Column: Pruning client list could lead to a more profitable 2013

12/12/2012 | Travel Research Online

Travel agents can potentially increase their bottom line next year by segregating clients in terms of their value, John Frenaye writes. Unreasonable or unprofitable clients should be reserved for only the most desperate situations, or let go entirely. "Every client or prospect has some value. But for those whose value is diminished, it is not necessary, recommended, or desired to waste efforts on them until something changes," Frenaye writes.

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