p34-35 letters nov14 11/11/08 16:52 Page 34
Your letters
Sell insurance? Make sure you
have FSA authorisation
I would like to make travel agents aware that
unless they are authorised to sell insurance
Learn to love the
by the FSA, or appointed as an authorised
representative with effect from January 1,
2009, not only will they be unable to sell or
offer their own travel insurance to clients, but
they will also be unable to offer, sell or advise
with regard to tour operators’ travel insurance.
‘difficult clients’
Derek Ketteridge
director, Ketteridge Group
HAVING READ with interest LET requests to online suppliers and
Seasons in Style really knows Emma Downey’s report on her
OF THE
TER
simply choose, click and book.
how to look after agents exciting trip to Abu Dhabi (TTG The ones that Emma hates are
It was with a skip in my step that I left the November 7), my attention was
WEEK
your real prospects and, in truth,
wonderful Met Bar and Nobu restaurant in caught by her comment where she they do know what they want.
London, after having had the pleasure of being suggested that the worst thing about They know exactly what kind of
invited by Seasons in Style to their brochure her job was “clients that don’t know what travel or holiday experience they want but
launch recently. they want but expect you to”. what they do not know is what there is that
They sure know how to look after agents. I can just imagine the many nods of will meet their needs. Which is why they
The members of the reservations and agency agreement from other travel consultants have come to see you, the expert, in the
sales team I met were conscientious, engaging who would all prefer it if their clients would hope that you can find some travel product
and motivated. Their enthusiasm was catching. simply walk in, say what they want and that can turn their dreams into reality.
There are many operators offering the same walk out with their bookings. And there is a special skill that all can
properties, but Seasons in Style is set apart. But, as I have said many times on these acquire to make sure that every potential
Call it clever branding and design if you will, pages and on training courses I have run, customer’s dream is turned into the reality
but it is also about having a strong, caring and these “difficult” clients are the very ones of a sale.
knowledgeable workforce behind the product. on which the travel agent’s livelihood It is called “selling”.
Thanks for a great evening. depends.
It is these clients that need your services – Richard English.
Karen Simmonds not those nice, easy ones. You are already Retraining,
director, Travel Matters, Wandsworth losing the easy ones as they take their simple Partridge Green, West Sussex
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34 14.11.2008
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