As finance director of the Phoenix Travel Group and chief financial officer for our US partner Advanced Travel Management, I am in a unique position to comment on the changes in the commission structure proposed by British Airways.
These changes should not be seen as BA acting against the travel agent but as a step towards alignment with other professional service providers such as solicitors and accountants who have always charged the client for its expertise.
It has been proven in the US that clients will readily accept and understand these changes and agents should be working with BA to take advantage of this opportunity.
My experience in the US shows that the changes in commission structure have led to a closer and more dynamic relationship with the airlines which has benefits for all of us.
Mervyn Williamson
Phoenix Travel Group
London