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Airtours reaps reward of Travelworld switch-selling


TRAVELWORLD has seen its Airtours business soar from 17% of the retailer’s sales to more than 60% just five weeks after being bought by the operator.



The figures emerged as Airtours looks to begin a national expansion of the Huddersfield-based chain.



Sources said Airtours wants to increase Travelworld’s 122-agency network to more than 300 shops within three years with growth focused on the Northeast and Southeast.



The brand will run alongside Going Places.



As part of the sale to Airtours, Travelworld managing director Terry Fisher will receive additional cash for hitting certain sales targets for Airtours. He confirmed the brand will grow but said no firm plans have been discussed.



“If we are successful for UKLG, which we currently are, it is inevitable they will look to grow the chain,” he said.



“At the moment everyone is concentrating on sales in January.”



The success of Travelworld’s directional selling policy has led to a rapid decline in Thomson business – even though the agency is technically still a Preferred Agent with the market leader.



Before the sale, Thomson represented 33% of Travelworld’s business. It is now around 7%. Thomson is expected to hold talks with Travelworld following the collapse in sales.



“I promised our staff I would only sell for the good of Travelworld and that is exactly what I have done,” said Fisher. “We are already seeing the benefits and the staff now believe what I told them. Staff also believe in what they are selling. This goes to prove that directional selling can work.”



UKLG plans large-scale national expansion of newly acquired agency


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