leisure commercial john sullivan head of commercial, advantage travel centres
TRANSCRIPT
LEISURE COMMERCIAL
John Sullivan
Head of Commercial, Advantage Travel Centres
Coming up…
Commercial LandscapeKey AchievementsCurrent TradingCruise and Luxury ActivityFuture StrategySummary
Commercial landscape
ChallengingPressure to performChanging dynamicsUnpredictable consumer purchasing
Key achievements
Best-in-class commercial terms retained80% long-term partnershipsKey relationships/preferred partners Preferential payment termsAverage 30+ incentives/tacticals monthly
Performance and current tradingSummer 12
Advantage -6% versus Market -8%
Specialist Cruise 25%Long Haul 15%Air/Consolidator 6%Luxury 4%Luxury Cruise 2%Accommodation Only 1%
Performance and current trading Cosmos +36% Jet2holidays +103% Kuoni +13% Flexibletrips +64% Balkan +42% Premier +14% Funway +18% Travelcube +34% Viking +81%
Jetset +37% Travel2 +11% Wendy Wu +9% H&J +67% Hurtigruten +48% SHG +18% MSC +37% Regent SS +31%
Cruise
2011 £40k incremental earning paid to members2011 First ever Cruise Champions Conference – London2012 Cruise Champions Conference – Manchester2012 Additional Cruise Champion benefits
Luxury
Sustained growth Luxury Champions – tried & testedFirst ever Luxury Champions ConferencePartner Aspire
Future - Gateway
Integrating MORE preferred partners Specialist focus Increasing member usage
Future
Work with us and not against usService Level AgreementsLong-term partnershipsSales policy engagementCruise and Luxury
Summary
Pace of changeWinning partnerships / strategiesIt’s not all badEvolving cruise / luxuryThe future