HOT plots retail plan

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6/06/2008

HOT plots retail plan
Steve Jones

House of Travel’s wholesale division will look to build sales through in-house retailer TravelManagers as the two businesses begin a formal commercial relationship.

But Roger Wellings, executive general manager, Specialist Holidays stressed that no pressure will be placed on agents.

The operation, which includes Fiji Specialist Holidays – the business Wellings sold to House of Travel last June – and Asia Specialist Holidays, which launched in January, will remain predominantly direct sell, he said.

“We have started working with TravelManagers but it’s only a small element of the total strategy,” he said. “There’s no directive and we won’t want an explanation on each booking they make to Fiji or Asia. We hope TravelManagers will contribute incremental growth.”

Wellings said the wholesale operation must not, and will not, get preferential treatment and will be treated like any other preferred supplier.

“We must not get business by default,” he said. “We must win it by providing good service and knowledge. If I was a retailer I wouldn’t support us if that was not the case.”

Following a dual strategy of direct and trade sales will protect the business, he added.

“Retail distribution is vital and will be for a long time yet,” he explained. “But as a wholesaler, if you just depend on one preferred relationship and that ends, you could lose 50 per cent of your business. You are not in control of your own destiny.”

6 June 2008

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