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Emma: CCS cuts make sense – but I’ll still switch-sell

Emma Sanger, Future TravelWith the 2012/13 cruise launches well underway, it will be interesting to see how the commission cuts from Complete Cruse Solution play out.


‘Discount culture’ is a fair target, as we have all lost bookings to our competitors because they were willing to accept 3% net commission to achieve bookings towards overrides.


As a result, sales to customers are mainly driven by who is prepared to give away the most. No matter how good our service, a sale can be lost because we cannot slash those last few pounds.


Under the new rules no agents will be able to discount CCS cruise holidays. That allows us to compete against other retailers and close sales on the basis of customer service, brand knowledge and expertise.


Good news for the retailers and customers alike, you might think. Customers will no longer have to spend hours shopping around for the best price, and will go on a cruise safe in the knowledge that other passengers haven’t paid hundreds of pounds less.


We know this isn’t CCS’s way of increasing direct sales, since it is removing its 5% direct online discount and introducing credit card fees for direct bookings.


However, there is no doubt vital commission will be lost. I will look to switch-sell some clients to the likes of Celebrity, Royal Caribbean and Holland America Line.


With the fantastic new itineraries for Celebrity Eclipse out of Southampton next year as well as Independence of the Seas sailing year-round from the UK, there will be plenty of alternatives.


The upcoming Ace Cruise Convention is a great chance to meet fellow industry colleagues and suppliers. It is also an opportunity to pick up tips, see ships first and brush up on your cruise knowledge.


Now that we are all on a level playing field, it could make the difference that clinches that sale.


Emma Sanger is a homeworker for The Co-operative Personal Travel Advisors

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