Steady Global Growth

The global travel market is growing steadily, and is expected to reach $726 Billion, by the end of 2007.  Unfortunately, most firms operating within the travel sector will discover that continued market growth will also bring more aggressive and well-heeled competitors who will erode margins and marketshare.

Margin Compression

Firms in the travel sector will find that highly educated travel buyers pose formidable challenges to sales organizations who simultaneously attempt to retain margins and grow revenues. In a misguided attempt to portray that “they too” are a “customer centric” sales organization, firms continue to invest in some CRM capabilities, mostly contact management tools, but are often
ill-prepared to address professional-buyer resistance to their core value propositions.

Carefully crafted talking points and extravagant customer entertainment practices are no longer sufficient to prevent travel buyers from switching to new travel providers who offer marginally inferior products at substantially reduced rates. Simply put, travel buyers are prepared to walk.

We’ve Operated Sales Organizations

Therfore, sales organizations operating within the travel sector will need to think more strategically about selling; requiring investment in upgraded skill sets, enhanced customer acquisition strategies and deeper value propositions that highlight smaller points of differentiation which resonate with travel buyers. Perhaps an impossible task, but one that will spell the difference between banruptcy and existence for many firms teetering on the edge of solvency.

Because we’ve tackled these difficult, and high-stakes challenges within the travel companies we’ve operated, we understand the complexities that travel operators face within their organizations and the marketplaces they serve. Our recommendations have the unique benefit of being market-tested at previous operating companies and are presented with a high degree of confidence based upon past success under similar circumstances.

Bridging the Execution Gap

What differentiates Hudson Crossing is that we won’t leave you with a lattice-work of incredibly intricate PowerPoint slides that define your new sales strategy…and leave it up to you to decipher and execute. To the contrary, we expect to roll up our sleeves and provide hands-on program management services that will translate the new sales strategy into action and ensure a positive outcome.

The result of a sound sales strategy is often found in:

• Tactics for acquiring customers faster and more profitably
• Successful strategies to retain and grow the right customers
• Processes that reduce sales cycle time and cost of sale

Contact Us

To learn how our sales services can help improve your top-line, please contact us.