TravelMole Interview: David Speakman, founder, Travel Counsellors
Travel Counsellors’ founder David Speakman believes travel agents are being attracted to his business because high street retailers can no longer satisfy their passion for travel.
The firm, which employs homeworkers who sell holidays to people at their office or home, has just been given a Queen’s Award for Enterprise, the UK’s highest honour for business.
“We attract people who have a passion for travel, who want to give good customer service and at the same time be successful,” said Mr Speakman.
“I think the High Street, with so much directional selling, has diluted that passion and many travel agents want to get back to doing a good job and being rewarded for it.
“We are getting more applications all the time.”
Bolton-based Travel Counsellors now has nearly 400 employers. Just over 200 of them are personal travel consultants and another 100 respond to calls from holidaymakers following up adverts on Teletext.
The remainder work in support services in head office, but the company does not have bricks-and-mortar travel agencies.
The firm was founded nearly ten years ago and has been profitable for three years. Last year it had a turnover of £80 million this is expected to rise to £110 million this year, despite the depressed market.
Mr Speakman said there were strict criteria for agents who want to join Travel Counsellors. They must have worked for two of the past five years in an ABTA retail agency, pass psychometric testing and convince the company that they are suited to working on their own.
Travel Counsellors are paid commission only, but Mr Speakman said the average wage was £24,000 per year – more than an equivalent post in a high street travel agent – and the most successful agent was earning £70,000 per year.
He said he was not interested in employing people who wanted a part-time hobby.
“This is a serious career move for the right person. We want people who are committed.”
Mr Speakman said the Queen’s Award gave the company the credibility it was looking for.
“Some people have turned their noses up at us because we are homeworkers, but this will make them sit up and listen,” he said. “And it makes everyone very proud.
“Our aim is to be known as the best travel agency, not the best home working company and this can help us achieve that aim.”
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