Hewitt lifts lid on previous deals

British Airways was arrogant, Thomson had an untypical sales director and First Chioce let me down, claimed former A T Mays managing director Malcolm Hewitt.

In an entertaining speech about his time in the travel industry ten years ago, Hewitt lifted the lid on some of the difficulties he had negotiating with big companies.

“I went to the House of Commons for lunch, and got there early,” said Hewitt. I saw (former British Airways chief executive) Bob Ayling was there early too, so I went up to him and said ‘hi Bob, I’m Malcolm Hewitt, we’re your biggest leisure agent in Scotland.

“He looked at me and said ‘oh’ and walked off. And they say the rot starts at the top.”

According to Hewitt, dealing with Thomson was not much easier. “I rang (former chief executive) Charles Newbold to talk about our deal and I didn’t get the impression he thought it was important.

“He sent sales director William Burton to see me. It’s important to pick the right people for the right jobs. To this day, I don’t know how he made the position of sales director.

“I’d sum up Thomson with two words beginning with A – aloof and anonymous.”

Hewitt revealed dealing with Airtours and First Choice was also difficult.

“I phoned Airtours and spoke to (former chief executive) Peter Rothwell. He brought along (former sales director) Steve Endacott and Steve was fantastic, very enthusiastic and full of it. But in the end Going Places were undercutting our agents and the relationship became acrimonious.

“I phoned First Choice and saw Peter Long and John WImbleton. We struck a fantastic deal with First Choice, jacked up the business and punched above our weight.

“Then Lunn Poly came in and the deal evaporated. I was so angry. I’ve got a hugre respect for First Choice and what they’ve achieved but I felt terribly let down by them.”

Hewitt praised Thomas Cook and Kuoni as excellent companies to deal with.

“At Thomas Cook I dealt with Manny Fontenla-Novoa, who is one of the best at engaging with people. He had a brilliant attitude and was accommodating. Kuoni, with Peter Diethelm and Sue Biggs, were also great.”

Hewitt said First Choice were now the most profitable multiple, with Thomas Cook second, Thomson third and Airtours fourth.

“Thomson’s now only number three for profit. You reap what you sow. It was the same with Airtours. I watched them unravel, but they’ve got a new management team in now and if they’ve changed, then good luck to them.”

Report by Jeremy Skidmore (www.jeremyskidmore.com)