International Growth and Diversification of Travel in the Middle East

Lynn Coutts, Managing Director – Middle East

In the seven years since I came to the Middle East with ATPI, I am immensely proud of the journey we have been on and the success we’ve experienced. When appointed as Managing Director for the Middle East in 2020, I knew that this was a region with incredible potential for us and one where we wanted to strengthen our presence and cement ourselves as the go-to regional TMC.

Over four years later, we are well on our way to achieving that.

Regional Growth

In that timeframe, we have tripled our regional headcount with a team of over 100 incredible individuals in, delivering a full-service offering to the whole GCC from our offices in Dubai. This growth has been made possible because of the talent we attract – and their commitment to ATPI as a company and our goals of making a difference to crew and corporate travellers in the Middle East and globally. We are proud to have a remarkably low attrition rate of 98.5%, having lost only one member of staff in three years. An internal global survey resulted in a 91-satisfaction rating from our regional team while an external survey found we had one of the highest scores for employee satisfaction across the Middle East. 

Our internal structure and team culture have translated into higher productivity, creating a framework that has led to a new benchmark of success. In the first two quarters of 2024, we achieved a new record performance in the Middle East thanks to internal expansion and exciting new contracts and developments which we look forward to sharing soon.

As we demonstrate globally, we’ve shown that prioritising workplace culture and the health and well-being of your team aligns with the strategic goals of our business.

Why the Middle East?

As the travel partner of choice for the global energy industry, we are always looking for regions where we can expand our reach and diversify our offering in line with global energy demand. The Middle East provided us with the opportunity to get involved in a rapidly evolving and exciting market – and we haven’t looked back since.

Our strategy for entering new markets is driven by the needs of our established clients, their ongoing travel needs, and the potential for new partnerships and client relations. At ATPI, we have a long-standing track record of supporting international energy operators through our specialised travel services – many of whom operate globally and where the demand takes them. As they experienced increasing requirements to travel to the Middle East – whether for client meetings, industry events, or regionally located assets and projects – it was only right we supported them get there. Our client-led approach ensures that we are motivated to enter new markets proactively, based on the demand from our clients and the industry.

Ultimately, this has been the case for the last decade of our presence in the Middle East. Now, we are experiencing the benefits of this customer-led approach.

Our expansion across the GCC has left our team with the capability to manage complex taxation, invoicing, and localization requirements from DXB and in each service country locally, while providing a seamless, real-time service and full access to all ATPI technologies developed through our expansion and business diversification.

Collaboration

To establish ourselves in the market and capitalise on its potential, collaboration has been – and will continue to be – essential. Over the years, we have demonstrated an acute awareness of how the local Middle East market prefers to operate. Through market research of cultural preferences and regional regulations, we understood the need to utilise the expertise and insight of local businesses. Additionally, business gateways have provided a critical avenue for us to expand. Offering all our leading technologies and service lines, business gateways have allowed us to address and overcome in-country complexities such as tax, exchange rates, and more specific regulatory requirements.

Since researching the intricacies of the Middle East market, we have demonstrated our commitment to its preferences by partnering with local firms. Creating strategic alliances with local partners and business gateways allows us to expand our network, continue to develop, meet regional customers on their terms, and provide greater support to local travellers, crew, and corporate clients.

ADIPEC presents a key date in the diary to celebrate these collaborations, as well as the ongoing potential of the Middle East market, and the inspiring trailblazers who are driving growth and innovation. By inviting leaders and industry peers across the industry value chain, ADIPEC presents a unique platform to learn, grow, and connect. For ATPI, we look forward to meeting with major operators and showcasing the proven support we can provide.

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If you are attending ADIPEC next week, you will be able to find Lynn introducing the OGV Group Business Breakfast on Monday 4^th November.

Throughout the week, Lynn will be alongside several of the ATPI team exhibiting at the OGV Group Pavillion in Hall 14, Stand #14380.