Hoteliers entering new markets - How to?

During management meetings, a question that may arise is this?
How can we enter this New Market?

Usually the reason maybe we saw an increase in certain market bookings directly to the resort. The next logical step is we try to enter it.
The old school manner of approaching this is attending a travel fair in that specific country or write blindly to agents you can find online.

I shall break down simpler steps if you are looking forward to as a salesperson to enter that market.

• Check the number of arrivals from this specific market.
• Check if all travelers are originating from the specific country they hold the passport. Eg: if you see more Jordan passport holders are they traveling from Jordan or are they Jordanians living in Australia.
• Check the most commonly used flight by all these passengers, are they mainly from this specific airline's Eg: Turkish airlines.
• Lastly research on who the Agent is in Jordan who holds the GSA for Turkish airlines.
• Now we can approach this agent first.

Now you know which airline they take, you know this specific agent is the GSA. The easiest way to promote is using the agent that promotes that airline so now we have common denominators.
Hence it shall we a win-win for both parties, this could be the first step in entering such a market by gaining knowledge via a specific agent.

It is not only about the tour operator selling outbound, but its also the passengers book flight and hotels hence putting you at a position of advantage.

I hope this made sense, and most importantly it was helpful.

Cheers!
Stay safe during these enduring times.

LISWITH