I would like to comment on British Airways’ options for agent remuneration after the Interim Bonus Agreement ends (Travel Weekly November 15).
BA is forecast to make losses for the first time since privatisation and is therefore desperate for increased sales, particularly in premium cabins, which account for 85% of its UK and Eire sales.
The last thing BA should do is reduce funding for marketing. They should instead allocate increased resources to their sales force which in turn will result in improved sales.
Agents have become used to BA and other carriers saying, ‘Our distribution costs are too high’. This might be true, but is certainly not the result of paying travel agents’ commission.
I suggest they look instead at the other elements of distribution cost rather than cutting agents’ throats and in turn their own.
It is no coincidence that the last round of commission cutting by BA was followed immediately by their current slump in fortunes and they should bear this in mind when planning for the future.
Chris Morris
Managing director
Wayte Bros Ltd
Stoke on Trent