B2B Trade Partner Setup

Overview

This golden config provides a complete B2B trade partner setup including:

• Travel Agencies & Consortia - Account hierarchy with proper record types
• Reseller Agreements - Commission terms per consortium (10%, 11%, 12% tiers)
• Commission Group Assignments - Rates for Regular products, Airfare, Non-Commissionable
• Channel Assignments - Links agreements to B2B channels
• Account Assignments - Connects agencies to consortium agreements

:::note[Prerequisite: Cruise Operator Foundation] This config requires Cruise Operator Foundation deployed first. It provides:

• Commission Groups (Regular, Airfare, Non-Commissionable)
• B2B Channels (Travel Agent - US, Travel Agent - CA) :::

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What Gets Deployed

Summary

Category	Count	Details
Consortium Accounts	6	Virtuoso, Signature, Travel Leaders, Ensemble, AAA, Compass (Host)
Agency Accounts	8	Member agencies across 7 states
Contacts	4	Advisors (including 1 IC with multi-account)
Reseller Agreements	6	One per consortium/host
Commission Group Assignments	14	Rates per agreement per product type
Channel Assignments	8	Links agreements to B2B channels
Account Assignments	8	Links agencies to agreements
Total Records	~55

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Commission Tiers

Agreements are structured in three tiers based on partnership level:

Tier	Commission Rate	Consortia
Elite	12%	Virtuoso
Preferred	11%	Signature Travel Network
Standard	10%	Travel Leaders, Ensemble, AAA, Compass (Host)

All tiers share:

• Airfare Commission: 5% (lower rate for air add-ons)
• Non-Commissionable: 0% (insurance, taxes, port fees)

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How Commission Calculation Works

graph LR
    subgraph "At Booking Time"
        A[Agency books via<br/>B2B Channel] --> B[Find Agency's<br/>Agreement]
        B --> C[Get Commission<br/>Group from Item]
        C --> D[Look up Rate from<br/>CommissionGroupAssignment]
        D --> E[Apply % to<br/>Line Item]
    end

Data Flow

graph TD
    subgraph "Account Hierarchy"
        CONS[Virtuoso<br/>Consortium Account]
        AGENCY[Element Lifestyle<br/>Agency Account]
        CONS -->|ParentId| AGENCY
    end
    
    subgraph "Agreement Structure"
        AGR[Virtuoso Elite 2026<br/>ResellerAgreement]
        CGA1[Regular: 12%<br/>CommissionGroupAssignment]
        CGA2[Airfare: 5%<br/>CommissionGroupAssignment]
        CHA[Travel Agent - US<br/>ChannelAssignment]
        AAA[Element Lifestyle<br/>AccountAssignment]
        
        AGR --> CGA1
        AGR --> CGA2
        AGR --> CHA
        AGR --> AAA
    end
    
    CONS -->|Account| AGR
    AGENCY -.->|Inherits| AAA

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Consortium Hierarchy

graph TB
    subgraph "Major Consortia"
        V[Virtuoso<br/>Elite Tier 12%] 
        S[Signature Travel Network<br/>Preferred Tier 11%]
        TL[Travel Leaders<br/>Standard Tier 10%]
        E[Ensemble<br/>Standard Tier 10%]
        AAA[AAA<br/>Standard Tier 10%]
        HOST[Compass Travel Group<br/>Host Agency 10%]
    end
    
    subgraph "Member Agencies"
        V --> EL[Element Lifestyle - CA]
        V --> TW[Travelwize - CA]
        
        S --> F[Frosch - NY]
        S --> HCT[Holiday Cruises - CO]
        
        TL --> STC[Sterling Cruises - FL]
        
        E --> ST[Sentinel Travel - IL]
        
        AAA --> AAT[AAA of Texas - TX]
    end
    
    subgraph "IC Pattern"
        WJ[Wanderlust Journeys - OR<br/>IC Own Brand] -.->|Affiliates with| HOST
    end

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Reseller Agreement Structure

Each consortium has one Reseller Agreement with:

Commission Group Assignments

Agreement	Regular Products	Airfare	Non-Commissionable
Virtuoso Elite 2026	12%	5%	0%
Signature Preferred 2026	11%	5%	0%
Travel Leaders Standard 2026	10%	5%	0%
Ensemble Standard 2026	10%	5%	0%
AAA Standard 2026	10%	5%	0%
Compass Host Agency 2026	10%	5%	0%

Channel Assignments

All agreements are linked to:

• Travel Agent - US (TAUS channel)
• Travel Agent - CA (TACA channel) - Virtuoso, Signature only

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Account Assignments

Each agency is assigned to their consortium’s agreement:

