11-18 TTGB awards 2/12/08 15:19 Page 17
awards 17
suppliercategories
Supplier Sales Manger/Business Supplier Sales Team/Business
Development Manager of the Year development Team of the Year
Winner: Kathryn Wallington, Travelport Winner: Park Plaza County Hall, London
Sponsored by Sponsored by
Shortlisted Shortlisted
Highly commended: Kate Pemberton, Radisson Highly commended: Avis
SAS Hotel, London Stansted British Airways
Chris Allison, Air New Zealand Flybe
Nick O’Farrell, Virgin Atlantic Sabre
Anna Snoep, Park Plaza County Hall Virgin Atlantic
What the judges said: Kathryn demonstrated incredible What the judges said: they were highly impressed by
ability in a challenging market place, showing how to the Park Plaza team. They felt the submission showed an
retain customers as well as grow business. The judges incredible amount of passion and innovation. The judges
were particularly impressed by her “relentlessness” noted the team’s innovative approach to marketing – in
(her words!) in chasing the Advantage business and particular developing the company’s first YouTube movie
building strong relationships with the consortium. and its first viral video game. The team also provided
Judges were also impressed by how much segment financial evidence to back up their success.
volume rose since the migration.
Why this entry was a winner: an eight-strong sales
Why this entry was a winner: Kathryn and her sales team is responsible for attracting business to the
team achieved a major success for Travelport in late 398-room four-star Park Plaza County Hall.
2007 when it was named the preferred GDS for the The team’s efforts have seen the hotel’s revenues
Advantage Focus Partnership, a group of 90 TMCs. Her exceed expectations: revenues per room at £84 were
commitment to building strong relationships between £11 more than projected, forecasted revenue for 2008
Travelport and the Advantage organisation, and her is £14.5 million – £2.5 million over budget.
demonstrations of the Galileo system won over the The team’s challenge was to attract customers to a
Advantage technology panel. new hotel (it opened in February this year) with no
Galileo GDS has seen a 39% increase in use by Focus client base. Their hard work resulted in the hotel
customers since Kathryn and her sales team impressed opening with 20 corporate accounts, 40,000 rooms
the group. Following the acquisition of Worldspan by allocated for leisure and several large conference
Galileo earlier this year, Kathryn was made responsible bookings. The hotel reached 100% occupancy on its
for integrating the two sales organisations. second night of opening.
Advantage director Norman Gage said: “Kathryn is a The team has introduced reward programmes to
‘thinking man’s thinker’ and provides solutions. She has encourage repeat business. Guests staying three times
a calm approach to things and doesn’t make mountains or more receive a 20% F&B discount voucher and VIP
out of molehills. She’s also extremely knowledgeable drinks reception invitation, while agents can earn
about her business and product.” double points for every booking made.
ttgbusiness.com ❖ industry report 2008
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