Travel Leaders Corporate division reported that its wholly owned and Associate (franchised) locations won more than $46.6 million in new business accounts during the first quarter of 2011, up more than 48 percent over the first quarter of 2010.
Travel Leaders said that these numbers are a conservative estimate, as data is gathered through voluntary reporting of new business by both Travel Leaders Associates and Travel Leaders Corporate on a quarterly basis. Also, the numbers did not include new business accounts won by any other Travel Leaders Group divisions or members.
“Travel Leaders Corporate had a very strong first quarter. The huge spike in requests for proposals (RFP) in the 4th quarter of 2010 and 1st quarter of 2011 is translating into solid gains for the first half of this year,” stated Travel Leaders Corporate President David Holyoke. “In fact, the number of RFPs that we’ve seen in the first quarter has more than doubled that of the same time last year.”
“Small- to mid-sized business travel accounts are becoming quite lucrative for our many of our Travel Leaders Associates. We offer our Associates proprietary tools and support—as part of our Envision and Envision Plus programs—which help during all phases of the acquisition process as well as with account management and retention,” said Travel Leaders Franchise Group President, Roger E. Block. “Our Johns Creek, GA, office is a perfect example. So far, they have successfully acquired $11 million dollars in new business travel accounts in just the first quarter alone.”
“Cold calling, lead generation, and RFPs all play into the sales process,” explained Leslie Garner, managing director for the Travel Leaders location in Johns Creek, GA. “We also receive referrals from our existing clients, and our agents bring in accounts. Everyone knows someone that travels, and everyone is a salesperson whether they are ‘labeled’ a salesperson or not. In addition, we utilize most of the Travel Leaders tools, as well as some of our own tools. There’s no real secret. Know your customer and niche market, and as we say every day, ‘sell something.’”
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