Cruise

P&O Cruises axes BDM model for more centralised approach

P&O Cruises has scrapped its business development manager (BDM) approach to travel agent support.

The cruise line has moved away from its traditional sales structure of BDMs servicing large clusters of agents in a defined geographic area and will instead use a core sales support operation.

P&O’s vice president of sales and marketing, Ryan Taibel, said the change was in response to the evolving business and commercial landscape.

“In the post-COVID-19 world, we can expect a different sales environment but travel agents and their partnership will remain of vital importance to what we do, and we need to be in the best possible position to support them,” he said.

Under the new structure, the company will invest in its core sales support operation, which will be renamed as Flagship Concierge and will be based in P&O’s Chatswood head office.

According to the cruise line, the new structure will better support national travel agency groups and applicable agencies will be assigned a dedicated account manager.

P&O’s Flagship Achievers program will also be ramped up giving front-line consultants the ability to earn cash rewards for selling cruise.

“We have always benefited from having a dedicated and passionate team which has been critical to the growth of cruising in Australia and New Zealand, and to making the P&O business in particular an industry leader,” Taibel said.

“We’d like to thank our team for the huge contribution they have made as we look forward to working alongside our travel agent partners within the new operating environment.”


Featured image source: studioportosabbia

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