Taking a Host Agencies Growth from $5M to $7M
A 12-month story of agency strategy, advisor engagement and commercial execution
$5M
Starting annual revenue
$7M
Annual revenue after 12 months
40%
Increase in reported revenue
The Challenge
A host agency supporting more than 600 travel advisors needed effective coordination across headquarters, supplier relationships and advisor activity. Opportunities included increasing bookings, keeping advisors engaged with timely offers, and resolving booking and revenue process issues that could disrupt sales.
The Approach
Headquarters strategy: Worked with agency leadership on strategy and coordinated initiatives designed to support bookings and advisor engagement.
Targeted booking offers: Created time-limited offers in which advisors could earn onboard credit (OBC) when they made eligible bookings during a defined period.
Advisor competitions: Designed and ran sales competitions that recognized advisors generating the most bookings within a set timeframe.
Field engagement: Supported the agency through field events, helping maintain advisor engagement and communicate available opportunities.
Booking support and training: Worked with advisors to resolve issues with the revenue department, including canceled bookings and booking errors. Helped correct recurring process problems and provided training to reduce avoidable mistakes.
The Results
The host agency's reported annual revenue increased from $5 million to $7 million over one year.
During this period, bookings increased, advisor participation improved, and recurring revenue-process issues were addressed. The work formed part of a broader set of factors contributing to the agency's growth; the full $2 million increase is not attributed to any single initiative.
The Business Lesson
Agency growth takes more than a promotion.
Offers and competitions can encourage booking activity, but advisors also need responsive support, clear processes and effective supplier coordination. When strategy, engagement and operational problem-solving work together, a host agency is better positioned to convert opportunities into bookings.
About Sales Compass Consulting
Sales Compass Consulting helps travel advisors, agencies and host agencies identify commercial opportunities, strengthen sales performance and build a clearer path to revenue growth.
Commercial strategy. Advisor engagement. Better execution.
Let's discuss your growth opportunity.
