The Power of Supplier, Client Relationships

Without question, the power of relationships is the crux of what we all do in the luxury travel space.

After all, there are many avenues where clients can obtain free breakfasts, spa credits and guestroom upgrades. To prove our value, we must provide something not easily replicated.

Nothing brings that point home more than the annual Virtuoso Symposium in Vancouver where I spent a week with industry leaders, forging new supplier relationships and further cementing existing ones.

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For instance, SmartFlyer held a cocktail party at the Lord Stanley Suites On The Park, and our staff rubbed shoulders with some of our key hotel partners, including Aman Resorts and Waldorf Astoria Hotels & Resorts, which enable us to curate those perfect, magical experiences for our clients.

The Virtuoso Symposium also enabled me to network with colleagues, including Anne Morgan Scully of McCabe World Travel, a travel advisor who is always willing to help develop talent.

As Anne says, “The connectivity of the advisor with the guest is something that cannot easily be replicated.”

Connectivity can take on many forms. Liking and following your clients’ travel posts on Instagram will help illustrate that you are engaged with them. It also allows you to learn more about their travel preferences. After all, virtually no one posts what they don’t like!

SmartFlyer advisors also conduct basic Google and social media searches of new clients. The information we gather helps us to serve our customers and partners on the ground better.

For example, if Mrs. Jones loves green juice, her trip to Asia can start off on the right foot when that drink magically appears in her suite at the Peninsula Hong Kong. And if Mr. Jones is a vintage car collector, arranging to have him chauffeured about in a vintage Mercedes Benz when staying at The Beaumont in London will be one of the highlights of his trip.

There are many ways to build your network of clients. Use the ones that work best for you!

READ MORE: Meeting and Exceeding Client Expectations

What’s in a Note?  

Many SmartFlyer advisors follow up vendor meetings with handwritten notes. This type of touchpoint helps travel advisors grow relationships while also showing respect.

Similarly, our advisors send notes to hotel general managers apprising them of their clients’ needs.

These personal briefings arm GMs with the necessary information to make our guests feel special and at home the minute they arrive.