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Code of Business Practice</a></li> <li id="nav12794"><a href="/members-only/distribution-centre/distribution-resources/" tabindex="0" role="link">Distribution resources</a></li> </ul> </li> <li id="nav8717"><a href="/members-only/discussion-forums/" tabindex="0" role="link">Discussion Forums</a></li> <li id="nav23758"><a href="https://atec.us2.list-manage.com/subscribe?u=2acf2b63e56ea1eb387bbc318&id=09535b8101" tabindex="0" role="link">Signup to receive member updates</a></li> </ul> </li> </ul> <ul class="nav navbar-nav navbar-right"> <li><button type="button" class="btn btn-primary navbar-btn btn-member-login" data-toggle="modal" data-target="#modal" href="/member/login">member login</button></li> </ul> </div> </div> </div> <div class="jumbotron generic-banner"> <div class="container"> <h1>Distribution Best Practice Guidelines</h1> </div> </div> <div id="contentwrapper"> <div class="container" style="margin-top: 40px;"> <div id="contentarea"> <div class="row"> <div class="col-md-12 full-content"> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"> </p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><b><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Foreword</span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"> </p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">In the interests of industry success and maximising commercial opportunity for all parties, ATEC has developed a series of ‘best practice’ guidelines regarding payments and contracts.  These guidelines are intended to support and promote mutually beneficial contractual relationships and focus on a partnership approach, transparency and respect for the distribution network.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"> </p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">ATEC’s Code of Business Practice underpins these guidelines and any breaches of the Code, or activities that are outside the spirit of these guidelines should be referred to the ATEC Ethics Committee.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"> </p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">These guidelines have been developed in consultation with industry and overseen by the National Board of Directors.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"> </p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><b><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Objective</span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"> </p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><i><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">To foster positive commercial relationships via active communication, clarity and transparency</span></span></i></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-indent:0px; -webkit-text-stroke-width:0px; text-align:justify; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><i></i></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><b><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Part A: Overarching principles</span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"> </p> <table class="MsoTableGrid" style="caret-color:#000000; color:#000000; font-style:normal; font-variant-caps:normal; font-weight:400; letter-spacing:normal; orphans:auto; text-align:start; text-transform:none; white-space:normal; widows:auto; word-spacing:0px; -webkit-text-size-adjust:auto; -webkit-text-stroke-width:0px; text-decoration:none; width:623px; margin-left:-19px; border-collapse:collapse; border:none" width="624"> <tbody> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:2px solid black; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Rates & payments</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:530px; padding:0cm 7px; border-top:2px solid black; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">You should conduct your business practices in such a way that is compliant with the fair trade regulations administered by the Australian Competition and Consumer Commission</span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Respect the distribution system and its rate structures</span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Recognise that more favourable terms may be negotiated when there is a partnership approach to rates and payments</span></span></span></span></li> </ul> </td> </tr> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Partnership</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:530px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Be open, communicative and responsive</span></span></span></span></li> <li><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Explore technology and how it may help your business </span></span></span></span></li> <li><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Prefer ATEC members</span></span></span></span></li> </ul> </td> </tr> </tbody> </table> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px"> </p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><b><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Part B: Buyers</span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px"> </p> <table class="MsoTableGrid" style="caret-color:#000000; color:#000000; font-style:normal; font-variant-caps:normal; font-weight:400; letter-spacing:normal; orphans:auto; text-align:start; text-transform:none; white-space:normal; widows:auto; word-spacing:0px; -webkit-text-size-adjust:auto; -webkit-text-stroke-width:0px; text-decoration:none; width:623px; margin-left:-19px; border-collapse:collapse; border:none" width="624"> <tbody> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:2px solid black; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Payments</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:530px; padding:0cm 7px; border-top:2px solid black; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Comply with