p14 Roundtable jan23 21/1/09 20:27 Page 14
news market debate
ttglive.com
less money and staff need to understand this.
Lift your agency
Comtec no longer pays for out-of-hours support;
staff have been put on a more flexible rota so
they can take off extra hours at quiet times.
“And we have expanded to the US, Canada,
Australia and Russia to reduce dependency on
one economy.”
out of recession
Chris Roche, Travel Republic’s commercial
director, recommended a focus on non-eurozone
countries such as Turkey and Egypt.
He added: “It is also vital to make marketing
spend more efficient. We will be engaging
How to survive 2009 was the main topic during a fireside
customers and creating advocates [among our
discussion at the recent annual On Holiday Group/Rock
customers] primarily by using the email
database built up over the last five years.”
Insurance ski trip to Les Menuires, France. By Rupert Murray
Consortia benchmarking
THIS year will be a tough one for all agents, but industry, also agreed that marketing and Richard Axelson, managing director of Longmere
senior industry leaders agreed that cutting keeping deposits low, while ensuring good cash Golf, recommended that agents made sure they
prices was not the answer. management, were key to survival. were within the most suitable organisation.
They felt the worst thing the industry could “You should consider consortia,” he said.
do would be to cut margins by reducing prices. Extra hours “We are Advantage members but will be
Steve Endacott, chief executive of On Holiday The group also agreed that staff and manage- benchmarking what the others can offer. All
Group, said: “There is a finite number of ment should accept the need to work harder agents should do this to see if they can reduce
customers who will book in January and but not for more pay. costs or increase commissions.”
February; a price war will not increase volumes Simon Powell, Comtec chief executive, said Gary Lewis, TTA commercial director, said all
but will reduce profits further.” businesses should prepare themselves for agency consortia would be keeping fees low
The group, which was gathered around the coming out of the recession while maintaining and negotiating better commercial terms with
fireplace at the Latidues les Bruyeres hotel to sensible profit targets. fewer suppliers. The TTA will also raise its own
discuss this year’s prospects for the travel He added: “We will have to work harder for awareness with a radio campaign focusing on
financial protection.
“We want to increase our market share,” he
said, “not by poaching from other consortia but
by being the best entry point for many of the
industry’s experienced staff who have found
themselves out of work and have decided to
launch their own niche businesses.
“This is facilitated by our ‘pay as you go
model’ for technology and Atol which minimises
start-up costs.”
Revenue streams
Antony Martin, Rock Insurance managing direc-
tor, stressed the importance of selling add-ons
to take advantage of new revenue streams.
“FSA regulations have created a level playing
field for agents and they can now attack the
highly lucrative annual insurance market.”
Brian Young, On Holiday Group sales director,
revealed the firm’s plans to follow Comtec’s
example and launch in other European markets.
He said the firm will also look to outsource
tour operations and develop niche products
and he stressed the importance of tightening
up travel agency payments to reduce risks.
“To survive the year, companies need to cut
fixed costs and look at improving conversion
levels,” Young added.
Enjoying the slopes in Les Menuires are: (top) Steve Endacott, On Holiday Group, and Jayne Pierce, Gail Kenny Executive Search;
(above) Antony Martin (left), Rock Insurance; Brian Young, On Holiday Group; and Kathryn Thomas, Concierge Travel Service ■ ‘No-nonsense measures’: Comment, p18
14 23.01.2009
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