Hoseasons chief executive Richard Carrick told agents to better understand their clients and tell them about the services they offer.
“People who travel may now take five or six holidays a year and there are commission opportunities on all of them if the agent understands the buyer,” he said.
“But we don´t build a database of numbers, put contacts in place and continue to serve the customer.
“We are in a growing industry and other people would kill for the demand we have. It´s a real opportunity now for the independent agent.
“But what we fail to do is tell people what we do. Tell them that their money is safe and they will get a refund if the holiday goes wrong.
“Agents have to bounce back by telling people how good they are and keep telling them, because people forget.
by Jeremy Skidmore (www.jeremyskidmore.com)
