The International Travel Group, which specialises in offering a hotel booking service to corporations, took over Expotel, a larger competitor, when the latter went into receivership in 1991. International Travel Group reduced Expotel’s overheads by closing several offices. It also invested heavily in technology to create four call centres across the country. This strategy resulted in a 56% pa profit growth, from £827,000 in 1995 to £3.1m in 1998. Sales have increased by 52% pa in the same period, to reach £37.5m in 1998. The London-based company, now trading as Expotel, has secured major contracts with Boots, Asda and the Ministry of Defence. Expotel clients receive a free hotel or conference booking service, which includes managing costs through room rate negotiation and consolidated bookings. Expotel makes its money from charging commissions to the hotels themselves. It plans to invest £5m over the next two years to enhance its reservation system by introducing an online booking service.
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