AGENTS who discount regularly have been accused of going out of their way to earn less money.
Luxury operator If Only managing director Brendan Maguire said travel agents are so keen to offer a discount they spend hours trying to find one, even if the customer is prepared to pay the original price quoted.
Instead of discounting – which he encounters “several times a day” – Maguire said agents should focus on earning more commission
He said: “I think it has become second nature for travel agents to offer a discount when it is not necessary. That said I don’t think it is going to change as agents seem to feel it is part and parcel of the service.”
He added agents should not be afraid to up-sell. “Clients often appreciate spending a few hundred pounds extra if they get a flight upgrade.”
Bales Worldwide sales and marketing director Iain Fenton said agents should not feel the only way they can compete is through discounting. “If they’re good enough, they will close the sale without it.”