How is the 13th edition of the TourCom Business workshop shaping up?
The event has grown, of course, and is expected to bring together 180 agencies on 29 March. We had far fewer agreements 13 years ago, and logically we had fewer agencies: between 80 and 100 back then compared with 300 today. TourCom Affaires has evolved with the times, adapting to offer technological tools that didn't exist at the time. We try not to be behind the times when it comes to technology, and sometimes even ahead. Some tools are developed specifically for us, before being put on the market.
How is TourCom Affaires faring in the current climate?
Very good! We're coming off a good year in 2012, and our results have driven up the BSP France: +13% compared with 2011. We're also ahead of the market as far as SNCF is concerned. This was already the case last year.
How do you explain this positive trend, which contrasts with the prevailing view?
That's the strength of a network of independents. We can see that the big players like American Express and CWT are suffering at the moment. In lean times, they are the first to suffer the consequences, given their customer base. Key accounts can cut their travel spending more sharply. VSEs/SMIs - which account for 95% of our customer base - have already imposed restrictions, and their room for manoeuvre is more limited because few people travel. More and more SMEs are realising that they represent a small customer within these large networks, whereas with us they will be a large customer in each branch. Our network relies heavily on personalisation, knowledge and recognition of the customer, which saves time.
You recently signed a number of new agreements with an international focus...
At the end of 2012, we signed an agreement with GSM Travel Management, a high-quality global network present in 47 countries. This partnership enables us to respond to requests relayed by certain agencies to customers wishing to consolidate their foreign figures. We are going to develop this offer this year: around twenty agencies are eligible for the criteria we have put in place. We are here to serve the agencies, to optimise all their work, in terms of tools and agreements. That's what the network is all about: the strength of grouping.
How do you see 2013?
I hope I'm wrong, but I fear that this will be the most difficult year before a rebound in 2014. The leisure sector is likely to suffer more than the corporate segment, where restrictions have often already been imposed. But as far as we're concerned, I expect our business to grow this year. In fact, BSP France fell by 1.63% in January, while we rose by 10.37%.
What will be the priority this year?
Technology, always. We can't afford to fall behind. We have to keep up with market demand. Even if you're not a pioneer, you can't be more than a step behind.
What about MICE and security: two issues that are currently attracting a great deal of attention?
We are very well positioned in the MICE segment, with TourCom Réceptifs, a group of 75 specialist players, selected for their expertise and representing between 85 and 90 countries. The department was set up in 2006 and is expanding every year. As far as security issues are concerned, we use the same geolocation tool as Frequent Flyer Travel Paris, with whom we are very close.
What is your relationship with Manor?
We have a very good relationship with Manor, which is very similar to us in terms of its brand policy and the fact that most of its outlets are in the business segment. We set up an economic interest group together in 2011: Business & Tourism Travel Group (BTTG), which is a good tool for joint negotiations.
