top of page
SH blue fade header case studies.png

Case Study
Division Pre
sident
Travel Industry

The travel industry subsidiary of a Fortune 500 company incurred operating losses for five consecutive years, prompting the company to replace its Division President.

Situation

Turnaround & Restructuring Initiatives

  • The company, with revenue of $20 million and 50,000 travel club memberships, was losing $500,000 annually.
     

  • The culture of fear and intimidation drove annual employee turnover to a staggering 315%.

  • Immediately changed the corporate culture to one of respect for all employees, allowing the rank-and-file to participate in open communications with management regarding operations.
     

  • Instituted a more aggressive bonus plan to improve online sales performance.
     

  • Negotiated more profitable contracts with key travel providers (cruise lines, airlines, hotels, and resorts).
     

  • Moved the marketing model away from mass marketing using TV advertising to generate calls toward product-specific marketing, generating a much higher rate of qualified sales leads.
     

  • Contractually partnered with America’s top travel club membership marketing company.

Results

In less than 18 months:

  • Doubled annual revenue.
     

  • Increased the number of travel club memberships fivefold.
     

  • Took net operations from a $500,000 loss to annual profits of $500,000 to $1 million.
     

  • Reduced the employee turnover rate from 315% to 15%.
     

  • Became Carnival Cruise Line’s largest agency seller of cabins in the world.

bottom of page