Motivcom experiencing longer lead-in times

Motivcom is experiencing the longest client lead-times of the last five years, according to divisional managing director Nigel Cooper, a trend he attributes to greater stability and confidence among corporates.

Motivcom's divisional managing director Nigel Cooper
Motivcom's divisional managing director Nigel Cooper

Speaking to C&IT, Cooper said that although he was not budgeting for growth in 2013, business is looking more resilient than it did a year ago.

"What we have seen is that since the end of October, more business has been confirmed for 2013 than had been confirmed for 2012 this time in 2011," he said.

"It’s not necessarily new business, there’s a lot of repeat business in there, but the fact that clients are confirming earlier suggests that there’s a slight lengthening of lead times, more stability in the market and more confidence. We are seeing clients booking earlier, with lead times longer than they’ve been in five years."

Cooper’s comments come just months after the Hotel Booking Agents Association (HBAA) published research showing that short lead times were among the main challenges faced by agencies.

"A period of growth is measured against a start-point," Cooper said. "This might be the point in time that people look back to. If 2013 continues in the current vein we can expect to see growth in 2014."

In September, Motivcom reported a 30% decrease in profit before tax in the six months to the end of June 2012, but said that it anticipated full-year growth.

Earlier this month, C&IT reported that Toyota has hired Motivcom's P&MM for two events.

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