Escorted touring operator Exoticca aims to double its UK trade sales year on year in recognition of growing interest among agents.
Chief growth officer Alberto Constans revealed that about 150 agents are signing up to the operator’s trade platform every month.
The Barcelona-based company, which mostly sells to the US and Canada, started selling to the UK in 2017 and launched to the trade last year, with the appointment of Neil Sealy as UK managing director.
“We’ve done a very good job spreading the word [among agents],” said Constans, who added that Sealy’s team would soon be bolstered by further members.
A trade-facing role covering the north of England is expected to be filled in January, he said, with a Scotland-based position being lined up for midway through 2025.
Currently, 70% of sales come from the direct-sell channel, but Constans said the balance could move to 50/50 in the next two years.
“This relationship is shifting on a month-by-month basis,” he said. “We believe the two channels can co-exist as long as there is price parity, but obviously customers are getting an additional level of service if they go through an agent.”
Asked how the operator intends to double trade sales next year, he pointed to the need to work with more agents, while also encouraging repeat bookings.
To incentivise the latter, a loyalty programme is to be introduced in January. Agents who make repeat bookings will gain access to higher commission levels and other benefits, Constans said.
Commission levels are already a strength, he added, describing the factor as one of the main reasons why more agents want to work with the brand.
He said further standout features include the supporting technology, which enables agents to pass quotes to customers “within minutes”, as well as the price levels.
“The value for money for customers is very distinctive,” he said. “I would say, on average, the price for any product from Exoticca is 30% lower than those of our competitors.”
Constans said he was particularly pleased with the number of agents who had expressed an interest in learning more about Exoticca during last month’s Hays Travel conference.
He said: “Agents were coming to our stand saying their colleagues had told them they had to come and speak to us. It fills us with pride.”