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outlay was minimal, as most of the buffet “Some suppliers are being more cautious
and drinks were sponsored by CCS. with their marketing this year, but it’s defi-
Jenny says being given the chance to chat nitely worth asking the question,” Elaine ad-
with a representative from the cruise line vises. “Most are keen if you approach them.”
made customers feel valued. Polly was able
to answer their questions, and also brought . . . OR JUST A BIT OF LUCK.
along some new Azura leaflets, hot off the Sometimes, it is simply luck that ensures
press, which impressed the clients. people are in the right place at the right time.
“I’ve got a lot of cruise experience, but Broads Travel Group had help from an
obviously Polly knows her products even expert quite by chance last week. A client
better,” says Jenny. “I probably got about came in to enquire about an Emirates flight
four leads from the day. The bookings might One client struck lucky with help from a visiting Emirates representative to Bangkok just as Emirates’ Caroline
not happen that day but it definitely works. Hughes was in store giving training.
I’m working on one of the leads right now.” will get involved. The agency has held events “The customer had heard about a special
in hotels in the past but this year is making ‘companion fare’ and wondered if he could
OPEN EVENINGS. use of its own premises instead. get one, but the fare wasn’t showing on the
For some agencies, an evening event can “We’ve already got Premier Holidays on- system,” says sales consultant Sarah Yates.
better suit their clientele. board for an America evening in March,” she “Caroline was able to get the code so I
Elaine Barnes is leisure development man- says. “We’ll have cheese and wine and do could make the sale. He’d have booked
ager for Sutton Coldfield-based Broads Travel some presentations. If clients have questions, direct if she hadn’t been there.”
Group. She says the agency has various the operator will be here to answer them.” Caroline was also able to answer the
in-store open evenings planned for 2009 at The agency hopes to split the evenings’ client’s queries about Emirates’ chauffeur
which she hopes supplier representatives expenses with its operator partners. service and about aircraft used on the route.
23.01.2009 45
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