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Crystal warns agents not to miss out on commission
Agents are missing out on commission from Crystal Holidays just to spite its sister company Thomson, according to the ski operator’s MD Stuart McLeod.
McLeod, who heads up TUI’s specialist businesses including Crystal, Jetsave and Austravel, claimed agents who are disgruntled by Thomson’s commission cuts are turning away Crystal clients, prompting them to simply book with the operator direct.
“Crystal still pays a sensible level of commission but agents are losing out on this. They are refusing to book because Crystal is part of the TUI group so clients are simply coming direct to us,” he said.
He said although customers might be persuaded to switch to another operator for a ‘fly and flop’ beach holiday, that is not the case for ski holidays.
“These customers know what they want. If you have a client who wants to book a particular chalet with us in Courcheval 1850 they will not be persuaded to book another chalet in Courcheval 1550 with another operator,” he said.
He said Crystal’s online business has grown 40% this year compared to the first half of 2005, but he refused to say what percentage of bookings now come through the internet.
“It is a significant figure, but it’s not as high as Thomson’s 50%,” he said.
“Thomson’s figure is high because it includes its flight-only product.”
He said the operator was not concerned about travellers doing DIY bookings.
“They might try it a few times, but they will quickly realise that when it comes to booking a ski trip in half term or a trip to the Grand Prix, we can package it together at a lower price,” he said.
Crystal has re-shaped its programme for 2006/07, replacing destination-led product with activity-based holidays. See separate story.
By Bev Fearis
Bev
Editor in chief Bev Fearis has been a travel journalist for 25 years. She started her career at Travel Weekly, where she became deputy news editor, before joining Business Traveller as deputy editor and launching the magazine’s website. She has also written travel features, news and expert comment for the Guardian, Observer, Times, Telegraph, Boundless and other consumer titles and was named one of the top 50 UK travel journalists by the Press Gazette.
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