p6 nov21 19/11/08 22:09 Page 6
news
ttglive.com
Hays Travel
reshuffle is
a boost for
conversions
WTM report
Lee Hayhurst.
HAYS Travel has undergone the biggest
restructure in its 28-year history, creating
KINGFISHER RACES TO SELL 25% STAKE: Kingfisher Airlines claimed it has entered divisions dedicated to product lines rather than
talks with overseas carriers including British Airways, Virgin Atlantic and Singapore routes to market.
Airlines about selling a 25% stake in the carrier. Indian law forbids foreign carriers from Instead of homeworking, high street and call
owning part of a domestic airline, but Kingfisher chairman Vijay Mallya has asked centre divisions the miniple now has specialist
authorities to relax restrictions to help secure the future of Indian aviation. The talks teams in sectors such as cruise and ski, and
were revealed as Kingfisher was reported to have narrowly avoided missing a deadline destinations such as Turkey and Spain.
to make a “significant payment” to the Airports Authority of India. Kingfisher and rival Other UK regional specialist divisions have
Indian carrier Jet Airways recently set up an alliance to help both airlines reduce costs. been created and managing director John Hays
said the early signs, three weeks after the
restructure, were encouraging.
Jet seeks code-share with BMI
He said the main problem for Hays’
homeworking division, which has 300 agents,
was conversion rates for first-time callers.
INDIAN carrier Jet Airways is in talks with BMI It would also mean passengers from the Since the specialist divisions have been
about code-sharing flights from regional airports regions could connect with Jet’s destinations in brought in, that has risen by four percentage
to its hub in Brussels. North America as well as India. points to 16%, he said.
It believes there is a big market in Indian com- “It would offer a product that is as good or The changes mean calls are directed to
munities around East Midlands and Leeds/Brad- better than transiting through Heathrow,” he said. specialist consultants and Hays hopes first-time
ford airports for travel on one ticket via Brussels, Jet said its Heathrow-Amritsar route had callers will get a better service from a specialist
rather than through Heathrow. not attracted enough premium or and become a repeat customer.
It said a deal would compensate for economy passengers, but it affirmed Hays said about 60% of sales generated by
a slowdown in traffic on Jet’s London its committed to maintaining its homeworkers was repeat business.
routes, which led to the cancellation of Heathrow-Mumbai and Heathrow- “The area we identified a problem was on
its Heathrow-Amritsar service. Delhi routes through the downturn. the first call – we were not being specialist
Jet’s European vice-president, Raja “This is not a time to be sentimen- enough,” he said.
Sagran, said a code-share would help tal,” Sagran said. “The original idea started with homeworkers,
it establish a presence outside of the “This will be a season to hunker but we have taken this product concept
south-east of England. Raja Sagran down and match capacity to demand.” throughout the whole organisation.”
The restructure means former general
managers are now budget-holding product
Overseas counsellors to ‘double sales’
managers with complete responsibility for their
sector, from advertising to fulfilment.
TRAVEL Counsellors expects business from its Steve Byrne, managing director, said the Retail general manager Jane Schumm now
overseas agents to as much as double in 2009 company was not planning expansion into runs the north-east region and has taken on
as it welcomes its 1,000th agent, who is based other markets but did expect overseas responsibility for a team of homeworkers as well
in Australia, into the company. counsellors to become a bigger part of the as the miniple’s retail estate.
The Bolton-based firm will hold its annual business. Hays said some general teams had been
conference in Marbella this weekend, with 1,300 “Overseas counsellors have been phenome- retained and the restructure had not involved
delegates expected, including 100 overseas nally successful,” he said. “We expect overseas any redundancies. He hopes to keep teams small
counsellors. business to do in excess of £50-£60m next year.” in number to around 20 or 30.
06 21.11.2008
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