ABTA interim president Martin Wellings has told agents
they should have more realistic expectations of commission
levels.
He said: “I suggest it is simply short-termism to try to
continually rack up the rates of commission at the expense of
uncompetitive prices and reduced sales opportunities.”
Agents were warned they shouldn’t forget their role is to
sell, and Wellings said tiered commission rates shouldn’t be
a problem for agents actively selling.
He commented: “I know none of us likes lower commission, but are
we being responsible in actively opposing a reduced commission for
charter flights when, by so doing, we will be able to sell more
tickets and help to redress the lost volumes of flight-only through
the retailers?”
Toucan Travel managing director Terry Thornhill responded: “If
an agent sells product properly there’s no need to be worried
about commission.” He said 12.5% is an acceptable level of
commission.