Most of GTM\u2019s clients are UK-based, from small businesses to \u201cthe bluest of blue-chip companies\u201d and come from a wide range of industry sectors, including brewing, medical, finance, oil and gas, and entertainment.<\/span>\u00a0<\/span><\/p>

GTM look to forge long-term, profitable, and mutually beneficial relationships with their clients, and while they have cultivated expertise with these industries, \u201cwe don\u2019t specialize,\u201d says Scott.<\/span>\u00a0<\/span><\/p>

\u201cWe have two questions before we take on a new client,\u201d he says.<\/span>\u00a0<\/span>\u201cFirst, to ensure that we\u2019re always doing a great job for every client, we ask ourselves, \u2018can we provide a good, value<\/span>\u2013<\/span>for<\/span>\u2013<\/span>money service for this client?\u2019<\/span>\u00a0<\/span><\/p>

Second, because diversity is important to us, we ask another question. We want to ensure we\u2019re working with clients who share many of our own aspirations on opportunity<\/span>, s<\/span>o we ask, \u2018does this client look like us?’\u201d<\/span><\/p>

23 years and counting<\/h4>

Scott says GTM has been\u00a0<\/span>working with\u00a0<\/span>Travelport<\/span>\u00a0<\/span>since<\/span>\u00a0day one \u2014\u00a0<\/span>he<\/span>\u00a0was already familiar with\u00a0<\/span>our\u00a0<\/span>GDS, \u201cand there was no reason for me to make any other decision,\u201d he says. \u201cAnd it\u2019s a decision I have been happy to stick with.\u201d<\/span><\/p>

W<\/span>e asked\u00a0<\/span>how GTM\u00a0<\/span>and the way they use technology has changed and evolved over the last 23 years.<\/span><\/p>

\u201cInitially, everything we did was completely hands-on,\u201d says Scott. \u201cBut every year we look to develop our processes and technology so the business is more streamlined.\u00a0 This has the effect of empowering our employees to use their skills and experience, instead of being hampered and hamstrung by poorly developed workflows.\u201d<\/span><\/p>

Cue\u00a0Smartpoint<\/h4>

Scott told us that, before the pandemic, their most useful product was Hotel Retail because of its comprehensive set of hotel content \u2014 but since the start of the pandemic, they\u2019ve found the\u00a0<\/span>C<\/span>OVID<\/span>-19\u00a0<\/span>Smartpoint<\/span>\u00a0Plugin \u201cinvaluable\u201d, as well as\u00a0<\/span>Smartpoint<\/span>\u00a0Assisted Ticketing.<\/span><\/p>

\u201c<\/span>Smartpoint<\/span>\u00a0is fast \u2013 which is critical,\u201d says Scott.\u00a0<\/span>\u201cIt<\/span>\u00a0has a full range of functionality<\/span>,\u00a0<\/span>which means that travel consultants can spend their time managing travel, instead of searching for functionality.\u00a0 And it\u2019s easy to work with \u2013 saving time and training resource.\u201d<\/span><\/p>

<\/p>

Using\u00a0<\/span>Smartpoint<\/span>\u00a0means GTM can closely follow every element of their workflow,\u00a0<\/span>making the most of<\/span>\u00a0each cross-sell and upsell opportunity\u00a0<\/span>\u2014 plus<\/span>, \u201cit\u2019s extremely\u00a0<\/span>easy to set up and use remotely<\/span>,\u00a0<\/span>saving IT resource time and cost,\u201d says Scott. \u201cDespite clients now having a significantly higher demand of information from each booking, every request can be met immediately, simply by using\u00a0<\/span>Smartpoint<\/span>.\u201d<\/span><\/p>

The most important feature of Hotel Retail for GTM is the display of corporate rates, which gives their consultants the opportunity to explain the rate, demonstrate cost savings, and offer alternatives when and where possible.<\/span><\/p>

\u201cHaving access to this content has given us the opportunity\u00a0<\/span>to\u00a0<\/span>increase attachment rates this year,\u201d says Scott.<\/span><\/p>