contractual terms: pay on time. <a href="https://www.atec.net.au/public/93/files/ATEC-DraftCodeOfEthics.pdf">The ATEC Membership Code of Conduct</a> stipulates that “</span></span><i><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif"><span style="color:black">If you enter into a binding contract you must perform all your obligations agreed with the other party”</span></span></span></i></span></span></li> <li><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Request / expect wholesale partners to remit payment for their clients’ travel arrangements prior to the date of travel</span></span></span></span></li> <li><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Understand that new negotiations may not extend automatic credit arrangements</span></span></span></span></li> </ul> </td> </tr> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Rates</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:530px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Respect market-specific rates</span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Respect contracted rates</span></span></span></span></li> </ul> </td> </tr> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Partnership</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:530px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Keep your seller partners informed of market trends and opportunities</span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Be transparent about where the booking is coming from to allow sellers to measure success</span></span></span></span></li> </ul> </td> </tr> </tbody> </table> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px"> </p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px; margin-left:-19px"><span style="font-size:medium"><span style="font-family:Calibri, sans-serif"><span style="caret-color:#000000"><span style="color:#000000"><span style="font-style:normal"><span style="font-variant-caps:normal"><span style="font-weight:400"><span style="letter-spacing:normal"><span style="orphans:auto"><span style="text-transform:none"><span style="white-space:normal"><span style="widows:auto"><span style="word-spacing:0px"><span style="-webkit-text-size-adjust:auto"><span style="text-decoration:none"><b><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Part C: Sellers</span></span></b></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></p> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px"> </p> <table class="MsoTableGrid" style="caret-color:#000000; color:#000000; font-style:normal; font-variant-caps:normal; font-weight:400; letter-spacing:normal; orphans:auto; text-align:start; text-transform:none; white-space:normal; widows:auto; word-spacing:0px; -webkit-text-size-adjust:auto; -webkit-text-stroke-width:0px; text-decoration:none; width:626px; margin-left:-19px; border-collapse:collapse; border:none" width="626"> <tbody> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:2px solid black; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Terms</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:531px; padding:0cm 7px; border-top:2px solid black; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Consider more flexibility with cancellation fees, consistent with the rest of the market</span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Be reasonable with booking deposits: be supportive when bookings have long lead times and try to negotiate terms relating to date of travel rather than date of booking. </span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Be mindful of external factors that complicate travel and that large deposits may be a disincentive to book</span></span></span></span></li> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Send timely invoices in an industry-accepted format to the correct person</span></span></span></span></li> </ul> </td> </tr> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Rates</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:531px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Work towards simpler rate structures to avoid over-complexity</span></span></span></span></li> </ul> </td> </tr> <tr> <td style="border-bottom:2px solid black; width:94px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:2px solid black" valign="top"> <p><span style="font-size:12pt"><span style="font-family:Calibri, sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Partnership</span></span></span></span></p> </td> <td style="border-bottom:2px solid black; width:531px; padding:0cm 7px; border-top:none; border-right:2px solid black; border-left:none" valign="top"> <ul style="list-style-type:square"> <li style="margin-right:-5px; text-align:justify"><span style="font-size:12pt"><span style="font-family:Calibri,sans-serif"><span style="font-size:10.5pt"><span style="font-family:"Calibri Light", sans-serif">Acknowledge that certain situations (particularly in crisis) can be fluid. Try to be flexible and consider each case individually where possible</span></span></span></span></li> </ul> </td> </tr> </tbody> </table> <p style="text-align:start; text-indent:0px; -webkit-text-stroke-width:0px"> </p> </div> </div> </div> </div>  </div>  <div id="footer-top"> <div class="container"> <div class="row"> <div class="col-md-12"> <div class="text"> <h1>We've been around<br /> for a while.</h1> <p>Check out our wonderful testimonials from satisfied members.</p> <a class="btn-register" href="/join-our-community/testimonials/">FIND OUT MORE</a></div> </div> </div> </div> </div>  <footer> <div class="container-fluid" id="footer-main"> <div class="container"> <div class="row"> <div class="col-md-10"> <div class="col-md-6 col-sm-6 col-xs-12 footer-info-section footer-logo"> <p>The Australian Tourism Export Council (ATEC) is the peak industry body representing Australia’s tourism export sector. 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