Do a Little Homework Before You Arrive 

August 20, 2026

One of the easiest ways to make appointments more productive is to spend a few minutes researching the companies you’re meeting with before Travel Exchange. 

Look at their products, markets, and specialties. Think about your own travelers: 

• What experiences are they asking for? 

• What gaps exist in your current offerings? 

• Where could a new partner help you stand out? 

Walking into an appointment with a few specific questions turns a quick introduction into a meaningful business conversation. 

Be Open for the Unexpected 

Experienced NTA members often share the same piece of advice: Be open to the new and different, even if you think your customers may not want to “go there” or “do that.” A good tour operator is also a pied piper—leading your travelers to new, fresh, meaningful experiences. 

And while business appointments are an excellent way to find new partners, some of the best connections happen between appointments, during education sessions, in the hallway, or over coffee. Remember to be open to a referral from an NTA colleague, join a spontaneous conversation, or meet someone introduced by another member. 

Travel Exchange is designed to create those moments. Be open to take advantage of them. 

Focus on Fit, Not Volume 

A successful appointment isn’t measured by how many profiles you collect. It’s measured by whether the conversation with a prospective new partner reveals a genuine opportunity to work together. 

Ask about: 

• Their ideal customer. 

• Group capabilities and seasonal availability. (Are shoulder seasons a better value?) 

• What makes their experience meaningful and unique. 

• How other tour operators are using their product or exploring at their destination. 

The more you understand a potential partner, the easier it becomes to determine whether they’re the right fit for your travelers. 

The Follow-up Is Where the Relationship Begins 

After TREX, set aside time to review your notes while the conversations are still fresh. 

A simple personalized email—mentioning a specific itinerary idea, market segment, or next step—goes much further than a generic “nice to meet you” message. 

Members who consistently follow up often find that an eight-minute appointment becomes: 

• A site visit. 

• A cooperative marketing opportunity. 

• A new itinerary component. 

• A long-term business relationship.