IMPACT CONSULTANTS case study - Vacances Bleues

Vacances Bleues : Turning the curve: B2B sales and distribution

DISTRIBUTION · ORGANISATION · INTERIM MANAGEMENT · SALES

Context

A strong reputation and a loyal customer base, but sales declining for several years. Group and B2B sales were falling, with a team demotivated by repeated changes, poorly diversified distribution and questions over the systems in use.

Our response

• An interim management assignment
• Commercial management and a distribution workstream
• Diagnosis of the issues and growth levers
• Turnaround of B2B sales
• A distribution status review, a strategic vision and concrete action recommendations

Results

• The curve reversed in the first year
• Double-digit digital growth across sites
• Group sales up 8%
• A new MICE organisation recommended and implemented, with sales growth above 10%
• New distribution channels opened, boosting third-party distribution sales (+50%)
• A new booking system, channel manager and revenue management solution approved and implemented the following year