Speaking at InteleTravel’s invite-only Luxury Travel Summit in London last week, where the agency hosted its top-value sellers, Handley-Hughes warned delegates: “Price-matching is a dangerous game to play – and it doesn’t buy you loyalty.”
Handley-Hughes later told TTG price-matching is not permitted at InteleTravel, stressing agents are encouraged instead to emphasise the value they bring by adding things on such as lounges or parking – "something clients would never think to do”.
“You’ve got to be proactive and think, ‘are you offering that hotel the night before?’, for example – adding value is key.”
