One of the best pieces of advice I can give a new travel advisor is this: don’t wait until you have a problem to introduce yourself to a tour operator.

The strongest partnerships are built over time, one conversation at a time.

If you’ve ever wondered how to build relationships with tour operators, you’ll be happy to know it doesn’t require years of experience or thousands of bookings. It starts with showing up, staying curious, and treating your supplier partners with the same professionalism you give your clients.

Originally published July 2026.

Think of Tour Operators as Part of Your Team

When you’re planning a vacation, your clients see you as their guide. Behind the scenes, you’re surrounded by people helping make that trip happen, and tour operators are a big part of that picture.

They know their destinations. They understand their products. They’ve helped thousands of travelers enjoy memorable vacations.

Getting to know those experts gives you another resource whenever you need ideas, destination knowledge, or guidance on a booking. Advisors who invest in supplier relationships often gain access to valuable training, product updates, and support that benefits both their business and their clients.

Start With a Few Trusted Partners

I know it’s tempting to sign up with every supplier you can find. There are so many wonderful companies in our industry that it’s easy to think, “I should learn all of them.”

Give yourself permission to start smaller.

Choose a handful of tour operators that fit the type of travel you enjoy selling. Spend time learning their products, attending their training sessions, and understanding where they shine. As your business grows, your supplier network will grow right along with it.

Show Up for Training Opportunities

Supplier webinars, roadshows, and destination presentations are about much more than product knowledge. They’re also opportunities to introduce yourself, ask thoughtful questions, and become a familiar face.

You don’t have to know everything before attending. In fact, that’s exactly why these events exist.

The advisors who continue learning year after year often become the people suppliers remember when new opportunities come along (hello FAMs!). Training events also help advisors stay current on new products, promotions, and destination updates. A lot of webinars even raffle off gift cards or full trips!

Get to Know Your Business Development Managers

At some point you’ll hear people talking about BDMs, or Business Development Managers. Think of them as one of your connections to the supplier.

They’re there to answer questions, provide training, share updates, and help advisors learn more about their products. Over time, you’ll probably develop relationships with several BDMs who support the destinations and suppliers you sell most often.

One quick note of encouragement—don’t feel like you need to call your BDM every week. Reach out when you have thoughtful questions, attend their presentations when you can, and say hello at industry events. Those small interactions add up over time.

Read more: How to Choose the Right Suppliers for Your Niche

Be Someone Suppliers Enjoy Working With

This one sounds simple, but it goes a long way. Reply to emails when they’re waiting for information. Submit accurate booking details. Be respectful when challenges come up. Follow the supplier’s procedures whenever possible.

Travel can be unpredictable. Flights get delayed. Weather changes. Hotels occasionally have issues.

When everyone approaches those situations with professionalism and a problem-solving mindset, it’s much easier to work together and find solutions. Strong partnerships often make communication smoother when unexpected situations arise.

Learn From Their Experience

One of my favorite things about working with suppliers is how much knowledge they have. They spend every day talking about their destinations, hotels, excursions, and traveler experiences.

If you’re planning a trip for a family with young children or a couple celebrating an anniversary, don’t hesitate to ask for recommendations. Those conversations can introduce you to ideas you may not have discovered on your own.

Every question you ask helps build your confidence for the next client.

Remember That Relationships Grow Over Time

I think sometimes we expect business relationships to happen overnight.

They usually don’t.

You might attend a webinar this month, meet a BDM at a conference later this year, and exchange a few emails while planning client vacations. Before you know it, you’ve built a trusted professional relationship simply by staying engaged.

There’s no shortcut for that, and honestly, that’s part of what makes our industry so enjoyable. Travel is a people business.

Keep Your Focus on the Client

At the end of the day, every supplier relationship should help you create better vacations for your clients.

When you know who to call with a question, understand which tour operator is the best fit for a particular trip, and stay informed about new experiences, everyone benefits.

Inside Careers on Vacation®, we spend time helping students understand how to evaluate suppliers, build professional industry relationships, and create a network that supports long-term business growth. Those relationships become more valuable with every booking and every client you serve.

Learn more with our Free Masterclass

Take your time, stay curious, and keep learning. Before long, you’ll have a group of trusted supplier partners you can count on—and that’s one of the best resources a travel advisor can have.