NEWS ROUND-UP


Saga’s plan to reduce distribution ‘disappoints’ trade. By Harry Kemble and Samantha Mayling


Travel trade slams Saga for ‘out of the blue decision’


Saga remained tight-lipped this week on how many agent partners it will retain as the over-50s specialist reduces trade distribution, but Hays Travel and Bolsover Cruise Club will continue to sell the brand. The cruise and escorted touring


operator revealed last week it would be “moving to work with a smaller group of trade partners” from February 20 with the aim of “building stronger relationships” . The UK’s largest agency, Hays


Travel, confirmed its retail shops, Independence Group consortium members and homeworking groups


Personal Travel Consultants and Explorer Travel would continue to sell Saga. Chesterfield-based Bolsover


Cruise Club said it had “a great relationship” with Saga and would also continue selling its products. Travel Weekly understands Saga’s


decision to trim trade ties will affect escorted tours distribution more than its cruise product. However, Saga-owned Titan


Travel has reassured agents it will continue to work with them. Managing director Andy Squirrell said “nothing changes” and stressed the trade is “part of our recovery”.


Saga Cruises’ Spirit of Discovery


Agents whose commercial deals


are ending were sent a document saying they cannot market or sell Saga after February 19, though bookings made up until then will be honoured. Saga, which started selling through


agents in 2014, was criticised by the trade for its “out of the blue” decision. Jill Waite, director of Pole Travel


in Failsworth, said: “It’s really unfair for agents who booked a lot of Saga. They will lose clients to Hays.” Aspen Travel agent Karen Allen


said the team had “stripped” Saga brochures off the shelves of its Sale shop despite having £168,000 worth


of bookings departing this year. Nick Lee, of Broadland Travel


Worldchoice, said he switch-sold a customer to Titan after learning of Saga’s decision. Kelly Cookes, leisure director at


Advantage Travel Partnership, said the consortium’s members were “disappointed” with the move, but member feedback suggested Saga’s target demographic “needs a lot of support with testing and paperwork”. Saga declined to comment further on its strategy when approached by


Travel Weekly. i Get Social, page 35


Mature travel specialists stress agent support


Cruise lines and touring operators selling holidays to the mature market have stressed their continued support for agents in the wake of Saga’s decision to reduce its trade partnerships. Rivals sense an opportunity


among over-50s as many agents are now expected to switch-sell to more trade-friendly brands. Geoff Ridgeon, head of sales


at Fred Olsen Cruise Lines, said: “The trade continues to be a very important part of our business, and we are always looking at ways we can evolve to make sure it remains a mutually beneficial relationship.” Chris Coates, chief commercial


officer at Ambassador Cruise Line, said agents’ “important contribution


8 27 JANUARY 2022 The trade has


always been important to our business and continues to be


has been paramount to our launch”. The Association of Touring


and Adventure Suppliers (Atas) has created a page on its website for agents to find alternatives to Saga from within its tour operator members’ ranges. Janet Parton, sales and marketing


director at Cosmos and Avalon Waterways, said: “We’ve identified the tours that Saga features and have a number of tours that operate similar


itineraries – we’re more than happy for agents to call us with any enquiries. “The trade has always been


incredibly important to our business and continues to be.” Paul Melinis, APT managing


director for the UK and Europe, highlighted the value of agents’ expertise, especially for queries about testing and entry rules. “There is a great opportunity


for travel agents at the moment and for the operators that work with them,” he said. Riviera Travel also spotted an


opportunity. UK and Ireland head of agency sales Thomas Morgan said: “We have a similar demographic. We can definitely fill that gap.” Channel director Stuart Milan


added that Riviera had demonstrated its commitment by expanding its frontline sales team from three to four. Leger Shearings Group said it


“intends to continue to develop our partnerships throughout this important year for travel”. Chief executive Liam Race said the trade was “key” to its growth strategy. Richard Forde, head of trade sales


at Newmarket Holidays, said: “Agents are not only advising and assisting customers with securing a holiday, but play a vital role in helping customers navigate the changes in testing requirements for the UK and their chosen destination.” A Wendy Wu Tours spokesman


said: “Our pledge to support agents has never been stronger.”


travelweekly.co.uk


PICTURE: Saga Group


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