11-18 TTGB awards 2/12/08 15:21 Page 16
16 awards
agentcategories
Sales Team/Business Development Young Business
Team of the year Travel Professional
Winner: FCm Travel Solutions – SME Business Winner: Janina Zachopoulous-Butler,
Development Team, ‘The Sharks’ Carlson Wagonlit Travel
Sponsored by Sponsored by
Shortlisted Shortlisted
Carlson Wagonlit Travel – UK sales team Kelly Brown, Global Travel Management
Chambers Travel Management Alex Cooke, Bath Travel
Kate Davey, FCm Travel Solutions
What the judges said: this is the second time the Ashleigh Murray, FCm Travel Solutions
Sharks have scooped this award – and it’s once again Daniel Price, Travel by Appointment
well-deserved. The judges were impressed by the
team’s methodology and the process they adopted to What the judges said: our judges were impressed by
give clear measurement of performance. They liked the levels of professionalism and consistency throughout
the Sharks’ unique approach to following up on new Janina’s entry. She has a proven dedication and
customers, “The Seven Touches”! commitment to the role, and has found innovative ways
to take the business forward. The judges felt Janina was
Why this entry was a winner: Sharks are well known for a role model for her peers. They were particularly
their ability to track down prey. The Sharks at FCm are no impressed by Janina’s people skills – with both internal
less talented at finding opportunities for increasing staff and clients.
revenue. One of the team’s key innovations has been the
“Global Lead Swap” initiative. Taking a global view of Why this entry was a winner: if you were stranded in
FCm’s business, the Sharks proposed building links with Kazakhstan and it was late at night back in the UK, you
the company’s business development managers around might think you couldn’t call your TMC for help. This is
the world by encouraging them to inform the offices of where Janina comes in: she once spent the small hours
clients in their regions of the relationship between their of the morning making travel arrangements for someone
UK office and FCm UK (where one existed). in that exact predicament.
Each BDM in the UK began passing five leads a month Managing a team of eight, Janina prides herself on
to colleagues overseas, encouraging foreign BDMs to finding solutions to problems and making improvements
pass leads back to the UK. This strategy has brought in whenever possible, even inside her own office. She
considerable amounts of new business to FCm UK while devised a two-week training schedule for consultants,
increasing FCm’s global business exponentially. designed client travel forms and helped overhaul the
The Sharks are eager to maintain and improve on their accounting system to reduce bottlenecks.
high levels of performance – and FCm has helped them Carlson Wagonlit Travel has recognised Janina’s efforts
by introducing the BDM Boot Camp this year. The and put her on its “Passport to Management” course,
four-day training programme ensures all BDMs meet a gateway to senior management roles within the
certain standards. Positive results have come quickly: company. Richard Pollock, national account manager at
appointment generation and conversion increased by CWT, described Janina as “consistently professional,
37% in the three months after boot camp opened. courteous and positive in her attitude and delivery.”
ttgbusiness.com ❖ industry report 2008
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