[et_pb_section fb_built=”1″ fullwidth=”on” admin_label=”Header: Suzanne Horner” _builder_version=”4.17.6″ background_enable_image=”off” background_position=”top_center” collapsed=”on” global_colors_info=”{}”][et_pb_fullwidth_header title=”The CEO Interview” subhead=”Suzanne Horner discusses global expansion plans” admin_label=”header” _builder_version=”4.17.6″ title_line_height=”1.7em” subhead_line_height=”1.3em” background_color=”#414042″ background_image=”https:\/\/www.gdg.travel\/wp-content\/uploads\/2022\/08\/GDT-Suzanne_Horner.jpg” z_index_tablet=”500″ global_colors_info=”{}” button_one_text__hover_enabled=”on|desktop”][\/et_pb_fullwidth_header][\/et_pb_section][et_pb_section fb_built=”1″ admin_label=”content” _builder_version=”4.16″ background_color=”RGBA(0,0,0,0)” custom_padding=”||0px||false|false” collapsed=”on” global_colors_info=”{}”][et_pb_row column_structure=”3_5,2_5″ admin_label=”Intro” _builder_version=”4.16″ collapsed=”on” global_colors_info=”{}”][et_pb_column type=”3_5″ _builder_version=”4.16″ global_colors_info=”{}”][et_pb_text admin_label=”Intro” _builder_version=”4.17.6″ custom_margin=”0%||0%||true|false” custom_padding=”||||false|false” global_colors_info=”{}”]<\/p>\n
Following our acquisition of the Ventur Travel<\/a> business, Gray Dawes Group CEO, Suzanne Horner, recently sat down with Business Travel News Europe<\/a> for an in-depth interview.<\/strong><\/p>\n Suzanne reveals a few insights into our future strategy, including how Gray Dawes are now close to completing a deal that will mark our first step of global expansion!<\/strong><\/p>\n BTN Europe Editor-in-Chief, Andy Hoskins<\/a>, takes up the story…<\/strong><\/p>\n [\/et_pb_text][\/et_pb_column][et_pb_column type=”2_5″ _builder_version=”4.16″ global_colors_info=”{}”][et_pb_image src=”https:\/\/www.gdg.travel\/wp-content\/uploads\/2022\/08\/Suzanne_Horner_GRAY_DAWES_CEO.jpg” alt=”Suzanne Horner” title_text=”Suzanne_Horner_GRAY_DAWES_CEO” url_new_window=”on” align=”center” _builder_version=”4.17.6″ _module_preset=”default” module_alignment=”center” max_height=”232px” global_colors_info=”{}”][\/et_pb_image][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=”1_5,3_5,1_5″ admin_label=”centre divider” _builder_version=”4.16″ collapsed=”on” global_colors_info=”{}”][et_pb_column type=”1_5″ _builder_version=”4.16″ global_colors_info=”{}”][\/et_pb_column][et_pb_column type=”3_5″ _builder_version=”4.16″ global_colors_info=”{}”][et_pb_divider _builder_version=”4.16″ min_height=”20px” custom_margin=”45px||||false|false” global_colors_info=”{}”][\/et_pb_divider][\/et_pb_column][et_pb_column type=”1_5″ _builder_version=”4.16″ global_colors_info=”{}”][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”article part 1″ _builder_version=”4.17.6″ _module_preset=”default” collapsed=”on” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.16″ _module_preset=”default” global_colors_info=”{}”][et_pb_text admin_label=”text part 1″ _builder_version=”4.17.6″ _module_preset=”default” header_2_font_size=”20px” custom_margin=”0%||0%||true|false” global_colors_info=”{}”]<\/p>\n The Gray Dawes Group announced the acquisition of fellow UK-based travel management company Ventur this week \u2013 its 11th agency takeover to date \u2013 but the company is now turning its attention to global expansion.<\/p>\n Speaking to BTN Europe, Gray Dawes CEO Suzanne Horner said the deal should see its annual turnover rise to \u00a3250 million. \u201cTransaction volumes aren\u2019t back to 2019 levels but turnover is,\u201d said Horner. \u201cThat\u2019s driven by higher prices, with average ticket value up around 20 per cent.\u201d<\/p>\n But, she added: \u201cSize will not be so important to us \u2013 it\u2019ll be more about the global picture.\u201d<\/p>\n<\/blockquote>\n The TMC has resigned from its membership of Radius \u2013 the network of more than 130 independent agencies worldwide, and the largest network in Europe \u2013 and \u201cthe plan now is to build our own global platform,\u201d said Horner.