Aito Specialist Travel Agents’ largest-ever domestic conference attracted more than 180 agents and operators. JULIET DENNIS reports from Drayton Manor Hotel in Tamworth


Operators: Members wise up to value of selling via Aito Agents


Almost 80% of Aito’s tour operator members are now selling through the Aito Specialist Travel Agents network in what has been described as a “sea change” in the relationship between the two. The figure has traditionally been just over half, but in the past five to six years, more operators have begun to sell through its agents’ arm, according to Aito Agents chairman Gemma Antrobus.


She said the rise could be partly attributed to the economic downturn, which has encouraged operators to work with agents to secure much-needed extra business. “There is an element of some operators working with agents because of the recession,” added Antrobus. “Some operators didn’t see the value in


working with agents before. Since the recession, some agents have adapted more quickly, and therefore their value was suddenly far greater. Operators saw that agents were surviving.” She added that Aito tour operators


account for up to 75% of some Aito Agents’ sales. Antrobus said she was hopeful


There is an element of


some operators working with


agents because of the


recession


even more Aito operators would work with agents in future. Aito chairman Derek Moore described the closer relationship between the operator and agent members as a “sea


change” that had led to the decision to hold a joint conference for all members on June 11-14. “It has been a gradual


change over the past five to


Gemma Antrobus


10 • travelweekly.co.uk — 15 January 2015


six years that got going after Aito set up its ‘closer ties’ agreement, which agents and operators signed up to, promising to work together more closely,” he said. “The days of agents being order takers have gone. A good agent is a consultant in the full sense of the word.” Moore admitted some operator members would remain direct-sell. “There are still operators whose business models mean they cannot easily sell through agents,” he said.


The award winners celebrate with the sponsors


Bookings: Sales of All Stars up 13.8%


Bookings by Aito Specialist Travel Agents of the association’s ‘All Stars’ tour operator members increased by 13.8% in 2014. Sales measured through the


All Stars scheme, which monitors agents’ sales of 36 tour operator members, rose from £47 million in 2013 to £53.6 million last year. The All Stars scheme represents only 39% of Aito’s 93 operators.


Nine out of 10 thin


Nearly all Aito Specialist Travel Agents believe the association is important or relevant to members, according to a survey. In total, 65% of Aito Agents


responded to the association’s first customer satisfaction survey of its agent members. The association, which plans


to survey members every year, said 90% thought Aito Agents was important or relevant to them, 91% thought its ‘brochure drop’ in October was “very good or excellent” and


CONFERENCE REPORT


Aito Specialist Agents 2015


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  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76  |  Page 77  |  Page 78  |  Page 79  |  Page 80  |  Page 81  |  Page 82  |  Page 83  |  Page 84  |  Page 85  |  Page 86  |  Page 87  |  Page 88  |  Page 89  |  Page 90  |  Page 91  |  Page 92  |  Page 93  |  Page 94  |  Page 95  |  Page 96  |  Page 97  |  Page 98  |  Page 99  |  Page 100  |  Page 101  |  Page 102  |  Page 103  |  Page 104  |  Page 105  |  Page 106  |  Page 107  |  Page 108  |  Page 109  |  Page 110  |  Page 111  |  Page 112