Agency	Consortium	Agreement	Effective Commission
Element Lifestyle	Virtuoso	Virtuoso Elite 2026	12%
Travelwize	Virtuoso	Virtuoso Elite 2026	12%
Frosch	Signature	Signature Preferred 2026	11%
Holiday Cruises	Signature	Signature Preferred 2026	11%
Sterling Cruises	Travel Leaders	TL Standard 2026	10%
Sentinel Travel	Ensemble	Ensemble Standard 2026	10%
AAA of Texas	AAA	AAA Standard 2026	10%
Wanderlust Journeys	Compass	Compass Host 2026	10%

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IC Advisor Pattern

Emily Carter is an independent contractor (IC) who:

• Runs her own brand: Wanderlust Journeys (Primary Account)
• Affiliates with Compass Travel Group for credentials (ACR link)

graph LR
    subgraph "Emily Carter's Setup"
        EC[Emily Carter<br/>Contact]
        WJ[Wanderlust Journeys<br/>Primary Account]
        CH[Compass Travel Group<br/>Host Agency]
        
        EC -->|AccountId<br/>IsDirect=TRUE| WJ
        EC -->|ACR Record<br/>IsDirect=FALSE| CH
    end
    
    subgraph "When Booking"
        WJ -->|AccountAssignment| AGR[Compass Host 2026<br/>Agreement]
        AGR -->|10% Commission| COMM[Commission<br/>Calculated]
    end

When Emily books through her Wanderlust Journeys account:

1. System finds Account Assignment linking to Compass agreement
2. Commission rates from Compass agreement apply
3. She earns 10% on regular products, 5% on airfare

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Prerequisites

:::caution[Required: Enable Contacts to Multiple Accounts] This config uses AccountContactRelation. You must enable this feature:

Setup → Account Settings → Allow users to relate a contact to multiple accounts → ✓ Enable

Verify with:

SELECT Id FROM AccountContactRelation LIMIT 1

:::

Before Deploying

1. ✅ Deploy Cruise Operator Foundation first
2. ✅ Enable Contacts to Multiple Accounts feature
3. ✅ Account object has Agency and Consortium record types

Verify Foundation Records

-- Commission Groups exist
SELECT Id, Name FROM KaptioTravel__Group__c 
WHERE KaptioTravel__TypeName__c = 'CommissionGroup'

-- B2B Channels exist
SELECT Id, Name FROM KaptioTravel__Channel__c 
WHERE KaptioTravel__IsB2BChannel__c = TRUE

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Deployment Order

Records are created in this sequence:

1. Consortium Accounts (6) - Parent accounts
2. Agency Accounts (8) - With ParentId references
3. Contacts (4) - Advisors with AccountId
4. ACR Records (1) - Emily Carter → Compass link
5. Reseller Agreements (6) - Linked to consortia
6. Commission Group Assignments (14) - Rates per agreement
7. Channel Assignments (8) - Link to B2B channels
8. Account Assignments (8) - Link agencies to agreements

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Post-Deployment Verification

1. Check Agreements

SELECT Name, KaptioTravel__Account__r.Name 
FROM KaptioTravel__ResellerAgreement__c

2. Check Commission Rates

SELECT KaptioTravel__ResellerAgreement__r.Name, 
       KaptioTravel__CommissionGroup__r.Name, 
       KaptioTravel__Value__c
FROM KaptioTravel__CommissionGroupAssignment__c
ORDER BY KaptioTravel__ResellerAgreement__r.Name

3. Test Commission Calculation

1. Create booking on Travel Agent - US channel
2. Select Element Lifestyle as agency
3. Add expedition package items
4. Verify 12% commission on regular items
5. Add airfare item → verify 5% commission

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Teaching Points

1. Commission Tiers

Real operators use tiered commission structures:

• Elite (12%): Luxury consortia with high sales volume
• Preferred (11%): Premium networks with strong performance
• Standard (10%): Base rate for all partners

2. Product-Level Differentiation

Not all items earn the same commission:

• Regular (10-12%): Main products - cruises, tours, accommodations
• Airfare (5%): Air add-ons have lower margins
• Non-Commissionable (0%): Insurance, taxes, port fees

3. Time-Based Validity

Account Assignments have ValidFrom and ValidTo dates:

• Enables year-over-year rate changes
• Historical bookings use agreement in effect at booking date
• Switch agencies between consortia without data loss

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Related Resources

• 🚢 Foundation: Cruise Operator Foundation - Channels & Commission Groups
• 🧭 Products: Expedition Cruise Collection - Packages with Commission Group mapping
• 📊 Outcome: Trade Partners That Sell More