When I look back over my time on this planet, my career seems to fall into four clear segments – my learning period, my progression period, my time of re-evaluation and, finally, going alone.
In my final year studying maths and statistics at university, I remember going to the careers office for advice. When I was asked what I wanted to do, I said journalism, or something else that is exciting. I was then given the standard advice that they gave to everyone: “Become an accountant.”
Deciding this was not for me, I spent a fabulous few months bumming around the Greek Islands, sleeping on beaches and drinking ouzo.
When I came home, my Dad gave me much better advice – ‘get a job, any job, we’re not going to put you up for free any longer’. I then found a job with an operator called Horizon Midlands in market research, which I thought would keep me going until I found a proper job. I loved the job – the travel was for me – cheap flights, nice hotels – and the work was great too.
My next defining moment came when a tour operator called Charles Holidays went bust in 1976, and Horizon was asked by ABTA to handle the last four flights of its Malta programme.
My boss, Bruce Tanner, thought it was time I experienced the sharp end of the business, and I was on a flight to Malta the next morning. I had to persuade hoteliers who had not been paid for several weeks that they should accept the next group of guests, and that ABTA would be paying the bills.
Initially some guests were not allowed into their hotels but eventually my powers of persuasion worked, and everyone got the holiday they had booked. Many of those hoteliers are still friends to this day.
My career progressed rapidly, as I took every opportunity. I became marketing director at 27, and managing director at 33.
When I became MD of Horizon, the company was in decline and needed a change of direction. I had to cut costs, reduce staff, add new technology, set up productivity deals, and ensure holidays were competitively priced.
After three years in charge at Horizon, I felt that I wanted to own a stake in the business. As Horizon was a subsidiary of Bass at that time, this was not an option, and so, after 16 years with one company, I left to participate in a management buyout of Sol Holidays.
If everyone has one mistake in his or her life, this was mine. The firm was in a far worse state than we had been led to believe, and after eight months, we offloaded Sol to ILG, and I joined the ranks of the unemployed.
Eventually, Thomson Holidays took me on as a consultant to work on their overseas computer systems, but I soon realised I enjoy taking decisions – not recommending them.
I also realised I hated commuting and wanted to spend time with my family. I have two fantastic children and I did not want to miss being part of their growing up. For these reasons, it was important to work near my home. Then I decided to make the move and set up my own business.
Seligo was set up in 1990 with my long-time friend and ex-Horizon colleague, Rafael Melis.
Our strategy with Seligo is very customer focused and has not changed over the years – wide choice of accommodation, flexibility for the customer and excellent customer service. I thrive on good opportunities.
A good example of this was when we set up Orchid Travel, we supplied accommodation to the lucky people who had managed to get free flights through the Hoover promotion, and when we started selling attraction tickets.
We sent copies of our brochure to people who were getting free flights to Florida and New York. In the first year of the promotion, we grew from 200 customers to the US to 20,000.
Finally, throughout my time in management, I believe my greatest strength has been as a people person. The best assets in our company are our staff and I encourage people to take decisions, and take responsibility for delivering results. I provide guidance and a framework for decision-making, reward initiative, but make sure we keep the focus on profit.
1972: market research assistant for Horizon Midlands.
1974: promoted to market development manager, Horizon Midlands.
1979: promoted to marketing director, Horizon Midlands.
1984: promoted deputy managing director, Horizon Midlands.
1985: promoted to managing director of Horizon Midlands.
1988: participated in management buyout of Sol Holidays.
1989: after the sale of Sol Holidays to ILG, became a consultant, retained by Thomson Holidays.
1990: set up Seligo, an accommodation reservations company, and became chairman and managing director.
1991: set up Orchid Travel as chairman.
1995: sold Orchid Travel to Inspirations. Launched a new tour operating venture, Valigo, catering fortailor-made holidays in the USA.
1995: acquired USA flight consolidator, Valley USA, and became chairman and managing director of the company.
l Live life to the full – there are no second chances.
l Give your customers more than they expect.
l Believe you can do whatever is asked of you, and do it.
l Always speak your mind.
l Always try to understand the other person’s point of view.
l Wear sunscreen.