JMC warned over direct bookings

Thirteen months after its much publicised launch, what do travel agents think of JMC?Travel Weekly editor Jeremy Skidmore sat in on a southeastern meeting of the Selected Travel Agents Regional Supporters group

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JMC warned over direct bookings

TRAVEL agents have warned JMC not to try to entice their clients into booking direct by offering discounts for bypassing the trade.

Retailers at the forum were angry with First Choice for offering cruise clients 15% for booking direct (Travel Weekly October 9) and said similar action by JMC would be unacceptable.

David Whitaker, Andrews Worldchoice, Camberwell, London, said: “There is a perception that JMC is creating something that allows the client to book direct. People are always being told that if they book direct, they will get a better deal.

“I object to direct mailings. Encourage them to go into an agent.”

John Wells, Travel Universal Worldchoice, London, said: “If you give some of our clients the opportunity to book direct, they will. I’m confident our service is better, but encouraging people to book direct is nibbling away at our business.”

Peter Hawke, Travel Experience, Biggin Hill, Kent, said direct bookings had an impact on agents’ bottom line.

“We may promote JMC to a client. If they subsequently go direct we’ve only made one commission.”

JMC director of sales Ian Derbyshire and head of marketing Peter Curtis told agents that they wanted a long-term relationship with retailers and promised not to offer big discounts to people booking direct.

Curtis added that the subject of direct clients was not black and white, because it may send a mailing to someone who has booked direct and through an agent.

Agents said after years of dealing with big companies, they were sceptical that JMC would not drive business direct.

“If you want loyalty, then you have to prove it over a couple of years,” said Whitaker.

Curtis said that after some consideration, JMC was not going to have a separate name for its direct business, as it had invested so much in raising the awareness of the JMCbrand.

David Whitaker, Andrews Worldchoice