| Journal: TWUK | Section: |
| Title: | Issue Date: 14/08/00 |
| Author: | Page Number: 10 |
| Copyright: Other |
Charging fees has to come with expertise
Your front page article in Travel Weekly July 31 makes it clear that we are moving more and more towards two very different groupings of agents. Those that sell knowledge and those that sell holidays.Charging fees is all about added value. What added value do you get in a vertically integrated multiple shop? When you go to an accountant or a solicitor to seek professional advice, you know they will charge you a fee which is determined by their level of expertise and experience. In the same way my customers say they are happy to pay for my professional knowledge and advice.
We already charge, particularly for tailor-made itineraries, and we are now looking at how we can cost our time and build that into our charge to the customer.
Since we’ve been charging fees, not one client has refused to pay, so we don’t all have to share the fears of agents who don’t know Bayreuth from Beirut. Like other CARTA members we provide our clients with a level of expertise and choice which is infinitely higher than offered by the multiple shops who are only interested in directionally selling their own products.
I don’t blame anybody for refusing to pay them a fee. I’d refuse to pay a fee to anybody who wasn’t giving me value, choice and outstanding service.
Agents now need to decide whether they want to be brochure collection points or knowledge entrepreneurs.
Philip Davies
Real Holidays
London