The new head of product at Tui Group has emphasised the importance of independent agents, who can help promote the brand’s differentiated properties and holidays.
Phill Iveson has been promoted from his role as Tui UK and Ireland commercial director to succeed Tui Group director of product and purchasing Helen Caron, who left last autumn after a 24-year career with the travel giant.
Chris Logan, managing director of Tui’s Crystal Ski Holidays brand, will succeed Iveson in the commercial role.
Iveson told a Travel Weekly webcast his new team is responsible for all Tui markets, for product selection, product strategy, destination development and relationships with hoteliers and tourist boards.
“I will still be based in the UK; the UK is my biggest source market. I will still be working really closely with Neil [Swanson, managing director of Tui UK & Ireland] and his team,” he said.
“[Chris] used to head up the Tui Ireland business and has been really influential in helping me develop the Tui strategy for UK and Ireland. He has got bags of commercial experience.”
Asked who will replace Logan at Crystal, Iveson replied: “Chris will work through that and look for the best candidate, hopefully somebody within the business.”
Commenting on the peaks selling season, he noted the crucial role of agents, including independent retailers.
“We’re pleased with our position. It’s a competitive market, definitely, but we are absolutely holding our own,” he said.
“Particularly over the last week, we have seen sales really start to gather momentum.
“We’re pleased with how things are going through all distribution channels.”
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Tui names new UK & Ireland commercial director [October 2023]
He noted how the cold snap earlier in January had hit footfall in shops but added: “Those customers have absolutely returned back, and we particularly seeing strength in retail over the last week.”
Iveson echoed the recent letter that Bart Quinton Smith, UK and Ireland marketing and sales director, sent to independent agents thanking them for the rise in third-party sales.
“I have been blown away with how much we have been welcomed with open arms in terms of independent agents,” he told the webcast.
“We have done a lot to build that confidence with the agents, but they’ve also responded to that as well.”
Commenting on the strategic shift in 2023 to woo sales from independents, he said: “Trust does not happen overnight; we have really made an effort with independent agents throughout our business, it is a critical part of our growth strategy.
“We want them to have access to some of that exclusive product that they did not have before.
“We have got a great relationship, and we want to continue that.”
He highlighted how the trade sales team has grown from five to 17, enabling them to visit more than 3,000 agents and take many on fam trips, to help retailers understand Tui’s concept brands, such as Sensatori, Holiday Villages, Tui Blue and exclusive hotel partnerships with the likes of Riu and Atlantica.