The Sandra Leach Company Representation, PR, Marketing

Business Development


The Challenge

In 2008, we were approached by Buffalo Tours to represent them in the UK market. With awareness and passenger numbers increasing, Buffalo Tours were keen to maximise this. But stacked up against a number of strong DMC's in an arena where operators are very loyal, we knew conversion would be tough.

The Solution

Buffalo Tours required a good cross-section of partners in the UK; group series and mass market to bring in volume, but also up-market luxury FIT operators to being in higher yielding passengers. Knowing existing operators would often be very loyal, we approached a number of partners selling longhaul touring destinations, but not yet featuring Indochina, and secured a number of brochure wraps and new programme launches as a result. Without the support of a tourist board, we were involved in extensive destination training, and planned, organised and hosted a solus trade famil.

The Outcome

During our contract, we increased their UK trade partners from just three operators to fifteen regularly making quotes and bookings. Their UK business grew to the point where their turnover justified opening their own in-house UK sales office to keep up with the increased demand.