p4 news June26 24/6/09 21:26 Page 4
news
26.06.2009
Agents endorse
C
O
STO
VER
Late bookings
R
Y
Hawke’s hard line
‘are kicking in’
THE STRONG lates market, which many travel
firms are banking on for survival, is showing
Lee Hayhurst.
mid-sized agents switch- signs of materialising, according to accommoda-
AGENTS have backed calls selling from CCS brands due tion-only specialist Youtravel.com.
for the trade to “stop to a perceived reduction in The bed bank claimed its June bookings were
whingeing” about operators’ support. 15% up year-on-year, with Rhodes and Crete
discounting and get on with “You cannot work on 10% showing the strongest growth. It expects the
earning their money. discount when your margin trend to continue as more than a fifth of its
Complete Cruise Solution is 2-3% – you won’t be here bookings are for travel within four weeks.
sales director Giles Hawke tomorrow,” said Stowe. Youtravel director Paul Riches said customers
(pictured) confronted But other agents backed were also looking for deals in the late shoulder
agents complaining about Hawke’s stance. Get Cruising season of September and October, but he was
undercutting at Ace’s UK Cruise Convention. He managing director Gary Wardrope told delegates: confident the peak season would still come good.
said agents “who wanted to drink champagne “As opposed to whingeing about discounting, The company’s figures may present a glimmer
should start thinking champagne”. I’m setting about building my client base and of hope amid industry fears of “massive
In a strongly worded speech, he said: “Nobody appealing to a top-end clientele.” discounting” in the coming weeks (TTG June 19).
owes anyone a living. Concentration on destinations such as Asia They were backed by Advantage chief execu-
“It’s a competitive world. Nobody said it would and South America would secure lucrative tive John McEwan, who said sales in one week in
be easy. Life is not fair – get used to it.” specialist business rather than commodity June were 12% up on the year before, although
Hawke said there was £270 million in commis- purchases, he said. the year to date was still about 9% down.
sion available to UK agents this year and that Jetline Cruise director Ian Gilder added: “We But The Co-operative Travel managing director
would grow to £400 million by 2012 – so agents should be getting the message out there about Mike Greenacre said the lates market had still
should concentrate on getting their share. the value of a cruise compared to a land-based not started, and raised concerns the warm
Earlier, Stowaway Travel boss Paul Stowe had package to bring in new customers.” weather could prompt Britons to stay at home.
urged agents to stop selling lines that undercut Speaking after the convention, Amanda
them, referring to the 10% online discount Matthews, managing director of Designer
offered by P&0 Cruises earlier this month. Cruises, said retail agents rather than cruise
TTG has been told there is evidence of lines were the “main discounting culprits”.
Members vote for
Advantage board
DISCOUNTING.
discount-driven because rules there allow lines
‘Don’t just talk
to prevent agents rebating commission. ADVANTAGE agents have gone to the polls to pick
“It still happens in the US but at a far lower three out of six candidates for positions on the
cash with clients’
level and usually in the form of added value, such consortium’s board.
as a private car transfer or spa credit,” he said. Ron Marks of Baldwins Travel, Briony Horden
“My concern is that price becomes a crutch for of Tickets Anywhere, Steve Moore of Viceroy
BRITISH cruising’s discount culture has become travel agents in the UK and they do not become Travel and Raymond Tyler of Courtesy Travel are
a “crutch” that distracts UK agents from telling adept at telling customers about the other competing for two retail positions.
clients about the compelling reasons to cruise, aspects of cruise that are compelling.” The Travel Company Edinburgh’s Ken McNab
according to an American cruise line boss. Meadows said if agents move on from talking and Business Travel Direct’s Peter Reglar are
Rick Meadows, Holland America Line’s market- about price they will help to expand the UK both standing for the business travel position.
ing executive vice-president, claimed UK agents market, which he believes has huge potential. Reglar, who stood down from the board three
were too focused on price and not enough on the years ago, said he had been urged by some
detail of the product they were selling. members to put himself forward again.
Full news coverage from
Speaking to TTG before he addressed Ace
the third UKCC, p10-12
Voting closes on June 30, and the winners will
delegates, he said the US market was less be announced on July 2.
04 26.06.2009
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60