BA admits mistake over trade sales decision in 2005

British Airways has enjoyed growing business through the trade since reversing a decision to axe net fares for seat-only operators three years ago.

Trade sales have grown by up to 11% a year in some markets, according to BA head of UK leisure sales Adam Daniels.

He said: “We have seen more business over the last two years. We made a mistake when we changed our relationship with seat-only partners in 2005.”

BA reversed the decision later the same year after many agents switched clients to other airlines and Daniels concedes it cost BA business.

“Trade sales have grown by 6% to 11% year on year over the last two years, depending on the market,” he said, with the highest growth in the seat-only sector and from larger tour operators.

Half of BA’s long-haul sales continue to come through the trade.

Daniels added: “People say the traditional tour operator is in decline, but that is not what we are seeing.”


Share article

View Comments

Jacobs Media Group is honoured to be the recipient of the 2020 Queen's Award for Enterprise.

The highest official awards for UK businesses since being established by royal warrant in 1965. Read more.