Guy Young: The 90/10 TTC Rule

We have all heard of the 80/20 rule. 80% of a company’s revenues comes from 20% of its customers. Well, at The Travel Corporation (TTC) we have a 90/10 rule. Except for our youth brand Contiki, 90% of our business comes from travel agents; 10% direct. And, by the way, we would love to get more business for Contiki through travel agents. We just need the agency community to seize on the huge opportunity of selling this amazing youth brand that sits squarely in the millennial market – a market everyone is courting...and for good reason. The Pew Research Center found that in 2016 Millennials surpassed the Baby Boomers as the largest living generation in the United Sates. Talk about an opportunity! But back to the 90%. Travel agents have and will always be the bloodline to our organization.
TTC has successfully been in business for over 70 years and we have learned that the support of travel agents is important in growth years and even more important during challenging times. Who better to turn to than a travel agent to help a client overcome fears created by an act of terrorism. Or help a client find a much-needed holiday that can fit a tighter budget during recessionary times.

As we manage our businesses though peak and valleys we need to work with and consistently support our travel agent partners. And we will. While we enjoy an incredibly strong sales year we chose to reinvest heavily in the channel that has helped define our success. We have opened an office in New York and added 18 new sales managers. We now have 70 sales managers in the field working with our agency partners. As a prudent business, we want to grow all channels but we know and understand that no channel is more important than travel agents.

Guy Young

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