| Journal: TWUK | Section: |
| Title: | Issue Date: 01/05/00 |
| Author: | Page Number: 45 |
| Copyright: Other |
SEAT-ONLY
The kids are alright: clients are now able to pre-book children’s meals in advance on many charter flightsOperators say agents should be aware of extra options on charter airlines to improve their commission.
Most clients booking flight-only deals are looking for the lowest lead-in price available. However, an increasing number are prepared to pay a little bit more for a better service, say seat-only operators.All operators say they have seen a large increase in the number of seat-only clients pre-booking seats, which is one of the most popular options offered by all the major charter airlines.
Prices vary from £5 to £10 per adult, depending on the carrier and the route.
Other optional extras include business-class-style seating at the front of the cabin; extra-legroom seats in the rest of the aircraft; express check-in and additional baggage allowance; and access to airports’ executive lounges.
While operators say flight-only customers are less likely than package-holiday clients to pay for seats in premium cabins, they often go for cheaper extras such as pre-bookable seats and VIP check-in.
Avro distribution director John Fitz-Gerald said it was up to agents to push these options to increase their commission and provide a better service.
“I would not say this is something agents really push because not all airlines offer the same things, so retailers aren’t really sure what extras there are to sell,” said Fitz-Gerald.
“However, agents are losing business to the low-cost airlines and one way to get this business back is to demonstrate they can offer better fares and a better service with the charter airlines.”
Airtours head of commercial long-haul Andrew Burgess said agents should promote the charter airline’s premium cabins, which cost £99-£149 on top of the standard fare, as a much cheaper alternative to business-class flights.
“In May, you can fly to Florida with Airtours International’s Premiair Gold service for about £400 return, which is a lot cheaper than a business-class flight,” said Burgess.
He said Premiair Gold, which is only available on long-haul flights, was attracting a lot of repeat business.
Air 2000 said its premium service, Premium Classic, had been so successful on long-haul flights that it was extending the service to Crete for this summer. Also, it is introducing Premium Classic on its second Boeing 767, while its third B767 is being delivered with two separate cabins.
A new optional extra from Air 2000 this year is a day before check-in service, so one member of a group can check everyone’s bags in up to 24hrs before departure.
First Choice Flights marketing planning manager Peter Tsitsaros said that although the price was the key selling point in seat-only, such optional extras were worth trying to push.
“The price, the time and the departure airport are the most important things for seat-only customers but my gut feeling is that offering additional services does make a real difference,” he added.
Top service: extra touches in flight are popular on long-haul journeys
agent views on airline extras
“Our clients are only interested in getting the cheapest seat and I have never known one upgrade to the premium cabin. We don’t even manage to sell many pre-bookable seats. Our clients would rather get to the airport early to try to get the seats they want.”
Kim Johnson, manager, Travelchoice, Basildon
“The premium cabins are popular with our clients, particularly couples but it is often difficult to get these seats because they are all fully booked. Pre-bookable seats are a favourite option because people realise that if they don’t pre-book they are likely to get to the airport and find there is not much choice left.”
Brenda Duncan, manager, Duncans Travel, Aberdeen
“We always offer clients all the extras because the options automatically come up on the booking screen but most aren’t interested. Most people won’t even pay the extra to pre-book their seats because it adds such a lot to the cost.”
Karen Matthews, manager, Bath Travel , Andover, Hampshire