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In the world of DMCs, profitability often feels like an afterthought. We sell. We operate. We pay suppliers. And then… we check what’s left. If anything. But what if profit didn’t come last ? The Classic Formula That Doesn’t Work for DMCs Most of us were taught: Revenue – Costs = Profit In theory, it makes sense. But in a DMC, reality looks more like: Client pays €5,000 You build the trip You pay hotels, guides, transfers You adjust the program 5 times You chase a late paymen

A discovery call isn’t just a step in the sales process, it’s a moment of truth. For DMCs, it’s the best chance to understand not just where  your travelers want to go, but why , when , and how  they want to experience it. At Odys  (and Mexikoo , my own DMC), we’ve learned that successful trips, and successful sales, don’t come from pushing a destination. They come from creating a connection. That connection begins with asking the right questions . Why Discovery Calls Matter

If you’re in the travel industry, and especially if you run or work in DMC, you’ve probably felt this hesitation: “Am I being annoying if I follow up again?” We used to feel the same at Mexikoo. We hesitated. We overthought. We told ourselves, “If they’re interested, they’ll reply.” But here’s the truth: We were losing sales, not because of price or quality, but simply because we didn’t follow up.

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