Marriott International is to launch a global preferred agents scheme as part of its plan to increase business through the trade.
Vice-president of international sales and marketing Fred Miller said: “I think that every travel supplier is looking at how their distribution system is working. It’s not common practice in the USto have preferred agents but it’s a smart idea because it means rewarding agents who are supportive.
But Miller added that any preferred rate would have to be on offer across all markets. He said: “Whatever we develop, it has got to be available across the board. You can’t tell a USagent they are getting one rate and a UKagent a different rate. It’s not fair. The idea is a good one as it is important for the travel agent to decide who they prefer working with.”
Final details of the incentive package are still being trashed out by executives at the Washington-based hotel company. Currently all agents globally receive a 10% commission on Marriott bookings.
The 1,750-strong hotel chain has just rolled out its incentive and training programme, Hotel Excellence, to UKagents. Also in the last month Marriott has established a regional Hotel Excellence training headquarters for the UK which will administer the scheme to agents.
The programme includes a 92-page booklet, much of which the company says is generic to all hotel selling and not just Marriott, and also offers agents certificates entitling them to stays at Marriott properties for $49 per night.