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Comment, by Jeremy Skidmore
It’s been said before, but it’s certainly worth re-iterating that independent agents can play a big role in digging the travel industry out of its current mess.
We all know what a poor year it has been and continues to be. Some operators have said the last two weeks have actually been quieter than they can ever remember.
But when people do start going into their travel agencies to look at what’s on offer, the skills of the independent are likely to be more valuable than ever.
Because if something needs to be sold, they can usually do it better than multiples, which are often reacting to the demands of their customers.
But independents do need a level playing field.
I was at the Travel Trust Association conference recently and heard the tale of a travel agent who lost a booking with a loyal client because one of the big companies was refusing to match the deal down the road at an in-house retailer.
Not only is that crazy to literally turn away business on the phone, but it is insulting to the travel agent who has done much to support that particular operator over the past year.
Amazingly, her story was not an isolated one.
Vertically integrated companies want to drive as many bookings direct and through their own shops as possible, but they also need help elsewhere.
To turn bookings away in the current climate is sheer madness.
Operators need to help independents to help them by giving them access to the best deals.
Then there’s a fighting chance that they can help improve the miserable sales figures afflicting the industry.
Read previous comments by Jeremy Sidmore:
03-Dec-2002 Anyone got any good news? – Comment by Jeremy Skidmore
26-Nov-2002 Comment: Agent consortia should join, says Jeremy Skidmore
20-Nov-2002 Comment: Winter Bookings, by Jeremy Skidmore
13-Nov-2002 Comment: Timeshare and Resort Conference
05-Nov-2002 Comment: MyTravel
23-Oct-2002 Comment: The ABTA Convention
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