Selection
of Staff at Top Travel
Top
Travel is a travel agency specialising in arranging itineraries for, and
selling travel tickets to, the ‘independent traveller’. Many of the customers
are students and young people embarking on round-the-world trips, but the
agency also specialises in package holidays to ‘exotic’ locations, and selling
long-haul flight tickets to leisure and business travellers. The business was
set up in 1988 by Alex Katsouros, a Cypriot, who had moved to Birmingham when his
wife took a post as teacher at a local university.
Using
a small family nest-egg, Alex – who had some experience in the travel industry
in his native Cyprus – opened a small store near the university campus.
Initially, the agency sold train and coach tickets to students and was staffed
by Alex and one or two part-time staff who were often, but not always,
recruited by word of mouth from the local Cypriot community.
The
business developed quickly and diversified, selling travel and accommodation to
university staff travelling abroad and Alex subsequently landed a contract with
the university to provide this service. With this security, Alex was able to
invest in the business and opened new stores in Manchester and Leeds in the
mid-1990s. Alex’s next stroke of genius was to tap into the market for
long-haul independent travel. This was an expanding niche market with no
specialist provider on the high street. Alex realised that his stores were well
placed to tap into this market and in the early 2000s began to refocus his
business around this activity. It was again a resounding success, and Top
Travel opened six new stores, making a total of nine, each employing a manager
and around 10 travel clerks.
The
days of recruiting mainly from the expatriate community were long gone, and Top
Travel now tended to draw on experienced travel clerks from a range of smaller
local outlets and, occasionally, bright school-leavers who could be taken on as
trainees.
Top
Travel was a good payer and had a good reputation in the industry, so there was
never a shortage of experienced applicants, but Alex was struck on his visits
to the stores that the quality of people taken on was somewhat variable.
Because he wished to develop his business strategy around face-to-face customer
service this worried him, even though he was prepared make up some of the
ground through an increased investment in the training and development of
staff. As a result, he called in a firm of management consultants to examine
the processes of selecting staff and to make some recommendations.
The
consultants found that the selection process was fairly standard across all
nine stores, although this seemed to be more by accident than design in that
there were no company-wide guidelines. Alex himself did not get involved in
selection, except in the case of the store managers, and was happy for the
managers to take responsibility for recruiting and selecting staff in their own
stores. There was still some word-of-mouth recruitment, but jobs tended to be
advertised in the local paper and applicants invited to send in a CV. Store
managers then shortlisted candidates for interview.
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