AIRTOURS is to set tough new demands for Advantage including sales targets for members in an attempt to breath new life into the ailing franchise deal.
The operator will also insist that Advantage has a separate management team to run the franchise.
The changes come after Advantage managing director Ron Muir quit because the franchise has not been able to deliver its promises to members. His resignation sparked speculation that the franchise was on the verge of collapse.
Travel Weekly revealed in November that the alliance was failing.
Airtours UKLGchief executive Peter Rothwell refused to give details of its proposals, but sources said the operator will demand an increase in sales, adding that Airtours is unhappy that the same management team oversee both franchised and non-franchised agents even though they have different priorities.
“In some respects, the franchise has worked well,” said Rothwell. “Cresta, Bridge and Panorama are selling well , but it has not met the expectations of Airtours Holidays.
“Ihave met with our managing directors and we believe the relationship needs a radical reappraisal over the next few weeks.”
Advantage president Roger Smith admitted the franchise needs an overhaul, but said Airtours had been far too optimistic from the outset.
“Its expectations were far greater than we could deliver,” he said. “I don’t yet know what Airtours is suggesting as a way forward, but I don’t think members will accept targets. We have a meeting with Airtours on March 2 when we will discuss the situation.”
Smith said the franchise was dogged by problems including the constant delay in setting up a central accounting system which slowed down commission payments to members. He also attacked Airtours for failing to supply brochures.
“If agents get piles of brochures from JMC or Thomson or First Choice and none from Airtours, who are they going to sell?” said Smith.
“Airtours needs to get its brochure policy right.”
Both Rothwell and Smith however said the franchise would continue. Rothwell added that he was taken by surprise at Muir’s resignation.
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