SFH 4-5 Mar6 3/3/09 17:31 Page 48
knowledge luxury selling
ttglive.com
Kuoni launched a homeworking network Business for luxury in Dubai, such
of 15 “personal travel consultants” last year as the Jumeirah Beach Hotel, is
and they are already some of the biggest still there says one agent
revenue generators. Sales manager Louise
Enticknap says: “They have to be very driven
as we ask they achieve £3 million in revenue
in their second year of operation. They are
charged with seeking out their own
local leads and always come up with
creative solutions to do that.”
Simon Crockford is one of
Kuoni’s original personal
travel advisers, covering
his local market around
Coventry. His key business
driver is his networking at
the public school his daugh-
ter attends. “We have spoken about sponsor-
ing the school’s summer ball,
Christmas raffles and so on. I also go along
to corporate days at the local golf club, which
is a great way of meeting potential clients.”
Suppliers such as luxury operator ‘TAKE IT PERSONALLY’
Harlequin Holidays are also thrilled with the
business homeworkers bring them. General These three home-based agents say that showing a customer the
manager Marie-Helene Rodriguez says:
personal touch is the best way to bag and keep a luxury client for life
“Many homeworkers are now specialising in
the luxury end of the market and represent LOUISE BAGGS quieter in those sectors, business is still
a significant proportion of our overall Louise Baggs is a Personal there – recent bookings include one for
agency business. Travel Consultant with Hays £22,000 to Dubai. If you are good at what
“Many are well-travelled and have an Travel – there are just 40 you do, word spreads and I have people as
extremely loyal client base. They are spend- PTCs out of a total of 272 far away as New Zealand and Canada
ing more time understanding their clients homeworkers. recommending me. I think it’s just pure
needs and are not merely ‘booking takers’ – When Louise started with Hays, she manners to do things like sending people
they are more like travel advisers. had no client base but took over a card on special occasions.”
“Clients like the personalised approach,
luxuryfarawayholidays.co.uk from a
particularly if they live in the same area. They friend, which has served her very well. SUE SEXTON
like the fact that they can discuss their holi- “To do well in the luxury area, you must “The devil is in the detail” is
day at a time that’s convenient and private.” have excellent communications skills, be another mantra for luxury
able to listen and don’t dismiss anything homeworkers – Sue Sexton
clients suggest, there’s no such saying as from Future Travel makes
‘that can’t be done’ until you have tried sure all tickets and documen-
ttgluxury is out now!
every way to do it for them. tation are delivered to her and then pack-
“Personal touches are great ways to get ages all the paperwork up with her own
The spring issue of ttgluxury is out
today with your copy of TTG, and
you remembered and having the confidence personal stationery and notes for the
in this edition you’ll find:
and the knowledge to suggest exactly what client.
you think will best suit the client.” “And I always put two business cards in
■ How to... guide on steering a course
there so they’ve got one spare to give to
through the recession
JACK LEAF friends,” she adds, fresh from making a
■ A chance to win a place on our
ttgluxury Experience trip to Anguilla
Jack Leaf joined Travel Coun- £45,000 booking the morning before head-
■ Agent of Luxury columnist Roz sellors a year ago after many ing off on a four-week holiday to Florida.
Webster speaks her mind
years with luxury operators Based in Seaford in East Sussex, she says
■ Queensland hotel guide
and has already achieved social networking among the higher
■ How Vancouver and Whistler are
shaping up for the Olympic Games
Gold status. “Networking echelons is all about yachting, rugby and
■ A report on how luxury hotels in the
through family and friends is most impor- golf. “You won’t find the type of clients I
Caribbean are faring in the recession
tant if you want to sell luxury travel. I have in the gym. I am a keen golfer and
■ And don’t forget that
ttgluxury.com has also been
relaunched, so go there for all your luxury news and
have a lot of contacts in the world of IT most of my clients come from the golfing
sign up for your own quarterly copy of ttgluxury ! and finance and, while it is a little bit network or from referrals.”
48 06.03.2009
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