Lemonade from lemons: agents can still sell plane tickets, even as airlines struggle to recover. (The Industry: Airlines).

Travel Agent, April, 2003 by Michels, Jennifer

The airlines are finding it particularly difficult to come back from the challenges of recent years. Some of the largest, such as United Airlines, are in bankruptcy; others envied for their service and performance, such as Cathay Pacific and Singapore, are in dire financial straits because of Severe Acute Respiratory Syndrome (SARS) in Asia; and many carriers are still desperately chasing elusive business travelers. In addition, the conflict in Iraq has affected airlines in every corner of the world.

Agents face some difficult choices when it comes to selling airline tickets in this atmosphere. Industry experts have these tips to offer:

Work with your suppliers. Henry Harteveldt, an analyst with Forrester Research, says agents should be proactive...

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