I lately got involved in discussions about the need for consultancies and how that market suffers the first from the financial crisis. German top-consultant Roland Berger was quoted saying “You cannot push-start a car from the inside”. Which I found valuable. But it reminds me of a major shortcoming of todays managements. I have not [...]
According to IATA General Secretary Giovanni Bisignani, aviation warns of a decline in global aviation. But is that reasonable? Yes, global economy suffers. But look at the global maps and you will find a clear relation between airport and decent aviation and the size of cities. Aviation is a key motivator for business, but the [...]
In the past months, IATA secretary general Giovanni Bisignani has published one horror scenario for the airline industry after another. At the same time, I have worked with an airline that had always addressed e-Commerce as a part of the sales portfolio and in the past year increased their sales force beyond the airline’s growth [...]
As Blogs are a part of “social networking” and as I follow several blogs like the German Tourismuszukunft, I thought to share some thoughts. As usual, I do appreciate your feedback. This blog is meant to trigger thoughts and make you ask me. My statements are thoughtful, but not necessarily the only truth. Often enough, [...]
Looking at the financial crisis, many companies reconsider their sales focus. What I addressed in my ASRA-presentation this year suddenly seems to trigger. Everyone can sell cheap. So if you are in sales, you need to focus your attention on the products that need sales support. This week, I had quite a discussion about the [...]
This week I addressed the issue of General Sales Agents (GSA). In general, the GSA is a very good idea. If you cannot afford your own staff, why not share with other companies just as yours? There are two major hurdles: 1. In many cases, the GSA is considered a “second class employee”, as they [...]
Russians outnumber German visitors in Antalya. Russians invest in TUI, Air Berlin, Öger Tours and other travel companies being “unsexy” to “traditional”, “Western” investors… Oh god, the Russians are coming… Eyes on Russia… Lately (as usual: Thanks to a beautiful woman) I learn a lot about Russia. The image shown mostly on TV is misleading. [...]
This represents the core of a quite lengthy and detailed discussion. A hotel manager regretted the change from the RAC-Rate to the BAR (Best Available Rate) and compared it to Yield Management in Aviation.Three misinterpretations in one sentence… The rack-rate (off the Rack) has always been – and is – the rate, anyone “selling” a [...]
The past weeks were very difficult to me. I have been asked for expert opinion on the impact of the crude oil price explosion and potential counter measures. With my background on technical projects, there seems an expectation, that I’d support the idea of tweaking cost by reducing staff further and adding technology as the [...]
What is “CRM” all about? Mostly, it’s a hype word, used by IT-companies to sell you (their) “off the shelf”-software, forcing you to their ways to qualify a customer. Back in 2000 at ITB congress, I was asked to address ad hoc CRM taking over a slot from a noshow-speaker. My question was – and [...]
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