Sandals’ UK tour operator Unique Caribbean Holidays (UCHL) has blamed “severe economic challenges and ongoing travel disruption” for its decision to start undercutting agents by around 2%.
Agents were quick to criticise the move with some suggesting it may prompt them to switch-sell away from the Caribbean all-inclusive resort operator.
Mark White, from Ocky White Travel, told TTG: “I’m disappointed that a supplier is taking this route when we have worked so closely over the last two or three years to all get through Covid. We have worked closely across our brands with Sandals previously.
“You think it could be the thin edge of the wedge and it could change from 2%. We can cope with 2% as an agent – some operators are way in excess of that level and agents can’t cope with that.”
Lee Hunt, owner of Deben Travel, described Sandals’ decision as a “blow” and added his agency could lose some bookings without price parity.
“From our perspective, it’s a blow at a time when us as agents have all our costs increasing,” he said. “Because we don’t discount we could lose some bookings to online. Some agents will probably use their commission to match the price but we don’t do that.
“I do fear we might lose some business as a result of this decision. It’s a shame as it’s not a product you can buy elsewhere – Sandals is Sandals. We sell a good amount of Sandals with a few regulars booking. It’s a bit of a pain but won’t affect us in a big way.
“It’s worrying that operators are doing this. Price parity is not there with a lot of operators so we need to let customers know why it’s worth booking with us and paying a little more – for our experience, expertise as well as the booking and administration.”
Jennifer Lynch, from ArrangeMY Escape, also told TTG she was “very disappointed” by Sandals’ move and would consider switch-selling clients to other similar operators.
“I’m disappointed by their decision,” she said. “I think from an agent’s point of view – especially since Covid – we scrutinise who we use a lot more.
“We’ve done quite a bit of Sandals recently and the sales have increased post-Covid, which has been very good. It’s a really nice product to sell but now I would consider switch-selling if you can find a holiday that is just as good for the client and earns you more money – every penny counts at the moment.”
