Building Stronger Partnerships: Lessons from Carnival Cruise Line’s Business Development Manager of the Year

In the bustling world of travel advisors, a strong relationship with supplier representatives can make the difference between just good client service and unforgettable experiences. That’s precisely why Calvin Rodriguez, Key Account Director with Carnival Cruise Line, was honored as Travel Planner International’s (TPI) 2024 Business Development Manager (BDM) of the Year aboard the Celebrity Beyond during their annual TPI Rocks event.

Calvin’s story is more than a celebration of personal achievement—it’s a masterclass in how BDMs and travel advisors can collaborate to elevate the client experience. His “always available” approach exemplifies the ideal BDM-advisor partnership, where trust, communication, and shared goals create lasting success.

Why Strong BDM Relationships Matter to Travel Advisors

As Calvin reflects, the key to his success lies in building genuine relationships with travel advisors, maintaining open lines of communication, and offering consistent support—even during off-hours. This hands-on approach has made all the difference for advisors like Effie Walthall.

Effie recalls a time when Calvin stepped in during a critical client emergency. Despite it being after hours, Calvin prioritized the issue, using his personal time to ensure the matter was resolved smoothly. This reliability, paired with Carnival’s goal of becoming the most trusted cruise line partner, highlights the impact of a supportive BDM on an advisor's ability to meet client needs.

“I've focused on building genuine relationships, taking the time to teach advisors, and maintaining consistent communication,” Calvin describes as the backbone of a BDM-advisor rapport. For travel advisors, cultivating relationships with BDMs like Calvin means having a partner who is not just a resource but an ally—someone invested in their success.

How Travel Advisors Can Leverage BDM Relationships

Advisors can take a page from Calvin’s book and Carnival’s support philosophy to strengthen their relationships with BDMs. Here are some practical tips:

1. Communicate Your Needs:

Calvin emphasizes the importance of feedback: “I maintain an open dialogue with advisors about evolving preferences. This feedback helps shape our recommendations for specific itineraries and onboard experiences.” By sharing insights about client preferences, advisors can help BDMs tailor solutions that resonate long past a single moment.

2. Build Trust Through Collaboration:

Relationships thrive when both parties are invested. Calvin states, “Building trust through reliable support strengthens our industry relationships.” This trust creates a foundation for growth, whether through regular communication or collaboration on client solutions.

3. Leverage Expertise:

Carnival’s emphasis on “fun” extends beyond onboard activities—it’s about understanding what makes each client’s experience special. Calvin’s ability to translate this philosophy into actionable steps for advisors—whether it’s recommending adventurous shore excursions or cozy onboard spaces—demonstrates the value of tapping into BDM expertise.

The Takeaway for Travel Advisors

Calvin’s recognition as BDM of the Year isn’t just a personal milestone—it’s a reminder of what’s possible when advisors and suppliers work hand-in-hand. Strong BDM relationships empower advisors to deliver exceptional client experiences, driving growth and loyalty in the process.

For advisors considering which host agency to align with or how to maximize supplier relationships, TPI’s emphasis on fostering meaningful connections between advisors and BDMs offers a compelling example of the industry’s best practices.

At the end of the day, whether it’s resolving a client issue, recommending the perfect itinerary, or simply offering a listening ear, the best BDMs—like Calvin—show up for advisors in ways that matter most.

Host Agency Support of Travel Advisor & BDM Relationships

Most Host Agencies have amazing relationships with preferred partners from cruise, tour, hotel, and other travel supplier companies. The question is: To what degree does that relationship go, and just how much does the host embrace the partnerships between BDMs and travel advisors? Travel Planners International (TPI) is 100% focused on establishing these relationships with the full intent of fostering a mutually beneficial partnership. It’s a two-way street where BDMs like Calvin from Carnival support all of the advisors, while TPI ensures their advisors have the tools, resources, and supplier contacts to run a successful business.  

If you are looking for a Host Agency that thrives in support, technology, partnerships, and people with an amazing “It” factor, visit travelplannersinternational.com or email Dave Meihoefer, Vice President of Sales & Engagement, to discuss opportunities. The choice is yours, and we’d love to see if we’re just the right match.