p29 ops Dec4 1/12/09 14:58 Page 27
Operators
Rupert Murray
020 7921 8010
rmurray@ttglive.com
For the latest operator and supplier news, visit ttglive.com/operators
Neale eyes rise
W&O Travel has taken on a new sales boss and is promising a
big increase in support for the trade. Philippa Jacks reports
in agency sales
AGENT sales currently make
up about a third of W&O
Travel’s overall business, but
group managing director
Ian Neale (right) said he
hoped this would grow.
“Some of the firms we’ve
bought were more direct-sell,
but we’re already expanding
a lot of that product to be
available to agents,” he said.
Asked by an agent at the launch event at
London’s Brown’s Hotel if W&O Travel could
promise to offer better rates than clients could
get themselves from a hotel or supplier, Neale From left: Niall Douglas, Full Circle Travel; Steve O’Loughlin, W&O Travel; and Paul Rice, Off Broadway Travel
said the company had been working to make its
rates as competitive as it possibly could.
“We are moving from six-tier rates to eight-tier
rates; our prices are fluid and flexible,” Neale said.
W&O pledges its
Tour operation director Kerry Golds reassured
agents the new branding did not mean sales staff
would sell across more brands, diluting their
product knowledge, and confirmed W&O would
support to trade
continue to pay commission to the agent if a
client received a quote and then booked direct. AGENTS can expect a “whole basket” of support smaller specialist operators too, and agents
from W&O Travel in the future, according to the have been seen by some operators as the poor
The new W&O: Agent feedback
operator’s new trade sales manager, Steve relation. When times are tough, it’s time to align
O’Loughlin. yourself with the right partners,” he said.
Ronny Findlay W&O Travel has united eight of its largest “At W&O we’re saying we want to work more
managing director, Enjoy Holidays brands, including Tropical Locations, Harlequin closely with you; we want to take your staff
“Strategically, we need somebody like W&O, Holidays, South American Experience and Ski overseas; we want to incentivise your staff – the
with the right product range. They’ve got to Dream, under the parent company’s name. whole basket of offers.”
establish their identity more. I think that’s Newly-branded brochures, such as W&O Travel: O’Loughlin joined W&O from Club Med, where
why they’ve taken on Steve O’Loughlin. But Ski Dream, have hit agencies over the past two he had a high trade profile as head of sales.
we’ve found them flexible on price and we weeks, a new central website has been launched Sarah Mason, also formerly at Club Med, has
support them. I’m looking forward to at wandotravel.com, and the group has set aside joined W&O Travel as marketing manager.
hopefully trying to work more with them.” a trade marketing budget for the first time.
The website has a dedicated agents’ area with
Maria Dawson incentives, news and a brochure-ordering
Clive Green Travel, East Sheen facility. It is hoped the unification will boost
“It’s good to hear they’re planning to engage brand recognition and help agents to sell across
more with the trade. They should make more the different brands, as well as reducing admin.
of South American Experience; there’s not Speaking at a launch event for 60 luxury agents
anyone else out there that has that kind of at London’s Brown’s Hotel last week, O’Loughlin
product. I like W&O for the Far East and India, confirmed that agents could expect fam trips,
and I’ve always found Tropical Locations staff joint-marketing ventures, access to promotional
knowledgeable. They’re also accessible, being images and more from the operator.
in central London, for last-minute tickets.” “There’s so much undercutting going on at the
moment – from the big players but also the Richard Dixon, Holidays Please, and Sarah Mason, W&O
04.12.2009 29
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