GLOBUS-OWNED Cosmos and Avro have become the second major clients to enroll for Steve Endacott’s new £2m telesales venture.
Endacott, formerly Carlson vice-president of e-commerce in the US, said the company would develop Globus’ direct business including calls generated from its Web site and Teletext.
“Cosmos says it is happy with its business with the trade but needs to increase its presence in the late-availability market,” he said.
Sundial has already agreed a deal with Walt Disney to provide telesales for the theme park’s new UK tour operating arm.
Endacott said the company was also targeting other small and medium-sized companies which wanted to outsource their call-centre functions.
He claimed directional selling by the major operators has left a gap in the market for a telesales company to provide distribution for smaller operators. He said directional selling and high commission rates commanded by the vertically integrated operators was “killing the smaller operators”.
Consolidation in the Teletext market with operators like Thomson swallowing up specialist companies such as Manchester Flights, Team Travel and Lincoln Travel had also exacerbated the problem, he added.
He said there is also a big market for tour operators who want to capitalise on their presence on the Internet but offer a call back service for customers rather than on-line booking.
“People use the Web as a research tool but they don’t yet want to book on the Web. However, more and more people want to book over the telephone.”
Endacott is setting up the first call centre in Manchester which will go live on December 1. A further four centres will be opened over the next five years. Each client will get a dedicated team trained in the product they are selling.
Sundial has poached staff from Manchester-based Airtours for the new venture including Go Direct general manager Lesley Fiddell. Other senior management staff are currently being recruited. Endacott is managing director and the largest shareholder in the company, which has also got investment from a number of undisclosed venture capitalists.
SUNDIAL HOLIDAYS
(Holding company Urban Web Limited)
n Offers call-centre facilities for small and medium-sized tour operators.
n First call centre set up in Manchester on December 1 with 200 staff.
n Clients to date include Walt Disney Company and Globus’ Cosmos and Avro.
n Opening hours: 8am to 9pm Monday to Friday; 9am to 6pm on Saturdays and 10am to 9.30pm on Sundays.