| Journal: TWUK | Section: |
| Title: | Issue Date: 17/04/00 |
| Author: | Page Number: 37 |
| Copyright: Other |
Retailers must offer value for money to keep ahead of rivals
SELLING travel insurance is not the way forward for travel agents unless they learn the art of competition, AGB Associates’ Alan Bowen told the conference.He said agents are coming under increasing pressure from direct-sell tour operators and airline operations, driven by the Internet, and there would be more competition as take-up of digital TV increases.
Bowen said agents need to be seen as experts to retrieve their share of insurance sales.
“They must explain to clients the importance of considering what policy they buy, to make sure it offers them proper cover. At the moment, travellers are looking elsewhere because it is cheaper but people will pay more if they think they are getting something for it.
“Agents need to recognise they are in a service industry just like insurance intermediaries have had to realise that. They must offer a consistent service to their customers, to encourage them to take more holidays.”
SELLING travel insurance is not the way forward for travel agents unless they learn the art of competition, AGB Associates’ Alan Bowen told the conference.
He said agents are coming under increasing pressure from direct-sell tour operators and airline operations, driven by the Internet, and there would be more competition as take-up of digital TV increases.
Bowen said agents need to be seen as experts to retrieve their share of insurance sales.
“They must explain to clients the importance of considering what policy they buy, to make sure it offers them proper cover. At the moment, travellers are looking elsewhere because it is cheaper but people will pay more if they think they are getting something for it.
“Agents need to recognise they are in a service industry just like insurance intermediaries have had to realise that. They must offer a consistent service to their customers, to encourage them to take more holidays.”