Expertise

• Deep understanding of European and UK buyer requirements and what makes a DMC commercially compelling to tour operators

• Sustainability requirements, deal breakers and the evolving regulatory framework - how having sustainability embedded into product development and operations will win you the commercial edge

• Sustainability certification frameworks - Travelife and B Corp in particular

• Knowledge of the legal frameworks in which European and UK tour operators work - and what this means in practice for DMCs

• Product development aligned with European and UK market trends

• European and UK buyer expectations at trade shows such as ITB and WTM

You'll always be the expert on your destination - what I bring is the European market context to help you align with buyer demand and key requirements, build partnerships that last, and ultimately invest in tourism that benefits your local community and enriches the experience for every visitor.

Services

Market & Commercial Readiness

For small but ambitious DMCs looking to break into the B2B UK market. Topics covered include:

• Positioning and value proposition: defining your unique offer and standing out with confidence

• UK market context: trends, tour operator roles and the influence of ABTA/ATOL

• Regulatory framework and other legal requirements: from Package Travel Regulations to Public Liability Insurance

• Pricing and value: navigating margins, rates and partnerships fairly

• Buyer expectations on sustainability: certification, communication and red flags

• What makes for a successful trade show: preparation, buyer expectations and the importance of great follow-ups

Note: this service does not include representation or buyer introductions.

Sustainability Strategy & Certification Support

• Developing clear, actionable sustainability strategies that prioritise local communities and meet international standards

• Practical guidance on certification pathways including Travelife Partner/Certified and B Corp — giving you competitive edge, recognition, and compliance with tour operator requirements

Sustainable Product Development

• Combining your local expertise with European market insights from a buyer and traveller perspective (I've visited over 90 countries)

• Designing products with sustainability as the default, enhancing rather than compromising the travel experience

I run occasional cohort-based market readiness programmes, or can offer ad-hoc bespoke support, for example personalised B2B partnership strategy. Please get in touch on hello@emilydownes.travel for further info.