Travelsavers Canada Team
Kathryn Mazza addresses the Travelsavers Conference
Cathie Lewis-Hardy awarding prize at RBC Reception
Alio's Michele Rauzon
Globus' Kim Clarke & Stephanie Bishop with Kathryn Mazza (centre)
At the recent Travelsavers conference in Scottsdale, Executive Vice President, Sales & Service, Kathryn Mazza-Burney told Open Jaw: “The U.S. operation runs like a machine. My focus now is Canada. I practically spend more time in Toronto than at home. Eh!”
Mazza-Burney is in Canada once a month, visiting some of the 275 members and potential accounts across the country. And, having recently opened an office in Quebec, she says she is even picking up some French during holidays at the family’s Mont Tremblant condo. Quebec-based Lydie Rauzon, Director of Business Development, is overseeing expansion in the Quebec market.
I asked Mazza-Burney whether it’s the profit opportunities that are driving the push north. "At the American Marketing Group, we have a lot of very profitable businesses," she says. "On the retail side, with Travelsavers, since we don’t charge our members any fees, it will take a while to see the results in Canada."
So why do it? Mazza-Burney responds emphatically that the family has a mad passion for the travel business. “It’s incredibly gratifying to help someone’s business grow. Plus, I see a lot of opportunity in Canada for our leisure and corporate formula.”
Canada is also sometimes used as a testing ground for Travelsavers initiatives, with an example being Travel Club, a loyalty program that offers savings and amenities to members. “Agents have the ability to present their clients with a completely customized website for Travel Club,” says Mazza-Burney. “Following at the heels of Canada’s success, we roll it out in the U.S.”
Perhaps it’s the familial atmosphere Travelsavers inspires, but there was definitely a warm and fuzzy buzz at the conference of “possibilities.”
The reality is, there are not many independent agents in Canada to go after. And those that are up for grabs are aggressively courted by several consortia.
Judging by the number of Canadian suppliers participating in the conference, Travelsavers' presence in Canada is being felt. I asked a number of them if Travelsavers delivers, and the response was unanimous that they are seeing growth. In fact, during a presentation by The Globus Family of Brands, Travelsavers Canada was recognized for delivering the highest percentage of sales growth over a 3-year period.
In a tough market, that could be worth a raised Molson Ex - or 2.
