| Journal: TWUK | Section: |
| Title: | Issue Date: 10/07/00 |
| Author: | Page Number: 3 |
| Copyright: Other |
Agents need to prove their worth, warns O’Neill
Advantage sales and marketing director Colin O’Neill has said that agents need to prove themselves to the major operators if they are to remain a significant distribution channel in the age of new technology.Speaking during his second week at Advantage, O’Neill said agents mustproduce volumes and improve brochure conversion rates.
He stressed the consortium’s relationship with the major players was among the crucial challenges facing members.
“We need to demonstrate we are a distribution channel worth investing in, particularly when the major operators have new technological distribution,” he said.
“We need to continue showing support and not only produce volumes but improve things like brochure conversion rates.”
Despite emphasising the need to work with major operators, O’Neill said he would not oppose members who derack Thomson following the row over direct-booking information in brochures.
O’Neill, who will spend the first month in his job meeting members, also stressed the need to raise awareness of the Advantage brand on the high street.
“The task is to strike the balance between retaining an independent’s own brand and having a brand the consumer can recognise,” said O’Neill.
“Brand awareness is particularly important when you have a Web site.”
He admitted that joining forces with the other major consortiums would “make sense” but said there were no plans to begin talks with either ARTAC, Midconsort or Global.