Travel Counsellors to toast 20 years with record sales

TWENTY years of unbroken growth, which has seen expansion into seven countries, is set to continue this year as sales at Travel Counsellors hit £450m.

Reflecting on the 20 year milestone, founder and chairman David Speakman, a 36-year veteran of the travel industry, says creating opportunities and wealth for his colleagues has been the most rewarding aspect of his business journey.

Travel Counsellors is based in Bolton and now has 1,300 franchised, home-based agents, plus 270 staff. It has increased sales by more than 10% every year since it began, Mr Speakman said, with sales for 2014 forecast to be up 12-15% to around £450m.

Mr Speakman told TheBusinessDesk.com that Travel Counsellors despite its growth is “essentially still a family business”, one where building relationships are vital and mutual support is integral to success.

“More than money, the fact we have changed people’s lives is what gives me the most satisfaction – we have empowered people by creating the opportunity for them to have their own businesses and be in charge of their own destiny.”

While technology has revolutionised the sector, around half of all high street travel agents have closed over the last decade or so, the relationship built up by the counsellors with their clients has protected the business from turbulent market conditions.

Mr Speakman said: “The internet really empowered consumers, and in many cases took away the USP of the travel agent.

“The agent has to understand that they no longer sell the product; the differentiator for them is the value they add, and that value is trust, reassurance and validation. Trust and validation are vital – everyone knows about Trip Advisor and Google, but abuses are common – people want advice they can trust.

“I like to think our ability to adapt to change, and act always in the best interests of our customers by becoming a trusted adviser is what has stood us in good stead.”

Now based in Spain, Mr Speakman speaks daily with managing director Steve Byrne, while his son and daughter are both directors of the business.

While insisting there are no plans for any ownership changes, Mr Speakman says: “We get offers all the time, there are always people nibbling. It’s flattering and shows we are doing something right.

“We are a valuable company and I am pleased with the way we have built a community of travel counsellors.”