Airline direct-sell tactics ‘alienating’ trade and consumers
Airlines are running the risk of alienating both business travellers and travel management companies with direct-sell initiatives.
Low cost leisure fares offered direct to business travellers which cannot be booked by agents are tempting executives to deal direct with airlines.
The warning came from the 33-member Guild of Travel Management Companies, whose chief executive Philip Carlisle said: “A number of carriers are offering loyalty cardholders, and airline web registrants, discounted leisure fares in an undisguised attempt to move more travellers to book direct.”
He added: “The problem is that these are usually labelled ‘leisure’ fares and are sent direct to individuals’ email addresses, and are not available to TMCs.
“There is the very real danger of alienating high-yield business travellers who will see these fares and query why they cannot be booked by their Travel Management Company.
“By offering low-cost leisure fares to business travellers, airlines are tempting executives to book online without going through their company-appointed TMC.”
Carlisle said: “Companies control travel costs through policy compliance. If travellers are tempted to book through unauthorised channels, companies will lose that control – and it could end up costing them more, not less.
“At the same time, travellers themselves will quickly discover that although these fares may seem cheap, they’re not always good value.”
Report by Phil Davies
Phil Davies
Vegas’s Billion-Dollar Secrets – What They Don’t Want Tourists to Know
Visit Florida’s New CEO Bryan Griffin Shares His Vision for State Tourism with Graham
Chicago’s Tourism Renaissance: Graham Interviews Kristin Reynolds of Choose Chicago
Graham Talks with Cassandra McCauley of MMGY NextFactor About the Latest Industry Research
Destination International’s Andreas Weissenborn: Research, Advocacy, and Destination Impact
Graham and Don Welsh Discuss the Success of Destinations International’s Annual Conference
Graham and CEO Andre Kiwitz on Ventura Travel’s UK Move and Recruitment for the Role
Brett Laiken and Graham Discuss Florida’s Tourism Momentum and Global Appeal
Graham and Elliot Ferguson on Positioning DC as a Cultural and Inclusive Global Destination
Graham Talks to Fraser Last About His England-to-Ireland Trek for Mental Health Awareness
Kathy Nelson Tells Graham About the Honour of Hosting the World Cup and Kansas City’s Future
Graham McKenzie on Sir Richie Richardson’s Dual Passion for Golf and His Homeland, Antigua
ADS PRO 
Phocuswright reveals the world's largest travel markets in volume in 2025
Higher departure tax and visa cost, e-arrival card: Japan unleashes the fiscal weapon against tourists
Cyclone in Sri Lanka had limited effect on tourism in contrary to media reports
Singapore to forbid entry to undesirable travelers with new no-boarding directive
Euromonitor International unveils world’s top 100 city destinations for 2025