Report by Steve Jones
COSMOS has seen a downturn in sales through the multiples as
it continues a controversial policy of publishing two identical brochures with
wildly contrasting prices.
Its sales have deteriorated by 30% with all the majors,
compared to last year with its post-Christmas performance only declining 15%.
Some observers believe the multiples have retaliated against
the operator for sending one brochure to Travelcare with low prices and no
discount and an identical brochure to other retailers with high prices but with
discounts available.
One source said: “It is putting the industry in a bad light
and further undermines the discount campaign, which the public doesn’t trust at
the best of times.”
Cosmos sales and marketing director Paul Riches denied the
multiples had deliberately switched away from Cosmos.
“In a flat market, which it is, the vertically integrated
agencies will be under more pressure than ever to sell their own operator’s
first.”