Triton’s only hope is unity

Comment by Jeremy Skidmore (www.jeremyskidmore.com)

Who would be an independent agent these days?

Not many and, it seems, there will be far less in 12 months’ time.

Thomson has dropped any pretence to support independent retailers with its plan to switch to zero commission for many and – most damaging of all – offering deals through its own shops that no independent can hope to match. Service with a smile is fine, but people who book packages usually do it on price.

Thomson sales and marketing director Miles Morgan’s claim that is it not anti-agent is actually quite funny because there is a shred of truth in it – they’re certainly not anti their own agents!

Others like Thomas Cook – who did reduce commissions earlier this year, but not as much as Thomson – appear to offer a crumb of comfort. But beware, it will expect greater value than ever for supporting independents and will soon removes stock if it finds agents are building their own packages instead of recommending Cook.

Other major companies have one brochure for their own shops and another for everyone else, because they want to hold the best holidays back for their own retailers.

Against this background of doom and gloom, Triton is about to host its first-ever conference. Aren’t we all in for a jolly time in Tenerife?

Aptly, the first session of the conference is set to answer crucial questions about Triton, such as what is the point of it and what on earth is it doing?

Let’s be honest, Triton, which sounds a bit like a planet that Dr Who might visit, means nothing to anyone in the street and never will do, unless someone magically stumps up millions of pounds to promote it. Its brand value is non-existent.

This is a card that Harvey World Travel, which is rebranding with Virgin, will play time and again when it is trying to recruit disillusioned retailers.

I’m not saying Harvey World is the answer to all your problems, but which shop do you think people are going to enter first – one that says ‘Virgin’ on the front or one that says ‘Triton’?

Triton’s one and only trump card is its strength in numbers, so that retailers can demonstrate to suppliers that they can shift significant volumes, and members need to realise that if they are to survive.

Any pretence of being independent has to be put to one side. The idea of being independent and part of a consortium has always been a contradiction in terms anyway: if you want more money, you’ve got to make the sales.

Along with unity, there needs to be a clear strategy of who to support and how to do it. Crucially, there also needs to be a serious debate about how Triton members can add value to the public. Tell me why I should go into a retailer when I can book direct over the Internet.

Worryingly, rumours abound that breakaway agent groups are to hold seminars separately at the Triton conference. What on earth is the point of that? If you can’t see the advantage of strength in numbers, then you might as well lie by the pool in Tenerife.

Look out for our reports from the Triton conference – news as it happens on Saturday, Sunday, Monday and Tuesday.

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