Workshop
Meet the Agents - FCm
Ryan Johnson
THINK BIG, START SMALL, ACT NOW!
Sales, Marketing and Revenue Conference
- 29th and 30th September 2014
Hotel Sales Results (YTD Sep ‘14)
Brand
Total (Global)
TTV
VLY
Room Nts
VLY
£620K
+91%
3811
+87%
£29.5m
+69%
217,264
+77%
£41.6m
+51%
378,820
+56%
£72m
+67%
600K
+65%
Our target markets
FCTG(UK) Footprint (YTD Sep ‘14)
Brand
Teams
132
33
59
24
6
Staff
698
145
241
131
18
Sales
-
38
68
8
5
Account
Managers
-
6
10
10
2
Our objective is for FCUK to become the market
leader in expertise lead complex travel by 2018.
We exist to remove the problems that our
customers encounter when planning, booking
and undertaking complex travel.
Travel agent to travel retailer
– Our unique service & physical product
– We want to be different and superior
– Move the conversation away from price to value
– Dominant specialists (biggest & most successful in
a few market segments)
Corporate – The Future
• Becoming travel management retailer of choice
– Data – key weapon in our arsenal
– Choice in how customers do business with us –
blended access/mobile
– Strategic advice – consultant / adding value
– Focus on the traveller – putting the traveller into
the picture
– Unique product
• Winning, growing & retaining more business
– Marketing & advertising
– Implementing new customers
– Pricing
– Villages
– Customer RFP though pitch process
• Improving consultant & account management
expertise
– Documentation
– Business reviews (CT £500k+)
– 24 sales and assist
– Induction & expertise
– NSA
• Simplifying our technology & improving our systems
• Having comprehensive, relevant & accurate MI
• Merchandising a physical & service product that
leads the TMC community
NSP
We care about delivering amazing travel
experiences.
• What does this mean to each of us?
• What impact does it have on Product?
• What does mean for our suppliers?
• What impact does it have it have on our people?
Our Preferred Relationship
Our Preferred Relationship
&
Challenges
• Rates not loaded in the GDS
• Bookings made direct by
clients/consultants
• Consultants perception of the
BW brand
• Location
• Availability for agent rates
Exposure Opportunities
•
•
•
•
•
•
•
E Newsletters
Buzz Nights
Team Leader meetings
Client Events – Golf and Client Advisory Groups
Conferences/Balls
“Speed Dating” events
Hotel Fams