42: What Do DMOs Actually Want From Vendors? (Caleb Sullivan)

In this episode of Destination Discourse, Stuart and Adam welcome long-time listener and industry friend Caleb Sullivan for a candid conversation about what makes the vendor–DMO relationship thrive—or fail. Drawing from experiences on both sides of the table, they share the right (and wrong) ways to approach business development in the tourism space, why trust and authenticity are more valuable than a hard sell, and how playing the long game often pays off. From pandemic-era Clubhouse connections to lessons learned from awkward first pitches, the trio dives into practical tips for vendors trying to break in, DMOs evaluating partners, and anyone navigating this close-knit “friendship economy.” Expect stories, straight talk, and plenty of good-natured ribbing.

What You’ll Learn in This Episode:
 • Why authenticity and listening beat a one-size-fits-all sales pitch
 • How to say “no” in a way that keeps the door open for future opportunities
 • Why vendors should focus on creating value beyond the transaction
 • The role of trust, likability, and long-term commitment in closing deals
 • Ways DMOs can give vendors a fair shot without wasting time
 • How to leverage industry events for meaningful connections

If you enjoy the show, make sure to subscribe so you never miss an episode—and share it with someone in the tourism industry who could use these insights.