NEWS CONFERENCE REPORT Continued from page 17
Simon Ferguson
Innovation: ‘Take risks but minimise potential backlash’
Viva Tours and Travel’s managing
directors Shubhang Gupta and Gaurav Jaura receive Hays IG’s outstanding contribution award from John Hays
Indie agents urged to tap into demand to buy locally
Independent agents are ideally placed to exploit increasing demand from consumers for convenience and location, Hays Travel Independence Group delegates were told.
Simon Ferguson, Travelport’s managing director for northern Europe, said studies showed people seek convenience shopping no more than 800 metres from home. He said this explains the booming convenience-store sector in the UK, with consumers prepared to pay more for good service, authenticity and locally sourced goods. “Travel consumers demand two fundamental things: experience – a desire for authenticity, and hyper-personalisation. “Independent retailers are much
better placed to deliver that than some of the bigger players. “Any sort of complexity needs
to involve the interaction of somebody along the way. “And travel itself is getting more
complex. You have the ability to adapt. It’s about the willingness to adapt. Bigger organisations just cannot do it as quickly.” Ferguson described Hays’
“Celebrate your ability to adapt, to create special cultures in your businesses”
Independence Group as like an incubator for diverse business models and said the most important thing is that agents foster their own distinct culture. “You have the power to create a
culture – a power a big organisation does not have,” he said. “You can set whatever culture you want and that
is a true competitive advantage. “You are all independent
heroes; you have declared your independence. Celebrate your ability to adapt, to create special cultures in your businesses. Therein lies the secret to success.” Ferguson cited a study by the
delivery firm Hermes that found one in five people is increasing their spend with independent retailers. He added that one-third of millennials say they are spending more with independent retailers because they value the service and quality of products.
Hays’ advice: ‘Be flexible and resilient’
Flexibility and resilience are the key characteristics of successful entrepreneurs, the founder of Hays Travel told delegates. John Hays recalled how the business nearly didn’t get off the
ground after a rival opened a store before he was able to start trading. He had to rethink his strategy to compete by discounting rather than focusing on service because the rival owned a taxi firm and was offering free airport transfers. Hays said it was important to have a culture that accepts failure
and to learn from that. “I don’t mind people making mistakes; what’s not good is making the same mistake over and over again.”
Josh Valman
Being innovative in business is more about the execution of an idea than the idea itself, young entrepreneur Josh Valman told the conference. The chief executive of RPD International, a design, development and manufacturing firm, said innovation is purely about risk. He said: “It’s about how we
make ideas happen without blowing everything up. “Risk is the primary issue whether we innovate or not.” Valman, 23, began his business as a schoolboy having taught himself how to design and build robots and get them manufactured in China. Before he had left school he
was responsible for £20 million worth of manufacturing contracts that he managed outside of school hours. He advised delegates to find
ways to test their innovations to limit potential backlash. “As small businesses, you are
in control of your data, your environment and, mostly, your humans,” Valman said. “You are better placed to adapt to these problems.” Valman said the most important thing for agents is personal relationships. “It’s about feeling that you actually cared when you sold me that holiday,” he said.
16
travelweekly.co.uk 3 November 2016
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