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MSP is described as “a partnership of like-minded people and companies that believe in this particular retail channel” |
UK. A recently-introduced training initiative by Travel Retail Training (TRT) – named Maximising Sales Potential (MSP) – claims to have helped cultivate effective inflight sales coaches, resulting in improved sales onboard.
The MSP initiative is built on the Inflight Sales Person of the Year (ISPY) award. For the past two years TRT has invited ISPY winners to train at TRT so that they can impart effective selling techniques to their colleagues. At the end of the training, the ISPY winners will have acquired the skills “to coach and motivate their colleagues into taking a more proactive approach to selling inflight”.
MSP is described as “a partnership of like-minded people and companies that believe in this particular retail channel”. The Lancaster Group, known for supporting front-line training, reward and recognition schemes, lent its support to Sam Mackie, Director of Cabin Services of MyTravel Airways, enabling the airline to send 15 of its top-selling crew members on the course.
“The initial training and subsequent intensive management of this group have brought about the most amazing results,” TRT said. “On average, every time there is a crew sales trainer onboard, sales increase by +40%. These 15 people, which represent 1% of cabin crew, have increased total sales by +11%.”
The success has also encouraged other airlines such as First Choice to put 40 of its top selling cabin crew through MSP. TRT reports that initial results showed sales increases of between +35% and +61% above target at First Choice.
MORE ON TRT
TRT boosts inflight sales with pioneering crew and management – 09/04/04
