Man­ager, trade sales at Rocky Moun­taineer

Travel Bulletin - - COVER -

ONCE an as­pir­ing pro­fes­sional sports­man, Steve Far­relly’s team men­tal­ity has crossed over into his ev­ery­day life.

“I strongly be­lieve that busi­ness is a team sport, so I don’t want to be the guy that lets my col­leagues down. Fam­ily aside, that’s a big mo­ti­va­tion for me,” Steve says.

Start­ing out as a tour di­rec­tor for Con­tiki, he took some time off to ex­pe­ri­ence a ski sea­son in Banff be­fore re­turn­ing to Con­tiki to lead tours up and down the East Coast of Aus­tralia and through­out the NT.

Dur­ing his time with Con­tiki, the “boy meets girl” story kicks in and Steve moved to Canada as a Con­tiki sales rep, but af­ter agree­ing “Al­berta win­ters were just too damn cold”, Steve and his fi­ancé moved back to Aus­tralia in 2010, jump­ing over to an­other Travel Cor­po­ra­tion brand, In­sight Va­ca­tions.

Get­ting in­volved in many ad­di­tional train­ing cour­ses and men­tor­ing pro­grams led him to com­plete an MBA at the Uni­ver­sity of Wol­lon­gong, and in Au­gust 2013, Steve be­come the na­tional sales man­ager for Rocky Moun­taineer (Asia Pa­cific). Steve has just re­lo­cated to Rocky Moun­taineer’s head of­fice in Van­cou­ver as man­ager of trade sales.

Over the years, the big­gest les­son he has learned he ad­mits he stole from Vir­gin ceo John Borghetti, who says the most im­por­tant per­son for him is the park­ing at­ten­dant who opens the gates to his of­fice each day.

“With­out that guy turn­ing up to work, noth­ing gets done, so be hum­ble and grate­ful

With­out that guy turn­ing up to work, noth­ing gets done, so be hum­ble and grate­ful to all in­volved in suc­cess’ mak­ing your day a

to all in­volved in mak­ing your day a suc­cess”.

In his 12 years in the in­dus­try, he has seen it be­come “ob­sessed with cruis­ing” and busi­nesses cut back fund­ing for sales reps.

“I be­lieve tourism is still a ‘peo­ple in­dus­try’ so it amazes me to see cuts to travel bud­gets, train­ing bud­gets, con­fer­ence at­ten­dance etc. There is a the­ory that you can host a we­bi­nar, or pre-record a train­ing mod­ule, but the com­pa­nies that ex­cel have a very com­pre­hen­sive and ro­bust sales team out on the road speak­ing to both the trade and front line con­sumer on a daily ba­sis. I be­lieve (prod­uct aside) that is their se­cret to suc­cess,” Far­relly told trav­el­bul­letin.

Steve pre­dicts so­cial tourism – the abil­ity to con­nect, share, and com­ment live from a des­ti­na­tion, tour or cruise – will con­tinue to ex­pand through­out the rest of his ca­reer.

“This is a pro and a con. I would like to see peo­ple more en­gaged in their ex­pe­ri­ence and liv­ing the mo­ment, rather than be­ing on their iphone stream­ing the event, but I do see the flip side that it’s a fun thing to share with loved ones back home.”

The most valu­able trait in the travel in­dus­try is a pas­sion for peo­ple and the de­sire to pro­vide the best pos­si­ble ex­pe­ri­ence for the guest. “I think peo­ple who work in travel also have a unique abil­ity to adapt to change,” he says.

One thing Steve would like to see is recog­ni­tion for the role travel and tourism plays in the econ­omy and the mul­ti­plier ef­fects that flow into lo­cal com­mu­ni­ties.

“It would be nice for tourism to re­ceive the same level of na­tional in­ter­est that min­ing or agri­cul­ture re­ceives.”

Most mem­o­rable mo­ment: Win­ning the NTIA Best Sales Ex­ec­u­tive in 2012 was a very proud mo­ment, but grad­u­at­ing with an MBA is some­thing that I will cher­ish.

First thing you do when you get into work: Buy a cof­fee, greet the team, and look at the num­bers.

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