<\/p>\n Those plans are well advanced. The company has signed heads of terms with an agency in Australia that is \u201cslightly bigger than Ventur, has a great reputation, and it will give us a great foothold there\u201d.<\/p>\n Horner continued: \u201cWe\u2019re also having strong conversations in North America and Asia. We\u2019re hoping to be in the US by the end of the year and then very quickly bring in Asia.<\/p>\n \u201cOur clients increasingly want global solutions, even the smaller ones. They\u2019re taking us on the journey. We have a dozen clients who would work with us in the US right away.\u201d<\/p>\n<\/blockquote>\n The TMC\u2019s out-of-hours service is already resourced in Australia, \u201cso with the addition of something in the US we\u2019d have a follow-the-sun set up\u201d.<\/p>\n \u201cWe\u2019ve been very successful picking up businesses in the UK and integrating them. We know how to do that well. Now we\u2019re going to do that overseas,\u201d said Horner. Gray Dawes\u2019 preference is for wholly owned businesses overseas but it will consider share of ownership.<\/p>\n<\/blockquote>\n Gray Dawes is owned by the wealthy Inchcape family whose assets includes the Glenapp Estate in Scotland, property and a stocks and shares portfolio. \u201cWe used to be the smallest cog in the wheel when I started at Gray Dawes but now we\u2019re the biggest,\u201d said Horner.<\/p>\n [\/et_pb_text][et_pb_divider show_divider=”off” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”][\/et_pb_divider][et_pb_cta admin_label=”callout” _builder_version=”4.17.6″ _module_preset=”default” module_alignment=”center” custom_margin=”20px||||false|false” custom_padding=”0px||||false|false” global_colors_info=”{}”]<\/p>\n <\/p>\n [\/et_pb_cta][et_pb_text admin_label=”text part 2″ _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n She did not rule out further acquisitions in the UK, explaining that becoming a \u201ctop 10, top 12 TMC\u201d and retaining its independence are the priorities. It was ranked 13th<\/b><\/span><\/a> largest TMC in the UK<\/b><\/span><\/a> in Europe\u2019s Leading TMCs 2022.<\/p>\n \u201cSports, events and leisure is interesting. We\u2019ll never say no to another TMC acquisition but if a leisure opportunity came up we\u2019d definitely look at it,\u201d said Horner. \u201cBut what we can\u2019t do is get side-tracked. The focus now is our global proposition. Our efforts are concentrated there.\u201d<\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=”1_2,1_2″ admin_label=”article part 2 (leisure)” _builder_version=”4.17.6″ _module_preset=”default” collapsed=”on” global_colors_info=”{}”][et_pb_column type=”1_2″ _builder_version=”4.16″ _module_preset=”default” global_colors_info=”{}”][et_pb_text admin_label=”text part 2″ _builder_version=”4.17.6″ _module_preset=”default” custom_margin=”0%||0%||true|false” global_colors_info=”{}”]<\/p>\n With the acquisition of Ventur, Gray Dawes is also inheriting a high street travel agency in Harrogate – Ventur Luxury<\/a>. It is the only part of the company which will retain the Ventur name \u2013 the brand will be retired for corporate customers in the next four to six weeks.<\/p>\n \u201cWe\u2019ll take the Gray Dawes leisure travel and put it in there,\u201d said Horner. \u201cIt\u2019s our ambition to grow the leisure business, probably through an independent consultant model. I don\u2019t see us opening more high street agencies.\u201d<\/p>\n<\/blockquote>\n Gray Dawes\u2019 leisure business currently accounts for three to four per cent of the group\u2019s revenue, a figure that, with the addition of Ventur, will be at most eight per cent. \u201cIt would be good to grow that to \u00a325 million \u2013 10 per cent of the overall business. The peaks and troughs of leisure travel will complement business travel nicely,\u201d explained Horner.