In the travel industry, moving from selling directly to consumers (B2C) to working with travel agencies (B2B) is a complex shift that requires more than just opening a product catalog. Experts emphasize that B2B is a distinct profession, requiring careful preparation, reorganization, and a clear understanding of the needs of agencies. At Manaventura Tahiti, founder Jessica Sorin spent several months preparing before officially launching her B2B strategy. This included working with a tourism consultant to diversify how the company acquires customers, streamline internal processes, and train teams to focus on B2B. Sorin explains that this preparation period was crucial, taking about six months to ensure the company was ready. For companies like Catlante Catamarans, adapting to the B2B model involves simplifying product offerings. This means grouping similar boats and providing agencies with clear, usable references—such as client types, advantages, and sales arguments. The goal is to make the product easy to understand, easy to sell, and reassuring for agencies, especially in terms of after-sales support and managing complexity. At Discovery Trains, manager Laure Jacquet initially hesitated to develop B2B because train itineraries are often complex and uncertain. However, the company eventually adapted by gaining experience and refining its approach. A key aspect of B2B success is responsiveness. Travel agencies need quick responses, quotations, or solutions when issues arise. At Catlante Catamarans, internal processes were reorganized to meet this need, including being available on weekends to accommodate agency hours. Manaventura Tahiti also focused on responsiveness by hiring Maud Bocassini, a commercial development director based in Bordeaux, who has a strong network in the sector. Both companies emphasize starting with a few trusted agencies rather than trying to reach all major networks at once, allowing them to test and refine their processes before scaling up. Training is another critical element in the B2B transition. Catlante Catamarans organizes webinars and edutours to explain the specifics of catamaran cruises and provide sales arguments. Jessica Sorin highlights the importance of going beyond general destination presentations to address potential challenges. At Discovery Trains, training is also essential to help agencies understand complex train itineraries. The company plans to host a Travel Talk on October 8 to educate travel agents. Both companies recognize that training must build trust and ensure agencies can confidently offer their products. Finally, the shift to B2B also involves considering remuneration structures. Companies must determine what they can offer agencies without compromising their profitability. Laure Jacquet notes that B2C companies often struggle with this, as their margins may not account for multiple distribution layers. Discovery Trains maintains a strong B2C presence while working with agencies that can highlight its expertise. The company favors customization, allowing agencies to create their own proposals and set their prices. Ultimately, B2B success depends on a well-thought-out ecosystem that includes an adapted product, responsive teams, clear commercial rules, appropriate tools, and a sustained relationship with agencies.