KLM has said agents will have to show increased commitment to the airline and partner Alitalia to continue to qualify for 9%or 10% commission from next year.
The Dutch carrier is reviewing its commission structure in time for the renewal of contracts from January 2001.
Sales director Peter Cornwall said: “We want more co-operation and an even stronger one on one with agents.
“For a 10% payment we are getting close to dedicated KLM agents but they will not have an exclusive contract.”
Agents aiming to achieve the overrides will also need to qualify for a KLM service-level agreement by developing information technology and passing on helpful sales information.
KLM cut commission to a 7% basic rate in 1998 following British Airways’ decision to introduce the lower payment.
Cornwall said KLM’s review could be influenced by reaction to BA’s move to axe commission.