Recent，At the 2017 National Travel Agency Channel Operators Annual Conference，I participated in a discussion on a topic: How to dance with 188bet sports betting app download？188bet sports betting app download’s current market value exceeds 100 billion，is the largest tourism company in China，The host asked about doing business with the largest traffic platform，Why don’t you play the 6-player game?？

I said，Do 188bet sports betting app download need to rely on the platform，How to rely on the platform，For a startup company, especially a small company，worth pondering。

3 hidden rules for working for an OTA

February this year，After removal，Some media came to ask，What is the most fundamental reason why 188bet sports betting app download and Liurenyou terminated their cooperation？My own understanding is，188bet sports betting app download is more willing to cultivate some single destinations、Unbranded travel agencies working on his platform，These travel agencies will not have any influence on him，Nor does it have Internet capabilities。

Rule 1: Only serve a single destination

Six Travel is an online travel agency that covers all destinations，The user places an order to Europe on 188bet sports betting app download，Travel with six people，Throughout the journey，They will all be immersed in the service standards of the six-person tour and the exposure of the brand，After coming back，This user wants to travel again，They will come directly to the six-person tour，Won’t go through 188bet sports betting app download again，This is the fate of the platform。

Of course，Six people traveling in the process of cooperating with 188bet sports betting app download，Is very disciplined。A customer once asked if he could pay the tour fee directly to us，We said we can’t。Even if the guest pays directly，We will also transfer it back to 188bet sports betting app download。At that time，We still care about our cooperation with 188bet sports betting app download，After all, it is a good channel to get customers for free，Since we are in a cooperative relationship，This bottom line cannot be touched，Never do this kind of thing。

But we will not refuse the guest’s second trip，Come to us directly，As a travel service provider，Guests come to your door，I can’t because he once found the six-person tour through 188bet sports betting app download，Not taking his order，188bet sports betting app download has no regulations saying that guests cannot come to you on their second trip。

Rule 2: Don’t only accept orders from high-priced customers

One more dot，Six-person tour only accepts some orders on 188bet sports betting app download，I only accept orders with high unit price，Only pick up those going to Europe and America，I only open to Europe and America，188bet sports betting app download will find out，All my rich people have been washed away by you，Rich people are the ones who contribute high profits，The highest unit price we have ever done on 188bet sports betting app download is 1.2 million，A group of guests going to South America，Played for about twenty days，He will think that there are only so many rich people for me anyway，If you wash one away, I will lose one。

And we were at that time，Achieve an income of six to seven million in a month，For 188bet sports betting app download itself，Not a small customer anymore，Although his quantity is also very large，100 million income a month，But spread it out，There are not many companies that can earn more than tens of millions a month，So he will mind too。

Rule 3: Don’t make your own brand

Since the end of last year，Six People 188bet sports betting app download has done a lot of brand advertising，Included in WeChat Moments、FM969、High-end residential area in Beijing、High-end office building、Capital Airport T3 Terminal、Airport Expressway Exit、High-end cinema waiting area and Xi’an Airport waiting hall、In Nanjing Airport waiting hall and other scenes frequented by elite users。

These different forms of advertising，Although it cannot bring orders directly，But it increases the target users’ familiarity with 6-player games，Accelerated the urge to consume among quite a few people，For 188bet sports betting app download，This is taboo。

Branding six-person tours and covering all destinations，It may make 188bet sports betting app download think that the six-person tour will become another entrance that will affect its interests，So，Won’t cooperate with us，I particularly understand its approach。

In other words，If traditional travel agency，Online travel startup company，Want to maintain a relatively stable cooperation with 188bet sports betting app download，Then avoid the previous practice of six-person tour，Being an anonymous small supplier behind the scenes，That will naturally gain more favor。

Two risks of cooperation with OTA

But we rely on OTAs like 188bet sports betting app download to survive，It’s equivalent to working for it，Still a part-time employee，Just do it if you are told，If I don’t let you do it, I’ll fire you。OTA will not cooperate with you once something happens，It will bring huge risks，There are two risks，I think it’s especially scary。

A kind of inventory risk: it turns out that many merchants supply goods on 188bet sports betting app download，In order to ensure the sales and price advantages of the year，He will prepare goods for this year based on his sales in the channel last year，For example, I bought one billion last year，Then we should prepare at least one billion in goods this year。In case the goods are just finished，188bet sports betting app download said it would not cooperate，Then your one billion inventory is difficult to digest，Because there are only a few OTAs，There are not so many Ctrips。

We have a 188bet sports betting app download agency that we are particularly familiar with，It turns out that he supplies goods to OTA，When the scale becomes larger and larger，OTA said we want to sell directly，His company died instantly，The money earned over decades was lost in one year。

Same for customized travel companies，We are not an inventory risk，It’s the human risk。originally，In order to cooperate with 188bet sports betting app download，Recruited a group of travel consultants，Dedicated to taking orders from 188bet sports betting app download。Later，188bet sports betting app download suddenly said it would not cooperate，I don’t have a better source of orders for them，They were immediately idle。

One thing we are thankful for is that after we left 188bet sports betting app download，Find a way to get direct customers，Otherwise the consequences would be disastrous。

2 suggestions for OTA suppliers

No doubt，188bet sports betting app download is a good Internet company，Bringing many changes to China’s tourism industry，Made a great contribution to society，If you don’t have 188bet sports betting app download，Everyone is still receiving the electronic itinerary sent by courier。But from a business perspective，Want to dance with OTAs like 188bet sports betting app download，I have 2 suggestions:

First，Make 188bet sports betting app download clear what your irreplaceability is？This is the prerequisite for cooperative development and self-development，Otherwise you can be replaced at any time。

Second，Diversify your business source channels，Do not rely more than 30% on OTA，When it becomes the rule maker of the game，It 188bet sports betting app download bring very big risks to your company。

Anyway，Cooperate with OTA，Embrace change，Look at problems from a dynamic perspective。China’s leisure 188bet sports betting app download market is big enough，China has a population of 1.4 billion，There are not many people with passports and many people have never been abroad，The leisure tourism market is currently close to 500 billion yuan，But very scattered。We should look further ahead。