which of the following should NOT be included in your presentation
- Group-friendly restaurants
- Your best, most creative VIP Itinerary for the destination
- Proximity to an Apple Store
- List of conventions and meetings that they can use for 2016-17
6. When meeting with someone already familiar with your product or destination, which of the following is most important to highlight?
- The weather
- What’s new/what’s changed in the past year that can help them make money
- What you can do for them.
- How their business is faring and what new directions they are pursuing
7. As a supplier what are the range of discount rates acceptable to international tour operators?
- 20-25% below rack rate
- 20-25% below Best Available Rate (BAR) in order to protect the receptive operators
- Rates commissionable at 20-25%
- 10% agency commission
- 30% off BAR along with an under-the-table personal kickback of 10% for their trouble.
8. You’re an hotelier and your appointment requests rates for 2015-16 season, which you do not yet have. How should you respond?
- Tell them to pick a number between 5 and 15%
- Provide them with an estimated range of % change based on most recent industry forecasts
- Compute an average of the past five years
- Show them you really care by calling your manager during the meeting
- Rock/paper/scissors—it’s so much fun.
9. An operator tells you that Euro exchange rate is making your destination/product too expensive. Should you…
- Cave in and give them whatever price they want
- Inquire as to the estimated volume levels to which they are willing to commit
- Tell them you’ll discuss with your team and get back to them with costs of value-added that they can include as a package
- Act outraged and storm out of the meeting
10. As an attraction, which of the following is least appropriate to mention during your appointments?
- Guided (or audio) tours in multiple languages
- Special event and catering capabilities
- What’s new for this year
- Last minute discount deals
- Customization possibilities and ideas
NOTE: Bring your answers to thetouroperator.com booth #855 at IPW. Those answering all questions correctly will receive a prize.\