Triton conference special: Cosmos attacked over sales strategy
Cosmos sales and marketing director Andy Washington was attacked by an agent who claimed the company undercuts agents by discounting on the web.
In a panel discussion, Paul Stowe, from Stowaway Travel, initially asked why Triton was continuing to work with companies that effectively worked against them, and Hoseasons chief executive Richard Carrick agreed that retailers needed to pick their partners carefully.
Worldchoice and Triton director Barbara Collins said it was getting tougher with operators and said it no longer worked with Titan Holidays.
But then Stowe rounded on panel member Washington, saying Cosmos was one of the worst offenders as it continually undercut agents with its web prices.
Washington retorted by saying his business through Triton was 40% down and he needed to get the sales from somewhere else.
“Sixty per cent of our pricing is cheaper to agents than it is to anyone else,” said Washington.
But Stowe was determined to have the last word. “You´re not a partner to us. Every single agent will agree that our major problem is discounting on the web.”
Later, Washington had a dig at Hotels 4 U director John Harding, over the company´s status.
“Life is going to be difficult for people like you John, because you´re not a principal supplier.”
But Harding quickly hit back with a reference to Cosmos undercutting agents.
“No, I´m not a principal, but I am a trade-only supplier,” said Harding.
by Jeremy Skidmore (www.jeremyskidmore.com)
Jeremy Skidmore
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