Short answer: To choose a B2B flight supplier, compare the total cost of a ticket, not the fare alone, and check who issues the ticket, how you pay, how changes and refunds work, and whether the supplier accepts agencies from your country. Test your own routes before you commit. The 10 questions below cover everything a travel agency should ask.
This guide is for travel agency owners and OTA founders comparing flight suppliers: consolidators, B2B portals or both. Use it as a checklist in every sales call and keep the answers in writing.
Key takeaways
- Compare the full cost per ticket: fare plus service fees plus after-sale fees.
- Confirm who issues the ticket, especially if you do not have IATA accreditation.
- Check the payment model: prepaid wallet, deposit or credit.
- Ask how changes, cancellations and refunds are handled before your first booking.
- Test searches on your customers' main routes before you sign up.
Why does choosing the right flight supplier matter?
Your flight supplier decides your margin, your speed and your customers' experience after the sale. A supplier with low fares but hidden fees, slow ticketing or poor refund handling costs you money and customers. Choosing well at the start saves you from moving suppliers later, which means rebuilding processes and staff habits.
Scorecard: copy this table for each supplier you compare
| Question | Supplier A | Supplier B | Supplier C |
|---|---|---|---|
| 1. Do you accept my agency? | |||
| 2. Who issues the ticket? | |||
| 3. Full price before booking? | |||
| 4. Setup fee or subscription? | |||
| 5. Payment model and minimum? | |||
| 6. Fare rules visible? | |||
| 7. Change/refund process? | |||
| 8. Coverage on my routes? | |||
| 9. Support and records? | |||
| 10. Room to grow? |
Questions 1–3: eligibility, ticketing and price
The first three questions decide whether you can work with a supplier at all, and what a ticket really costs you. Check eligibility for your country and licence, who issues the ticket, and whether the full price, including every fee, is shown before you book.
1. Do you accept agencies from my country, and what do you need from me? Some suppliers work only in certain markets. Ask for the eligibility rules and documents in writing.
2. Who issues the ticket, and do I need IATA accreditation? If you are not IATA-accredited, the supplier must issue the ticket for you. See Can a Non-IATA Travel Agency Issue Airline Tickets?.
3. Do I see the full price, including service fees, before I book? A fare without fees is not a price. Ask for itemised fees.
Questions 4–5: fixed costs and payment
Fixed costs and payment terms decide how much cash you need before your first sale. Ask about setup fees and subscriptions, then about the payment model: prepaid wallet, fixed deposit or credit, and whether any minimum applies. These answers matter most for a new agency.
4. Is there a setup fee, subscription or monthly minimum? See How Much Does a B2B Travel Portal Cost? for a full breakdown of fee types.
5. How do I pay: prepaid, deposit or credit? Is there a minimum? A large deposit locks cash you need elsewhere. See Prepaid Wallet or Credit Line?.
Questions 6–7: fare rules and after-sale service
After-sale service is where most agencies lose margin. Confirm that fare rules are visible before booking, then ask exactly how changes, cancellations, voids and refunds are requested, how you receive the cost, and how long they usually take. A supplier that is vague here will be hard to work with later.
6. Can I see the fare rules before I book? You need baggage, change and refund conditions before you quote your customer.
7. How do I request changes, cancellations and refunds, and do I see the cost first? Ask for the process step by step. See How Flight Changes, Cancellations and Refunds Work.
Questions 8–10: coverage, support and growth
The last three questions check whether the supplier fits your routes, your daily work and your future plans. Test the routes your customers fly, ask how bookings and support requests are recorded, and find out whether you can add your own branded website or connect your own system later.
8. Can I test searches on my main routes before committing? Coverage varies by region. Run real searches for your top routes and compare results and prices.
9. Where are my bookings, tickets and payments recorded, and how do I get support? You want one place for PNRs, ticket numbers, payments and support requests, not scattered chat threads.
10. Can I grow with you: a branded website or an API? If you plan to sell online, ask about a white-label website or a flight booking API. See B2B Panel, Flight API or White-Label Website.
Red flags when choosing a flight supplier
Watch for these warning signs in sales calls and contracts:
- "Lowest fares guaranteed" with no detail on fees.
- No written fee list. If fees are not written down, they can change.
- Large non-refundable deposit before you can test anything.
- No answer on refunds. If a supplier cannot explain the process, expect problems.
- Pressure to sign quickly with limited-time offers.
- No company details. Check the supplier's legal name, address and registration.
How QuickOTA answers the 10 questions
QuickOTA is a SaaS B2B travel platform by InnoFirm Sdn. Bhd. (Kuala Lumpur, Malaysia). Travel agencies use one free panel to search, book and ticket flights, with hotels, tours, visas and group requests being added in stages.
| # | Question | QuickOTA |
|---|---|---|
| 1 | Eligibility | Agencies in any country with a registered company and a travel agency licence from their country |
| 2 | Ticketing | QuickOTA issues the ticket; no IATA accreditation needed |
| 3 | Full price | Service fees are itemised and shown before you book and in your booking details |
| 4 | Fixed costs | B2B Panel access is free; no setup fee |
| 5 | Payment | Prepaid wallet, no minimum deposit, top up online or by bank deposit; no credit |
| 6 | Fare rules | Shown before you book |
| 7 | After-sale | Request changes, cancellations and refunds from the panel; you see the quote before you accept |
| 8 | Coverage | Flight content from multiple suppliers; test your routes after you get access |
| 9 | Records and support | Bookings, tickets, wallet ledger and support tickets in one panel |
| 10 | Growth | White-label booking website (monthly plan plus optional modules) and a flight booking API, currently free for agencies with their own technical team |
FAQs
What is a B2B flight supplier?
A B2B flight supplier sells airline tickets to travel agencies at trade prices, either through an online portal, by phone or message, or through an API. The agency resells to travellers at its own price. Consolidators and B2B travel platforms are both B2B flight suppliers.
Should I use more than one flight supplier?
Many agencies do. A second supplier can help on routes where your main supplier is weaker. Keep the number small, though, because each supplier adds accounts, balances and processes to manage.
How do I compare flight suppliers fairly?
Search the same route, date and passengers on each supplier at the same time. Compare the total cost including service fees, the fare rules, and the after-sale fees. Then repeat for your three to five most common routes.
Does QuickOTA accept agencies from Africa and the Middle East?
Yes. QuickOTA works with travel agencies in any country, as long as the agency is a registered company with a valid travel agency licence from its country. See our pages for Iraq and the UAE.
Can I test QuickOTA before booking?
After your agency access is approved, you can run searches in the B2B Panel on your own routes and see fares, fare rules and service fees before you top up or book anything.