<\/p>\n [\/et_pb_text][\/et_pb_column][et_pb_column type=”1_2″ _builder_version=”4.16″ _module_preset=”default” global_colors_info=”{}”][et_pb_image src=”https:\/\/www.gdg.travel\/wp-content\/uploads\/2022\/08\/Ventur-office.jpg” alt=”Ventur Harrogate office” title_text=”Ventur-office” url=”https:\/\/ventur.luxury” url_new_window=”on” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”][\/et_pb_image][et_pb_divider _builder_version=”4.17.6″ _module_preset=”default” show_divider=”off” hover_enabled=”0″ sticky_enabled=”0″][\/et_pb_divider][et_pb_button button_url=”https:\/\/ventur.luxury” url_new_window=”on” button_text=”visit Ventur Luxury” _builder_version=”4.17.6″ _module_preset=”default” hover_enabled=”0″ global_colors_info=”{}” button_alignment=”center” sticky_enabled=”0″][\/et_pb_button][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”article part 3″ _builder_version=”4.17.6″ _module_preset=”default” collapsed=”on” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.16″ _module_preset=”default” global_colors_info=”{}”][et_pb_text admin_label=”text part 3″ _builder_version=”4.17.6″ _module_preset=”default” custom_margin=”0%||0%||true|false” global_colors_info=”{}”]<\/p>\n The acquisition, the value of which was not disclosed, was completed relatively swiftly. \u201cWe quite quickly got a deal together once we heard [they were interested in selling], and we were working on it for only a couple of months. It\u2019s an asset purchase,\u201d said Horner. \u201cThe price was great for both parties. Both parties are happy with the deal \u2013 you don\u2019t want anyone disgruntled.\u201d<\/p>\n The family that owned Ventur has a significant property portfolio and wanted to find a new home for its travel business, said Horner, who drew parallels between the two TMCs. \u201cVentur is relatively small, as we used to be, and it was family-owned with a great reputation, great customer service and really loyal staff. A lot of similarities.\u201d<\/p>\n Ventur staff have all been transitioned to the Atriis desktop and \u201care really loving that,\u201d said Horner, as they move from a GDS-based environment. \u201cThey don\u2019t need to search multiple sources of content anymore \u2013 that\u2019s our responsibility, delivering the content \u2013 plus invoicing is automated, profiles are there…\u201d<\/p>\n Customers, meanwhile, will see \u201cbetter quality of content, more efficient processes and greater buying power. They\u2019ll have a different experience but we\u2019ll take it slowly with them\u201d.<\/p>\n <\/p>\n All permanent Ventur staff have been retained by Gray Dawes and all their benefits protected, said Horner. \u201cOur number one priority is getting staff settled and making sure they\u2019re happy. The last thing you want is people leaving after an acquisition.\u201d<\/p>\n The need to retain employees is even more pertinent in the current landscape of staff shortages across the travel industry, and notably among travel management companies. Asked how Gray Dawes is faring in this regard, Horner said the company is \u201crecruiting, but not in a frenzy\u201d.<\/p>\n \u201cWe made redundancies right at the beginning [of the pandemic] \u2013 about 17 per cent [of staff] by August 2020. But when everyone made more redundancies the following year we chose not to. The costs involved in making people redundant and then recruiting later on\u2026 realistically the best thing to do was to keep staff on furlough and take the salary hit. But then of course the extension of furlough was great for us in that situation \u2013 it removed six months of costs for us.\u201d<\/p>\n<\/blockquote>\n The acquisition of Ventur, with its offices in Edinburgh and Leeds, gives Gray Dawes \u201cthe opportunity to recruit in Scotland\u201d and reestablishes its presence in Yorkshire having closed its own office there at the start of the pandemic.