Workshop Meet the Agents - FCm
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Transcript of Workshop Meet the Agents - FCm
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THINK BIG, START SMALL, ACT NOW!
WorkshopMeet the Agents - FCm
Ryan Johnson
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Sales, Marketing and Revenue Conference- 29th and 30th September 2014
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Hotel Sales Results (YTD Sep ‘14)
Brand TTV VLY Room Nts VLY
£620K +91% 3811 +87%
£29.5m +69% 217,264 +77%
£41.6m +51% 378,820 +56%
Total (Global) £72m +67% 600K +65%
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Our target markets
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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
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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.
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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)
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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
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• Winning, growing & retaining more business
– Marketing & advertising– Implementing new customers– Pricing– Villages– Customer RFP though pitch process
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• Improving consultant & account management expertise– Documentation– Business reviews (CT £500k+)– 24 sales and assist– Induction & expertise– NSA
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• Simplifying our technology & improving our systems• Having comprehensive, relevant & accurate MI• Merchandising a physical & service product that
leads the TMC community
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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?
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Our Preferred Relationship
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Our Preferred Relationship
TTV YTD VLY Rm Nt YTD VLY
UK £383’837 14% 5’450 7.7%
UK £38.1m 71% 355K 67%
&
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Challenges
• Rates not loaded in the GDS• Bookings made direct by
clients/consultants• Consultants perception of the
BW brand• Location• Availability for agent rates
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Exposure Opportunities • E Newsletters • Buzz Nights• Team Leader meetings • Client Events – Golf and Client Advisory Groups• Conferences/Balls• “Speed Dating” events• Hotel Fams