Train staff or fail at dynamic packaging, agents are told
Agency bosses have been warned they will fail at dynamic packaging if they don’t invest in staff training.
Holiday Brokers chief executive Steve Endacott said a lack of skill in building a package is one of the key barriers of entry into the expanding market.
Speaking at Midconsort’s domestic conference in Coventry, Endacott said for many agents, dynamic packaging “is outside the staff comfort zone.”
“They are scared of the web and scared the customer will know more about it than they do,” he said. “Agents are also not used to marking up. They have been taught to find the lowest price and to discount so when it comes to adding a mark-up they feel guilty. It is crucial to train staff.
“Dynamic packaging will not work unless you do.”
Endacott, who claimed holiday Brokers was now carrying 100,000 passengers, said nine out of ten agents were still not performing well in the dynamic packaging market.
He told them to forget the scare-mongering of traditional tour operators – who warn of the bonding and health and safety perils of the market – but advised agents to “choose partners carefully”.
Endacott also unveiled his latest venture, lowcostpackages.com, which he described as a “virtual tour operator” with the ability to build “100 million holiday options”.
With real time booking, he said the system “touches and feels like a tour operator reservation system.”
“Shop staff will be confident using it as they know the system,” he said. “You can also compare prices with other tour operators.”
Commission will be built in although it will have the capability to offer discounts, added Endacott.
Report by Steve Jones
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