TravTalk India Online Magazine
Salil Nath, Founder and CEO, Travesla, brings his extensive experience from Etihad Airways to the forefront of a new General Sales Agent (GSA) enterprise aimed at redefining industry standards. In a recent interview, he explained how his time at Etihad shaped his vision for Travesla and how his new company is positioned to deliver true value to the aviation industry.
By: Janice Alyosius
In a conversation, Salil Nath, Founder and CEO, Travesla, shared insights into his journey from Etihad Airways to founding his own General Sales Agent (GSA) venture. Nath, who served Etihad for 12 years, managing the Indian subcontinent region with a turnover of around half a billion dollars, explained that his extensive experience has laid the foundation for a new approach in the GSA landscape.
Reflecting on his tenure at Etihad, Nath stated, “I was a buyer of GSA services from the other side of the table, and I noticed that the value being added was often minimal. Legacy issues, a lack of fresh talent, and a dearth of aviation professionals meant that GSAs were missing the mark.” The industry, he observed, is accessible due to low capital barriers, but the challenge lies in genuinely adding value. “It’s about the true intent to make a difference, which is where my decision to launch Travesla began,” he explained.
With Travesla, Nath is focused on offering a comprehensive approach to airline representation that extends beyond traditional sales. “True representation doesn’t mean just pushing sales numbers. It’s about becoming an extension of the airline itself within specific markets,” he emphasised. According to Nath, premium revenue streams—such as corporate travel, business and first-class bookings, student travel, and high-quality leisure—are key drivers for airlines. “The price-sensitive bookings tend to come naturally,” he added, “but it’s the premium revenue that requires focused expertise, and that’s what we are committed to delivering at Travesla.”
Travesla aims to differentiate itself by building a 360-degree ecosystem to support airline clients. “We have an in-house marketing and PR team that amplifies our clients’ brands across the country, and this is included within our core service offering,” Nath said. Travesla also specialises in corporate travel, leveraging strong relationships with top corporate clients in the region. “If an airline has a GSA handling trade but lacks corporate expertise, we can take on that segment to bring high-value business into the fold,” he explained.
Beyond sales, Nath believes in the importance of regulatory, or “aeropolitical,” expertise, noting, “Aviation is a highly regulated sector, and obtaining the right permissions and licenses is critical for efficient and scalable operations. We bring significant experience in this area, which is indispensable to our clients.”
Nath’s long-term vision for Travesla goes beyond providing traditional GSA services; he aims to elevate the GSA’s role in the market. “Today, a GSA is often seen as a lower-tier option if an airline doesn’t operate directly in a market. We want to change that perception and set a benchmark where airlines view GSAs as equally effective as having their own direct setups,” he explained. “Our goal is for GSAs to be as trusted as an in-house team, bringing real presence and market insight.”
While Travesla is firmly grounded in the aviation sector, Nath is also keen to expand into non-air industries. “We see significant opportunities in supporting non-air clients—helping them establish partnerships with airlines and secure beneficial deals for niche markets,” he said. Travesla’s diverse client base has rapidly expanded to include sectors like FinTech and telecom, where Nath sees ample potential to add value to the travel industry. “These are industries that need representation to scale, and we’re in a position to support them on both the trade and corporate sides,” he noted, adding that such partnerships often bring large, multi-crore revenue opportunities to the table.
Travesla’s approach goes hand-in-hand with a commitment to thought leadership. Nath explained, “Our brand is built on the idea of thought leadership. Through our dedicated section on our website, we address the industry’s problem statements, bringing in new-generation solutions and innovative thinking.” Travesla also seeks to forge strategic partnerships that support digital transformation for clients, as well as applying fresh perspectives to longstanding industry challenges.
In sharing his journey and vision, Nath captures Travesla’s mission as both a disruption and an enhancement within the GSA landscape. “We’re here to bring real value to our clients, moving past outdated methods and focusing on high-impact solutions that matter to airlines and beyond,” he summarised. With a comprehensive approach that balances aviation expertise, corporate focus, regulatory insight, and a forward-looking strategy, Travesla stands poised to set new standards for representation services in India and on a global scale.
