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Incentive agreements – trade waits for SAA

24 Feb 2016 - by Debbie Badham
Comments | 0

WHILE the April 1

deadline for the

renegotiation of

incentive agreements with

SAA looms, the travel trade

wait patiently to hear who

will be engaging with them

from the airline.

The high turnover rate of

senior SAA staff has left

the lines of communication

unclear; in particular the

suspension of Sylvain

Bosc and resignation

of Ray Nkwe, who were

key individuals on the

commercial side of the

airline’s operations.

“From a negotiating

perspective, it is still

unclear who we speak to,”

says Marco Cristofoli,

gm of Harvey World Travel

Southern Africa.

But agents say they aren’t

concerned as it’s “business

as usual” with SAA.

“When it comes to

the commercial side of

operations, every week

there is a new person

to speak to,” says Franz

von Wielligh, gm of Flight

Specials.

“eTravel’s stance is that

we’re not going to panic

– someone will contact

us,” agrees eTravel Group

founder and ceo, Garth

Wolff. “We’re confident that

SAA realises the importance

of the trade.”

“The fact that SAA hasn’t

sent out the incentive

agreements yet doesn’t

concern us as normally

these agreements are only

actually signed off in Q3,”

says Travelstart supply and

product manager, Candice

May. She says that, so far,

Travelstart has had very

clear communication from

SAA in terms of who the

agency should be speaking

to. “Changes at SAA have

had no impact on our day-today

operations.”

Club Travel has met with

its key account manager

at SAA , says md, Wally

Gaynor, and the group is

expecting its proposed

agreement in the next few

weeks.

SAA did not give TNW the

names of key individuals

who will be engaging with

the trade regarding incentive

negotiations, however SAA

spokesperson, Tlali Tlali,

said senior management at

SAA was “very functional”

and continued to manage

the business effectively.

“The entire sales team is

organised in such a way

that their main focus is

on the travel trade and,

as such, the lines of

communication are very

simple, straightforward

and easily accessible.

Through their assigned

channel managers and

their respective key account

managers, the travel trade

have direct access to the

key management team

at SAA who are always

available to them.”

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