Agent to Agent: Where Are The BDMs?

Dear Tammy:

Where are the BDMs? Isn’t there supposed to be a BDM with a property so that I can call on them and help to sell their property?

Tammy:

The BDMs seem to be AWOL don’t they? It’s becoming a common occurrence in the industry. A Business Development Manager, known as a BDM, is responsible for driving the sales and business development of resorts and hotels to ultimately increase its revenue and growth. To do that, they should be developing a relationship with the people who send them clients – us!

But get this, I don’t have any BDMs calling on me right now. None. Nada. I don’t even know if they exist for certain properties. You think maybe they are there and we can’t see them, ala the Harry Potter invisibility cloak? Nah, probably not. Sadly, travel agents who even know who their BDMs are getting frustrated with them because of a lack of response.

I have one BDM — Carlos Gonzalez from AMResorts — who goes above and beyond the norm and whoever has him is as lucky as I am, but I have no idea who my BDM is for other places.

BDMs should be out there building the business and working with us so we can work with our clients. When done correctly, it’s a great working relationship. If you do not have a relationship with your BDM, you should call the corporate company of the resort and ask them if there is a BDM in your area. All tour operators should have one. Give them some feedback. Tell them that you need the BDM to do your job and, in turn, help to sell their resort. Maybe corporate headquarters doesn’t even realize that the BDM isn’t in contact with you.

On the flip side, make sure that you are doing your part in this relationship too. Are you keeping in contact with your BDM? Are you letting them know what you need? Are you responding in a timely manner if they are keeping in contact with you? The emails and the telephone go both ways. Make sure that you’re being just as professional and responsive as you want them to be.

If a property has more than one BDM and your relationship with one isn’t going well, ask to work with the other BDM. It’s important to create a successful working relationship so that both parties can ultimately succeed. You want your clients to be happy and they want you to send your clients to them. By working together, this relationship can be a simpatico one.