MORE than 80% of agents make no effort to sell additional holiday products to customers, a survey by Holiday Autos has revealed.
The study of 100 retailers showed that while 19 agents asked if the customer wanted ancillary products, such as car hire, 81 did not bother.
Holiday Autos managing director Tony Seaman said the result proved agents failed to maximise their earning potential.
“We telephoned 100 agents and asked for an air fare quote and only 19 of them asked if we wanted car hire at the other end,” said Seaman. “Agents are losing out on commission by not selling this type of product.”
He said agents refer to products such as car hire and airport hotels as ancillary “This basically means secondary or not as important,” said Seaman. “I believe they are essentials.
“Agents must learn to know their customers’ needs and ask more questions.”