The Conversation: Abby Penston, Focus Travel Partnership

The consortium’s CEO tells The Business Travel Magazine about its recent activity as a newly independent company – and how it's tackling current challenges

We are a partnership owned by 60 independent partner TMCS. As Focus turned 20 last year it was fitting that it evolved into its own limited status operating as the leading TMC consortium in the UK. Each of the partners is now a shareholder in the company. Last year, we had a collective buying power of £1billion. Our size enables the Focus buying team to negotiate mutually beneficial partnership agreements with suppliers across multiple travel sectors.

I think it’s easy to be overwhelmed but it’s imperative that we stabilise our businesses in preparation for the coming weeks. The proposed government plans announced recently will greatly assist businesses so it’s critical to keep abreast of the developments as they arise and implement any suitable solutions made available. I would strongly advise having a recovery strategy in place as soon as possible. Some of us, for the first time ever, will find that we have time on our hands, so being proactive during this period will prove to be incredibly beneficial when we start to see signs of recovery.

Like all areas of our industry, people and organisations are feeling the pressure. While our TMCS have proven to be resilient to change in the past, this rapidly changing situation is presenting a unique set of challenges never seen before.

I honestly don’t think any company is immune to the threats, but one thing I do know is this group of TMCS possess strong leadership, dynamic business strategies and are supported by first class teams.

As a partnership we have always had a strict set of criteria to join and this group of businesses are good, viable businesses that are strong and financially secure. They are under pressure, of course they are, but they were built on pressure and it’s how they function. I completely believe they are best placed to get through this.

Q. Tell us a little about Focus and its recent developments.

This has been such a dynamic situation. Up until the middle of March, corporates were essentially rescheduling everything for the end of April and May. That has gradually changed and the new reality is falling into place. Nearly all the trips have either been changed again to post-june or cancelled for the time being.

Our TMCS continue to communicate with their clients but with no new bookings, the priority has been to stay in touch. This will be the same across many sectors. All have big decisions to make for both the short and long term. Since we are unable to even reassure partners and clients of when borders will open up again safely and in their entirety, the best thing they can do at this point is to hearten clients by still being there for them; ensure them that they have a continuity plan in place, and remain at their service throughout this very unusual period in our history.

Q. How are you and your members tackling current industry challenges?

Q. How are your TMC members faring at the moment?

Our members are under pressure but it's how they function. They are well placed to get through this”

Q. After the initial raft of cancellations and re-bookings, what are clients looking for?

Q. What positives have you been able to take from recent developments?

Confirmation of what I already knew: that our organisation has built a solid community based on respect and collaboration.

The way as an industry we have come together to show support and genuine concern for one another is testament to the relationships we have built. We may not always agree with one another but in the face of adversity our initial reaction is to assist where we can. When we launched our ‘Helping you get Home’ initiative [to help stranded leisure passengers] the support we had from our network was amazing.

Q. What’s in store for Focus once we’re through all this?

All businesses will have to change and adapt as a result of this massive economic shock, but we will emerge stronger. We will continue to do what we do best – building relationships and supporting our TMC and supplier partners.

Our aim before the crisis was to strengthen and grow our brand by highlighting how the best TMCS in the SME market become stronger businesses by being part of a partnership that pools resources, negotiates excellent deals, provides state-of-the-art technology and shares best practice. We will come through this. The landscape may look different, but our determination to succeed as the leading business travel consortium will not.