<\/p>\n In the future, with a footprint in more destinations, the company intends to give staff the opportunity to go and work in another of its locations for a year. \u201cThe pandemic has taught us a lot and quality of life is one of the most important lessons,\u201d said Horner.<\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”full divider” _builder_version=”4.17.6″ collapsed=”on” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.16″ global_colors_info=”{}”][et_pb_divider _builder_version=”4.16″ min_height=”20px” custom_margin=”45px||||false|false” global_colors_info=”{}”][\/et_pb_divider][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ admin_label=”back button” _builder_version=”4.16″ custom_padding=”30px|0px|75px|0px|false|false” border_color_all=”rgba(255,186,96,0.6)” border_width_right=”8vw” border_color_right=”#5b8cb1″ collapsed=”on” global_colors_info=”{}”][et_pb_row column_structure=”2_5,3_5″ admin_label=”CTA” _builder_version=”4.14.2″ custom_margin=”2px|auto||auto|false|false” custom_padding=”40px|0px|40px|0px|true|false” use_custom_width=”on” global_module=”8310″ collapsed=”off” global_colors_info=”{}”][et_pb_column type=”2_5″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_image src=”https:\/\/www.gdg.travel\/wp-content\/uploads\/2020\/06\/Traveller-Toolkit-Original-Image.jpg” url=”https:\/\/www.gdg.travel\/toolkit\/” _builder_version=”4.16″ global_colors_info=”{}”][\/et_pb_image][et_pb_button button_url=”http:\/\/gdg.travel\/toolkit” button_text=”visit the TRAVELLER TOOLKIT” button_alignment=”center” admin_label=”button: Traveller Toolkit” _builder_version=”4.16″ button_icon=”%%126%%” button_icon_color=”#ffffff” animation_style=”none” global_colors_info=”{}”][\/et_pb_button][\/et_pb_column][et_pb_column type=”3_5″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text admin_label=”text CTA” _builder_version=”4.16″ custom_margin=”0%||0%||true|false” global_colors_info=”{}”]<\/p>\n To help you navigate the changes of business travel, we\u2019ve created the brand-new Traveller Toolkit<\/strong><\/a>. This invaluable online resource is packed full of easy-to-use guides and checklists for every stage of every journey. We detail exactly what you need to know and do before, during and after your trip in a post-pandemic, post Brexit world.<\/p>\n You can even check the travel restrictions and health status of your destination with our comprehensive COVID-19 Country Tracker, updated five times daily to ensure you have the very latest information to help keep you and your travellers safe.<\/p>\n Travel is changing. With common sense and a good TMC behind you, travellers can have the confidence to once again take to the skies. It\u2019ll soon be back business<\/em> as (un)usual.<\/p>\n [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row admin_label=”back button” _builder_version=”4.16″ custom_padding=”55px|0px|55px|0px|true|false” use_custom_width=”on” collapsed=”on” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_divider _builder_version=”4.16″ global_colors_info=”{}”][\/et_pb_divider][et_pb_button button_url=”\/back-to-business\/” button_text=”back to blog” button_alignment=”center” admin_label=”button: back to business… travel” _builder_version=”4.16″ button_icon=”%%23%%” button_icon_color=”#ffffff” button_icon_placement=”left” global_colors_info=”{}”][\/et_pb_button][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ admin_label=”Footer” _builder_version=”4.16″ background_color=”#414042″ background_color_gradient_direction=”90deg” 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“We\u2019ll never say no to another [UK] TMC acquisition… but what we can\u2019t do is get side-tracked. The focus now is our global proposition.\u201d<\/h4>\n
Leisure travel growth<\/b><\/h5>\n
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Sealing the Ventur deal<\/b><\/h5>\n
Staffing situations<\/b><\/h5>\n
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