| Journal: TWUK | Section: |
| Title: | Issue Date: 08/05/00 |
| Author: | Page Number: 61 |
| Copyright: Other |
Agent 2000
Stena Line scheme to reward top performers
Report by Jane Archer
STENA Line has launched an incentive scheme to increase bookings from its top-performing retailers.Agent 2000 will offer training and educationals to its top 2,000 agents for meeting higher sales targets.
Head of sales GB Heli Salmons said agencies would be set individual targets. “Our research shows that 80% of agents could increase their business by 20%-25% a month with just one more booking a month. I think it is quite achievable if we are focusing our resources on agents who want to work with us.”
Three self-study training packs are being launched as part of the initiative. Those completing the training will be entered into a prize draw and agents will be able to work towards a place on an educational next year.
Salmons said agents have tended to neglect ferry bookings because they see them as too much hard work for too little reward.
“Agents forget that ferry bookings can earn them quite a lot in commission,” she said.
“An Irish Sea crossing for a family with a car could total £700-£800. Agents can also sell personal insurance and breakdown cover and possibly upgrades on the ferry and overnight accommodation for clients driving to the port.”
Invitations to join Agent 2000 were sent out at the end of last month.
n Stena Line is seeking a way for agents with Web sites to be paid commission if a consumer goes from the retailer’s site into the Stena site to make a ferry booking. The company, which is also developing a dedicated agents’ page on its Web site, hopes to have both in place by September.
Stena Line: top-performing agents will benefit from educationals