Strategic re-orientation of a large travel agency

Challenge

The Client is a travel agency in an important tourist town of Central Italy, managed by young talented partners with a strong entrepreneurial spirit. We are asked to assess the possibility of giving new momentum to their activity.

Intervention

We analyse the prospects for developing business and decide to steer the agency’s activity to the “b-to-b” market offering three kinds of services: incentive travel, organization of promotional events, business travel.

  • Defining a three-year business plan and marketing plan
  • Finding, selection and training of department and sales development heads.
  • Database containing prospect companies to contact.
  • Graphic tools to present the services offered.
  • Definition of rates and margins.
  • Incentive programmes for clients and department heads.
  • Result monitoring and management tools.

 

Results

In three years the agency succeeded in developing a significant client portfolio, increasing the number of clients outside the region. New offices were also opened in Northern Italy.