The highly successful B2C sales model may be slightly
altered by AirAsia with the emergence of travel consultants in the airline’s
distribution network. The agents will be mainly focused in smaller markets like
the Philippines and Indonesia.
“(Travel consultants) are a very
important growth (channel) for AirAsia. They should not consider us as the
enemy” said Tony Fernandes, AirAsia group CEO.
They plan to increase cooperation with travel trade and will
be making announcements in the coming months. They are also discussing the
introduction of a new structure of commission based business for travel
consultants.
AirAsia’s home country of Malaysia remains perfectly
satisfied with the current state of distribution, which shows 95% of the
country’s business comes solely from AirAsia’s website.
“I wonder when all airlines will realize that travel agents
are their external sales force;” says Michael Patton, CEO of POTHOS, “servicing
their customers, driving business and deserve the commission compensation that
was taken from us so long ago.”
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