TO SAY the least I am surprised at the reported views expressed by Airtours Holidays managing director Chris Mottershead at the Midconsort conference (see front page).
If my memory serves me correctly, at the last ABTA Convention it was Chris who expressed great confidence in the concept of an Independents Franchise, and welcomed the opportunity of building a much more positive relationship between Airtours Holidays and the independent retail sector.
Perhaps when Chris spoke at ABTA last year, he anticipated something akin to Paul’s conversion on the road to Damascus, and that all independents joining the Advantage franchise would instantly become clones of Going Places.
I sincerely hope such was not Chris’s expectation, for those who have even a basic understanding of the independent sector, know with certainty that will never be the case.
It was recognised at the most senior level in Airtours UKLG, that the franchise required patient development of a trading relationship which encouraged and assisted the entrepreneurial spirit of good independents.
Attainment of such an objective is simply impossible if you then proceed to expect those independents to think and act like a multiple.
The difficult task of blending two entirely different cultures, was, from the outset, recognised as a challenge which would require a very open mind by all parties. We needed to learn from one another what we had to do together to bring the mutual benefits we desired.
It is indeed proving to be a difficult task, and, after a slow start because of the somewhat lengthy financial and legal processes, all the signs are that the Advantage franchise is most definitely moving in the right direction, and the results of our co-operative action are now starting to show through in very positive terms.
Our most recent reviews with Airtours UKLG distribution director Peter Shanks and the Panorama, Cresta, Bridge, and other product directors, have all been very positive and are demonstrating increasing benefits for our franchisees and increasing sales performance for the UKLG brands.
I can only therefore conclude that Chris is voicing his natural impatience at the speed with which progress is being achieved from an Airtours Holidays’ point of view. I would seriously suggest it will be to the benefit of Airtours Holidays if they have a little more patience, and work a little harder at gaining the confidence of the franchisees, for although it takes longer to win friends in the independent sector, once you have won them, they stay loyal.