Online giant claims to be agents’ friend

LASTMINUTE.COM paid out more in retailer commissions last year than it did in advertising its brand to consumers.

Chief executive Brent Hoberman said the company saw itself working increasingly hand-in-hand with agents and claimed it was in effect more of a “wholesaler” rather than a direct competitor.

He said Lastminute could be of real benefit to traditional retailers as they sought to build close ties with customers.

For example, by making use of the gifting and consumer products and services on the site, as well as its travel facility, retailers could offer more ‘lifestyle’ packages.

“We see ourselves very much as an enabler for the travel agent,” said Hoberman.

Managing director Mark Jones added: “This is in stark contrast to our other online competitors who have no trade input at all.”

He also said it was ironic that at a time when traditional operators were looking to cut commissions to agents, Lastminute was looking at ways it could do more business with the high street through its various brands and associated businesses, such as Holiday Autos.

The company’s acquisition by Sabre last year meant it was increasingly becoming a technology provider as well, said Jones, with a raft of front and back office IT solutions for agents.