For many years, in the business world whoever had clients had power, but the Internet has changed the rules empowering the client instead.
There are still some who believe that their clients belong to them and continue to “extort” some or other part of the value chain, be it the outgoing agency taking advantage of the DMC, the DMC its suppliers, etc., without realizing that this strategy weakens their own position as well.
Therefore, there is only one option open to us: that of joining forces to offer the best possible experience to the power holder, that is, the client.
For instance, a German travel agency should fully understand that a DMC is going to provide a series of services that go beyond mere intermediation, such as centralizing logistics, ensuring the optimum selection of service providers and, above all, creating a working relationship based on confidence. Likewise, a DMC should know that its business essentially involves the selection of the best service providers and that, for this reason, it is in its own interest to create strategic alliances with them so as to achieve success sustainable over time.
We should not act in a blinkered and mistrustful way, since people who live in glasshouses should not throw stones. Instead, we should pool our resources and choose to do business with those companies that have no doubt about the right marketing channel to use, since only in this way will we surpass our own expectations in 2011.
Manuel Araujo is CEO of Exploramas, leader in creating corporate experiences.
Tai Chi for productive meetings
For business meetings to be productive it is necessary that the attendees are relaxed and receptive.
To this end, Exploramas organizes morning sessions of Tai Chi to get the day off to a good start. Tai Chi is also an ideal post-meeting activity so as to disconnect, relax and recharge batteries.
