AGENTS must add value to win business from the business end of the market, says a senior official from Kuoni.
“Much of the interaction between the business traveller or a business’s travel booker and the travel agent happens by email or telephone and there is less of a ‘walk-in’ culture,” explains Kuoni’s VP Sales Rami Mashini, Kuoni. “As such, agents who win such business will win it if they can provide competitive pricing with added value. Businesses are likely to favour hotels with free wi-fi in guest rooms as well as in public areas. Terms and conditions will also be important to the business traveller as meetings may be cancelled at short notice.He continues: They will favour agents and properties that offer flexible cancellation periods or 24/7 support. They will favour agents who – often due to their size and purchasing power – can negotiate such value add-ons.