You've just received an intriguing fam trip invitation from a new tour operator. Their itinerary looks fantastic, the price is right, and they're clearly eager to work with agents. But that little voice in your head is asking: "Can I trust my reputation with an unproven operator?"
At Plan Fam Trips, we connect agents with both established and emerging tour operators, and we've seen firsthand how these partnerships can flourish – or flop. Let's dive into what you need to know before saying "yes" to that new operator's invitation.
The Opportunity: What's In It For You?
Fresh Perspectives in a Traditional Industry
New operators often enter the market because they've spotted a gap or have a unique vision:
- A former wildlife photographer launching specialized safari experiences
- A tech entrepreneur bringing virtual reality previews to cultural tours
- A local chef creating deep-dive culinary adventures
These fresh approaches can give you a competitive edge with clients seeking something different.
Early Partner Advantages
Being among the first agents to work with a new operator can mean:
- Priority booking access
- Higher commission rates for early supporters
- Input on itinerary development
- Direct access to company decision-makers
- Flexibility in customizing experiences
Real Example: One agent who took a chance on a new sustainable tourism operator in Costa Rica became their primary partner for the North American market within a year.
Less Competition (For Now)
While established operators might work with hundreds of agents, new ones typically start with a smaller network. This means:
- More attention to your bookings
- Faster response times
- Personalized support
- Better chances of securing peak season dates
The Reality Check: What Could Go Wrong?
Growing Pains Are Real
New operators might still be working out:
- Supplier relationships
- Local logistics
- Communication systems
- Booking processes
- Emergency protocols
Warning Sign: If the operator can't clearly explain their contingency plans for common issues like transport delays or weather disruptions, proceed with caution.
Resource Limitations
Most new operators start lean, which can mean:
- Smaller support teams
- Limited backup options
- Fewer established vendor relationships
- Tighter cash flow
The Survival Question
Let's be honest – not every new tour operator makes it long-term. Consider:
- How well-funded are they?
- Do they have industry experience?
- What's their business model?
- Are they properly insured and bonded?
Smart Ways to Evaluate the Opportunity
Before You Book
1. Research the Team
Look for:
- Previous industry experience
- Local knowledge and connections
- Professional certifications
- Industry association memberships
- Background in relevant fields (e.g., adventure sports for adventure tours)
2. Check Their Setup
Verify:
- Business registration
- Insurance coverage
- Emergency protocols
- Supplier partnerships
- Payment security systems
3. Assess the Value Proposition
Ask yourself:
- Does this fill a gap in my portfolio?
- Would my clients pay for this experience?
- Is the pricing sustainable for the operator?
- What makes their offering unique?
During Initial Contact
1. Ask the Tough Questions
- What's your contingency planning?
- How do you handle emergencies?
- What's your cancellation policy?
- Can you provide references from suppliers?
- How do you train your guides?
2. Look for Red Flags
Be cautious if you see:
- Vague answers about business operations
- Unrealistic promises
- Pressure to commit quickly
- Lack of professional documentation
- Unwillingness to provide references
Making the Most of the Opportunity
If You Decide to Go
1. Set Clear Expectations
Document:
- What's included
- Communication protocols
- Quality standards
- Feedback processes
- Future booking terms
2. Start Small
Consider:
- Booking the fam trip first
- Testing with a small group
- Starting in low season
- Choosing shorter itineraries
- Focusing on less complex experiences
3. Build the Relationship
Offer:
- Constructive feedback
- Market insights
- Client perspectives
- Marketing suggestions
- Operational tips
Creating a Win-Win Partnership
For Long-term Success
- Maintain open communication
- Document everything
- Build trust gradually
- Share success stories
- Work through challenges together
Supporting Growth
Help them develop by:
- Providing detailed feedback
- Suggesting improvements
- Sharing industry standards
- Making useful introductions
- Celebrating their successes
The Bottom Line: Should You Take the Risk?
Working with a new operator can be like finding a diamond in the rough – potentially brilliant but requiring careful evaluation. Consider:
Go For It If:
- Their unique offering fills a market gap
- The team has relevant experience
- They're properly insured and funded
- They're transparent about operations
- You can start with limited commitment
Maybe Wait If:
- Basic business documentation is missing
- They can't clearly explain their operations
- Their pricing seems unsustainable
- They lack emergency protocols
- Your gut feeling says "not yet"
Ready to Explore New Partnerships?
Remember, every established operator was once new to the industry. The key is balancing opportunity with due diligence. At Plan Fam Trips, we carefully vet all operators on our platform, but we always encourage agents to do their own research too.
Looking to connect with promising new operators or established industry leaders? Create an account on Plan Fam Trips and discover opportunities that match your business goals.
The travel industry thrives on innovation and fresh perspectives. Sometimes, taking a calculated risk with a new operator can lead to your next great partnership – just make sure you've done your homework first.
