Group to introduce preferred agent scheme
MARRIOTT is to slash its commission rates from 10% to 8% if agents do not complete and pass its training programme.
The move is part of the US-based hotel group’s newly launched preferred agents scheme which it has been talking to UK agents about since last Christmas. Agents have until December 31 to sign up for the scheme. They will have to read Marriott’s 92-page booklet Hotel Excellence, perform training tasks and then complete a course review provided with the workbook. One member of staff per agency is required to complete the course to qualify.
Marriott said the scheme has received endorsements from companies including Carlson Wagonlit, Ayscough Travel, First Travel Management, the Guild of British Travel Agents and Advantage Travel Centres.
It hopes to get 90% of agencies it does business with on board by the deadline and said it is confident this will happen.
Director of business travel western Europe Graham Booker said: “There are always going to be people who look at this negatively but we want to see commitment to selling Marriott and hotels in general and by moaning about this, it will show us they have not got that.
“The airlines are adjusting commission in the wrong direction which makes hotel bookings more beneficial to agents but we do expect some input.”
He said research showed that 65% of people who speak to travel agents mention hotels but only 25% of bookings come through a travel agent.
He added: “That was a bit of a shock and we wanted to change it. Where is the logic in giving the same commission rate to an agency that sells thousands of Marriott room nights to one that sells one?”
Preferred agent scheme
n The programme will provide preferred travel agents with a 10% commission on net rates every time they book a commissionable room rate at a Marriott. Non-preferred will get 8%.
n The scheme applies to all 12 brands, except Ritz Carlton.
n The programme is effective from January 1 in the UK.
n One person per agency needs to pass the course to qualify.
n Those agencies who sign up will get preferred access toMarriott’s incentive scheme offering room nights for $49.
n For Hotel Excellence booklets, call the reservations centre on 0800 221222 or the sales office on 020-7591 1100.