Aito Agents plots manifesto to strengthen trade relationships

Aito Agents is to draw up a trade partnerships manifesto as a blueprint for stronger working relationships with tour operators.

The Gold Standard Partnerships Manifesto will be based on feedback from last weekend’s annual Kick-Start conference for the agent arm of Aito, The Specialist Travel Association, as well as discussions between members of the Aito Agents panel.

Aito Agents chair Gemma Antrobus, who recently suggested some suppliers were forgetting basic courtesies when it came to engaging with agents, hopes the manifesto will provide a basis for further improving ties between its members and potentially attract more to join.

It follows a membership drive by Aito and a rise in the number of the association’s direct-sell suppliers working with agent members.

During a discussion at the conference, held at Leonardo Hotel Hinckley Island in Leicestershire and attended by more than 100 members, agents and operators brainstormed ideas to form the basis of the manifesto to be produced next month.

Antrobus said: “We had the most honest conversations with operators we’ve ever had.

“We asked what excellence looks like; what are our ‘must-haves’ in a perfect relationship? 

“We talked about human interaction, in-person training and talking on the phone, not just emails.

“The words that came up a lot were trust, respect, support, flexible communication, reliability, delivery and the importance of goal-setting for both sides.”

Antrobus stressed there was “nothing hugely wrong” with Aito’s current relationships but said there was more to trade partnerships than the transaction and its commercial value.

She added: “We will produce a manifesto for members: our blueprint for stronger relationships. It’s about how we work with our partners to get the best out of them.

 
“This is Aito’s 50th year. Some of us have been around for years and rely on legacy habits. There are things we could do better.

“It’s about best practice. We want to increase trust and respect and how relationships can work at their best. It will be a commitment, but not a condition of membership.”

Antrobus said the manifesto was not intended as a recruitment tool to attract more members but added: “It would be a nice outcome. We are always looking to grow and looking for the right members.”

Aito currently has 98 operator and 79 agency members – the latter figure equating to about 300 agents.