Промотарифы: ТА против ТО

В профессиональной среде не утихают споры вокруг промотарифов туроператоров. Одни поддерживают, другие — категорически против. В этом материале мы собрали мнения разных сторон и попытались выяснить у экспертов, возможно ли найти выход из ситуации.

Генеральный директор «Пегас Туристик» Анна Подгорная:

«В ситуации, когда покупательская способность падает, главное – привлечь клиента, чтобы он пришёл в агентство. Промотарифы

как раз направлены на решение этой задачи, остальное зависит от профессионализма агента. Часть розницы выступает против промо, но есть и те, кто поддерживают, поскольку видят положительные моменты.
 

Не секрет, что многие агентства готовы «с порога» предложить клиенту скидку в 5%, учитывая, что стандартная комиссия составляет 12%, в итоге у них остаются те же 7% комиссии, что и по промо-прайсу, куда уже заложен дисконт. Злоупотребление скидками негативно отражается на рынке, а «промо» помогает бороться с этой проблемой».

Заместитель генерального директора «НТК Интурист» Сергей Толчин:

 «Промотариф — это одна из форм текущего глобального тренда по снижению средней комиссии операторов. Такая тенденция

наметилась довольно давно, и усилилась на фоне кризисных явлений.

Агентства во многом сами создают такую ситуацию, работая через центры бронирования и получая  максимальные комиссии, которые отдают по большей части на скидки. В итоге на рынке создаётся волна демпинга, ведь для  большого количества турагентств скидки – основное средство маркетинга. Поскольку все хотят получить максимальную комиссию и минимальную цену за тур, тут есть два варианта: либо  платить огромную комиссию с убыточного тура, либо снижать себестоимость, чтобы агентство получило и минимальную цену, и комиссия при этом какая-то была. Винить здесь в чём-либо операторов довольно сложно.

 Простой пример из авиационного бизнеса, в 2003 году комиссия «Аэрофлота» для билетных агентов на внутренних рейсах составляла 3-5%, а на международных — 7-8%. Сейчас комиссия от авиакомпании стала номинальная, агенты зарабатывают преимущественно на дополнительных услугах.  Если турбизнес продолжит развиваться в прежнем ключе, ситуация может приблизиться к авиационному бизнесу, где комиссия номинальна.

Отмена промотарифов ни к чему не приведёт. Возможно, ситуация исправится с нового года, когда вступит в силу ряд законодательных изменений, включая поправку «от имени и по поручению» и запуск электронной путёвки» с 2018 года».
 
Коммерческий директор «Магазин путешествий«Александр Преображенский:

«Право операторов устанавливать такие тарифы, а право агентств – принимать их или нет. Агентства, конечно, могут отказаться от продаж по промотарифам, но поскольку единства нет, вряд ли возможно изменить существующее положение дел.

В рамках агентских объединений ещё можно повлиять на ситуацию, поодиночке вопрос не решится, только совместными действиями, когда бизнес договаривается с бизнесом. Если сети откажутся работать с промотарифами, операторы, безусловно, задумаются».

Президент Альянса туристических агентств Андрей Гаврилов:

«Вопрос по промотарифам неоднократно уже поднимался, но разрешения, к сожалению, он не находит. Вряд ли его можно

административно как-то решить, но на уровне профессиональных объединений агентств можно было бы попробовать налаживать диалог с операторами в лице АТОР, например.

Думаю, при определённых подходах какие-то компромиссные решения и выходы из ситуации найдутся. Ведь мы все друг в друге заинтересованы, перед нами стоят общие цели и задачи».
 

Независимый бизнес-тренер Александр Шнайдерман:

«В любом бизнесе существует конкурентная борьба и туризм не является исключением. Можно долго говорить о том, как нужно вести бизнес и какие инструменты использовать, но результат всегда определяется размером прибыли.

В настоящее время сложилась ситуация, при которой часть туроператоров вынуждена вести режим жесткой экономии. Естественно, что они стали искать способы увеличения своей доходности. Одним из таких способов является урезание комиссионного вознаграждения для турагентов. Этот способ позволяет им экономить значительные средства. ТО уверены, что промотарифы сокращают их внутренние расходы и приносят им прибыль. В этом они правы. 

В последние годы в туристических кругах все чаще звучат разговоры о том, что демпинг отдельных туристических агентств способен погубить рынок. Уже существует довольно большое количество игроков, которые довольствуются 3-5 % комиссии. Большинство таких ТА закрываются в очень короткие сроки, но уже есть отдельные примеры, когда такой демпинг приводит к резкому увеличению спроса и, соответственно, начинает вытеснять с рынка тех игроков, которые скидок не дают. Промотарифы являются определенным приемом борьбы со скидочниками.
 
Любой человек хочет качественный товар, но по низкой цене. Ругать человека за то, что он стремится к дешевизне, глупо. Если есть возможность разумной экономии без ущерба качеству, турист будет экономить. Промотарифы являются благом для туристов. 

Промотариф позволяет экономить время на обслуживание туристов. Если у агентств есть большой входящий поток, это несомненное благо. Ведь на обороте можно получать неплохую прибыль. 

К сожалению, все эти рассуждения и доводы оторваны от реалий. В настоящее время большинство турагентств не имеют большого потока, а промотарифы уменьшают их и без того маленькую прибыль.
 
Введение промотарифов однозначно приведет к закрытию ряда туристических агентств. У них просто физически не хватит денег на содержание офиса и выплату зарплаты своим менеджерам. 

В итоге могу сказать, что эта мера, с моей точки зрения, основательно уменьшит количество ТА. Как не покажется это странным, я приветствую такой подход. В бизнесе должен выживать сильнейший. 

Не вижу особого смысла искать некий компромисс между ТА и ТО. Туроператоры всегда будут искать способы увеличения своей прибыли. Валяться у них в ногах и умолять этого не делать бесполезно. Жесткая конкуренция – один из законов развития капиталистического общества. Нужно принимать эти промотарифы как данность и думать о том, как выживать и зарабатывать в сложившихся условиях».

А какой позиции придерживаетесь вы?
 

Источник: trn-news.ru

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