Recent corporate history suggests the move by Jetset Travelworld to use a single sales force for its wholesale brands Qantas Holidays, Viva Holidays, Travel2, Newmans Holidays, Travelscene Holidays and Rail Tickets, while an apparently logical use of resources, carries significant risk. For evidence, look no further than the Foster’s Group, which abandoned a similar strategy where it had formerly specialist sales reps selling both beer and wine to retailers and restaurateurs. This strategy was instigated after brewer Foster’s bought wine giant Southcorp. The deal came full circle yesterday when Foster’s confirmed it will split its beer and wine operations into separate companies.

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