Paul Kelly bought Flights
International (Southend)
www.travelweekly.co.uk
TIPS FOR FRAUD PREVENTION
Top tips from Barry
Gooch, head of the
Prevention of Fraud
in Travel Group
● Always discuss the
mechanics of the
proposal with, and
take advice from, your
bonding agency before
signing the deal.
● Use one of the many
well-known software
packages to check the
creditworthiness and
rating of your potential
business associates
● Check the Director
Disqualifi cations
Register at Companies
House
to see
that the
people
you are
dealing
with are
eligible.
● Carry out full due
diligence checks
through your lawyers
on the potential
business associate.
● Get the potential
business partner
to show you their
business plan, turnover
report and profi t and
loss account.
● Carry out background
checks on the people
you are planning the
relationship with.
● Carry out credit
checks on all potential
business associates.
● Talk to other businesses
who have worked with
your new prospective
business associates.
● Make sure your solicitor
draws up and vets all
legal documents.
● Do not be pressured into
a quick deal.
Join Maureen’s
Fight Against
Fraud group, go
to www.travelweekly.
co.uk/travelhub
XL claims
still fl ood
in to CAA
The Civil Aviation Authority
(CAA) is still receiving boxes
of claims for refunds for XL
Leisure Group bookings, nine
months after its collapse.
CAA consumer protection
group deputy director David
Moesli said: “We had a large
batch of claims in the last
two weeks.” This amounted
to 15 boxes containing “a
few hundred claims from a
large retailer”.
ABTA last month
suggested that the CAA
overestimated the number
of outstanding XL claims,
and infl ated the cost of
the collapse by as much
as £20 million in its recent
consultation on increasing
the ATOL levy.
Former ABTA head of
development Andy Cooper
said: “The CAA assumes there
are 16,000 more claims to
come. Where are they going
to come from? It is diffi cult for
ATOL-holders to keep faith in
the credibility of the regulator.”
Travelhub Register for free on our new
community site, the travelhub: page 24
INDUSTRY COMMENT
‘You are only
as good as your
last cruise sale’
Ensure your customers are booked on the
right ship, at the right time, at the right price
Mark Pilkington
head of sales,
Complete Cruise
Solution
The cruise boom certainly
can’t be ignored. Looking
through my weekend papers,
I am always encouraged by
the amount of cruise editorial
in the travel supplements
and the pages of adverts
promoting cruise holidays.
Whereas some cynics
regard this as a sign of the
times, I would rather view
it as a beam of light. If the
demand didn’t exist, then
cruise would not be on the
radar of travel editors, and
travel agents would not
invest so heavily (and it’s
not cheap) in promoting
the many deals available.
Cruise passengers are
just like any other consumer;
they want value for money,
but they also want to feel
like they’ve got a deal. A
deal is not necessarily about
getting the lowest price,
but it’s about the whole
purchase process, from
beginning to end.
The majority of customers
have a price in mind when
they book their holiday. The
same applies when they buy
any large household item,
whether it be a car, a washing
machine or a new television.
What is also important
is the service, and the time
spent negotiating and
discussing their holiday.
It’s important to book the
right ship, at the right time
of year, in the right cabin
and at a price that fi ts their
budget, as well as providing
added extras such as free car
parking, on-board credit
and cabin upgrades. That,
in essence, is the deal –
it’s not just the bottom line.
“I never assume
customers
belong to us, or
to anyone else.
They will book
with the agent
that gives them
great service”
As I’m sure Sir Alan Sugar
would endorse, we make
no apology for rewarding
success to those we work
with; that’s business and
we want it to continue.
Agents who work with us
and support us get more
commission and access to
special off ers on selected
cruises. We also give
exclusive off ers to smaller
agents, either directly, or via
the consortia head offi ces.
My maths teacher used
to say “never assume”, and
I never assume customers
belong to us, or to anyone
else. They will book with the
agent that gives them great
service, and excellent value
for money.
Equally, they will travel
with the cruiseline that gives
them excellent value for
money and a spectacular
holiday experience. Agents
are only as good as their last
sale, and we are only as good
as our last sail.
Do you go the extra mile when
selling cruise and are your cruise
customers loyal? Get talking at
www.travelweekly.co.uk/travelhub
July 3 2009 | Travel Weekly | 7
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