THOMSON has
scrapped its Preferred Agent Scheme to open up partnerships with independent
agents as it targets aggressive sales growth.
Potentially, the
move allows for a further 3,000 independent branches – previously outside the
scheme – to work with Thomson.
TUI UK managing
director Chris Mottershead said the original scheme, introduced in 1998, was a
barrier for many agents due to limited access to on-screen discounts. The new
set-up means agents will no longer have to meet an agreed threshold of Thomson
sales and will all have access to the same brochure prices on screen.
Mottershead said:
“We now have a scheme that allows anybody to sell Thomson at the same price as
anybody else.”
But those who sell
more than 300 Thomson holidays a year will sit in a higher tier in the scheme.
The tier levels will differ for specialist agents in areas such as cruise,
Teletext or seat-only.
Mottershead denied
agents had ever been restricted access to prime stock but said those who wanted
to carry out a promotion on a particular date and destination could work out a
“special arrangement” with Thomson. He said attitudes towards Thomson were
already changing because the scheme allowed independents to compete with
in-house Lunn Poly retailers.
Mottershead added:
“There seems to be a better feeling towards Thomson. We are putting ourselves
on an even par with other operators but we think we can provide a better
service in the top two tiers.”
All agents will be
classed as Thomson Business Partners, which gives 10% guaranteed commission,
access to fully funded on-system discounts and point-of-sale support.
These relationships will be reviewed seasonally and support given for
those who are interested in moving up to the next tier, Select Partners – those
who sell 300 holidays or more. The top tier of Premium Partners will receive
face-to-face visits and individually tailored support.