| Journal: TWUK | Section: |
| Title: | Issue Date: 29/05/00 |
| Author: | Page Number: 8 |
| Copyright: Other |
Comment
Independents can make the big operators listen
AT THE recent Alpha Forum conference, there was a lot of talk about the power of retailers. In the US, Macy’s threatened to stop selling Levi’s because the company’s jeans were being sold cheaper over the Internet and Home Depot had a similar conversation with Black and Decker over the manufacturer discounting over the Web.In both cases, the suppliers backed down and stopped trying to cut out the middle man. What are the lessons that can be learned for this industry?
Agents have rightly been furious about operators putting direct telephone numbers on virtually every page of their brochures. I don’t believe they should be so heavily promoting other distribution channels in the agent’s own backyard. And the collective voice of agents has made a difference. Airtours has bowed to agent pressure and is set to make some concessions, at least for Advantage agents (see front page).
It’s not for Travel Weekly to advocate that agents stop selling a particular tour operator. For many that would be cutting off their nose to spite their face.
But the experience with Airtours shows that independent agents are important and influential.
I believe there is a strong case for one national body of independents (see Cutting Edge, page 78), but even now, independents should not underestimate themselves.
They have the power to make operators listen to their point of view.
Jeremy Skidmore-Êeditor