THOMSON is to strike a deal with Advantage Travel Centres which will see the non-franchised agents join the Preferred Agent scheme.
The market leader has proposed a tiered structure for agents with Thomson supporters who hit sales targets receiving incentives, overrides and marketing support. Advantage commercial director Neil Armorgie has written to members outlining the proposals.
Thomson sales director Manuel Mascarenhas said franchise agents could be part of the scheme, although Airtours’ UKLG distribution director Peter Shanks denied they would be involved. However, UKLG is believed to be speaking to Thomson about improving the terms for franchisees.
Advantage managing director Ron Muir said: “There is a clause in the franchise document that says agents cannot negotiate individually with operators.”
Mascarenhas said the Preferred Agent deal follows weeks of talks between the two parties. “We have reached an agreement which Advantage is informing its members about,” he said. “While as a group Advantage has not provided huge volumes, individual members have. We want to get closer to the independent agents who are well equipped to sell our range of differentiated product.”
He declined to reveal how many agents would be in the top-earning bracket.
Muir said:”We have put details of the scheme to members. We don’t yet know who the top performers for Thomson are. We are waiting for them to give us numbers.” A deal between Thomson and Advantage was barely credible when the Preferred Agent scheme was launched last summer as the operator did not even recognise consortiums. But since running into trouble during a turbulent 1999 the market leader has adopted a more flexible approach.
It has already implemented a tiered scheme with ARTAC and Midconsort.
“Thomson has at last recognised it needs friends,” said one industry source.
The move comes after Thomson patched up its relationship with Thomas Cook (Travel Weekly, November 8).